Territory realignment

Step by step

1. Propose Sales Operations

   Sales operations creates a realignment with an effective date and drafts the new territory rules under it: new territories, changed rules over countries, states, postcodes, industries, employee-count bands and named-account lists, changed owners. The draft rules start on the effective date, so they sit beside the live rules without touching assignment.

   • Updates Realignments, Territory rules, Territories

2. Model System

   The draft rules are run over the live accounts and leads without changing anything. The output is a move per account: its current territory and owner, its proposed territory and owner, and the open pipeline and contract value that would move with it. Territory Coverage shows the totals per territory before and after, beside each rep’s quota.

   • move list produced
   • Updates Realignment moves, Accounts, Leads

3. Approve Sales Manager

   Sales managers review the moves for their teams and mark the exceptions they want: an account that should stay with its rep because a deal is closing, or a named account that should move now. When every affected manager has approved their team’s moves, the realignment is approved as a whole, with the exceptions listed on it.

   • approvals and exceptions recorded
   • Updates Realignment moves, Realignments
   ApprovalA person approves before the work moves on.

4. Apply Account Executive

   On the effective date the new rules take effect and approved account moves apply. Each account retains its previous territory, previous owner and realignment reference. Leads in the affected territories are re-routed. Open opportunities retain their current owner until a separate handover is confirmed; an account move does not authorise that change.

   • previous owner kept on each account
   • Updates Accounts, Leads, Territory rules

5. Hand over Sales Manager

   For each open opportunity that changes owner, the outgoing and incoming reps hold a handover. It is logged as an activity on the deal with the state of the buying committee and the next step. The manager confirms the handover before the deal’s owner changes. Contracts follow the account; renewal deals move with the contract owner as the manager decides.

   • confirmed handover logged before deal or contract ownership changes
   • Updates Opportunities, Contracts, Activities, Account team members
   ApprovalA person approves before the work moves on.

6. Verify Account Executive

   Territory Coverage is run against the new structure: accounts with no owner, territories with no rep, leads that matched no rule. Each is fixed or explicitly parked. Quotas are republished where the book changed.

   • coverage checked and quota changes reviewed
   • Updates Accounts, Leads, Territories, Realignment moves, Quotas

Sales Operations

Proposes, models, applies and verifies.

Sales Manager

Approves team moves and confirms handovers.

Account Executive

Hands over the deal.

Customer Success Manager

Confirms contract handover.

Admin

Manages restricted configuration changes.