Ops

Territory & Quota Setting — Companion Template

Copy these sections into your doc/sheet. Keep numbers visible and decisions auditable.

Objectives & guardrails

Revenue target (FY)

Headcount by segment

Guardrails

Named-account policy

Conflict SLA & appeal window

Capacity model

Ramp schedule

Win rate (P50 / P75)

ACV by segment

Cycle time (days)

Coverage ratio

Over-assignment (×)

Notes & assumptions

Account scoring (features & weights)

Feature	Weight	Definition	Actions

Tier thresholds

Max accounts per rep

Tier mix per rep

Territory builder

Rep	Segment	Geo/Vertical	A	B	C	Book potential ($)	Δ vs. cohort	Notes	Actions

Quota calculator

Rep	Book potential ($)	Productivity factor	Ramp adj.	Quota ($)	Rationale	Actions

Reconciliation notes

Fairness checks

Metric	Value	Target	Status	Actions
Potential spread (median ±)		≤ ±12%
Gini coefficient		≤ 0.20

Conflicts & exceptions

Account	Issue	Owner	ETA	Outcome	Actions

Rep comms & appeal log

Comms pack

FAQs / rationale Links

Appeal log

Rep	Topic	Evidence	Status	Outcome	Actions

Back to Playbook

Use with the Territory & Quota Setting article. This template aligns to the 90-day rollout and the fairness/appeal governance described there.
Repo path: /templates/territory-and-quota-setting-template.html