Territory Calculator
Plan balanced sales territories by allocating accounts across reps. See revenue potential per territory, coverage ratios, and identify imbalances.
Territory Design Tips
- • Balance by revenue potential, not just account count
- • Consider geographic proximity for field sales
- • Factor in existing relationships
- • Leave room for growth accounts
- • Re-evaluate after each hiring wave
Accounts per Rep
FAQ
What is territory balancing?+
Territory balancing ensures each rep has a fair share of accounts and revenue potential, preventing some reps from being overloaded while others have too few opportunities.
How is coverage ratio calculated?+
Coverage ratio = accounts per rep target / (total accounts / number of reps). A ratio of 1.0 means perfect coverage. Below 1.0 means you have more accounts than reps can handle.
What if territories have unequal revenue potential?+
Use revenue potential per account to weight territories. A rep with fewer high-value accounts may carry similar revenue potential to one with many smaller accounts.
How often should I rebalance territories?+
Rebalance quarterly or when you add/remove reps, enter new markets, or see significant shifts in account activity. Annual rebalancing is the minimum.
What is an ideal accounts-per-rep number?+
It depends on deal complexity. For transactional sales: 100-300 accounts. For mid-market: 30-80 accounts. For enterprise: 10-30 named accounts.
Smart Territory Management with Dewx
Dewx uses AI to optimize territory assignments, balance workloads, and maximize revenue potential across your sales team.
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