Territory balancing worksheet

What you get

• An inputs table for account count, Tier 1 accounts, addressable potential, and open pipeline per territory
• Potential, workload, and pipeline indexes (territory value / mean x 100) with the arithmetic shown
• An imbalance index that takes the worst of potential and workload, flagged against a tolerance you set
• A rebalancing moves table that recalculates each territory after accounts change hands
• A worked four-territory example where every total ties out

Who it's for

• •Sales ops analysts preparing territory cuts for annual planning
• •RevOps leads settling complaints that one territory is richer than another
• •Sales managers who need to justify account moves with numbers

What's inside

1. 1

   Worksheet setup

   6 fields to complete

2. 2

   Territory inputs

   7 columns, 6 worked example rows

3. 3

   Indexes and imbalance

   7 columns, 4 worked example rows

4. 4

   Why the imbalance index takes the worst score instead of an average

   Guidance notes

5. 5

   Rebalancing moves

   8 columns, 4 worked example rows

6. 6

   How the moves work out

   Guidance notes

7. 7

   Before you lock the balance

   8-point checklist

The preview shows part of section 1. The full template has all 7 sections (6 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Agree the potential measure before you open the spreadsheet

   Pick one way to estimate addressable potential per account (employee band x price per seat, or a spend proxy) and apply it to every account. If each manager brings their own estimate, the worksheet just measures who argued hardest.

2. 2

   Score workload alongside account count

   Weight Tier 1 accounts more heavily because they need multi-threading, account plans, and exec meetings. The example uses Tier 1 x 3 plus all other accounts x 1. Change the weight if your Tier 1 motion is lighter or heavier.

3. 3

   Do not balance on open pipeline

   Open pipeline reflects what the current rep has built. Use the pipeline index to spot where a move would disrupt live deals, not as a target to equalize. Equalizing pipeline punishes the reps who prospected.

4. 4

   Fix the worst index first, then recheck all of them

   Every account move changes two territories at once. Make one move at a time in the rebalancing table, recalculate, and stop when every territory is inside tolerance. Chasing perfect balance creates account churn that costs more than the imbalance.

5. 5

   Push what you cannot fix into quota

   If a territory stays outside tolerance because of pipeline carry-over or key relationships, document it and adjust that rep's quota instead of forcing the move.

Frequently asked questions