Territory Management
Accounts, contacts and pipeline, in one system.
Geo and named-account territories, quotas, and realignments for the sales org
Explore the specification
YouActive
| Account | Territory | Role | Account ACV | Effective Start Date |
|---|---|---|---|---|
| ACC-110 | TRR-1309 | Owner | 2,185.60 | 19 Sep |
| ACC-130 | TRR-2939 | Overlay | 6,978.75 | 19 Sep |
| ACC-150 | TRR-5773 | SDR | 24,389.32 | 11 Sep |
| ACC-110 | TRR-1437 | Owner | 14,738.52 | 29 Sep |
| ACC-110 | TRR-8928 | Overlay | 29,086.86 | 05 Sep |
| ACC-110 | TRR-7502 | SDR | 21,954.98 | 11 Sep |
SubmittedManualYou or You
- AA-48779 ACC-110 in 1 d
- AA-71927 ACC-130 4 d
- AA-19448 ACC-120 7 d
- AA-72120 ACC-120 today
- AA-38395 ACC-130 in 1 d
AA-48779
- Account
- ACC-110
- FromRep
- FR-911
- Rep
- BU
- Territory
- TRR-9716
- EffectiveStartDate
- 18 Sep
- AccountACV
- 11,686.30
StatusOpenInProgress
StatusOpenInReview
StatusDraftImpactPreviewUnderReviewApproved
YouStatusActiveFinalPeriodEnd >= today
Realignment = (selected)Realignment.StatusImpactPreviewUnderReviewApproved
YouActive
| Rep | Territory | Account | Role | Account ACV |
|---|---|---|---|---|
| KF | TRR-6449 | ACC-140 | Owner | 14,233.41 |
| NX | TRR-1963 | ACC-110 | Overlay | 21,577.21 |
| ZC | TRR-1421 | ACC-110 | SDR | 21,541.32 |
| ZS | TRR-3828 | ACC-120 | Owner | 46,557.42 |
| HJ | TRR-5147 | ACC-120 | Overlay | 12,617.68 |
| WB | TRR-8722 | ACC-110 | SDR | 42,906.74 |
Activeno effective end date or EffectiveEndDate >= today
| Rule Code | Name | Target Territory | Priority | Logic Operator |
|---|---|---|---|---|
| RC-661 | Rule 152 | TRR-8493 | 860 | All |
| RC-157 | Rule 542 | TRR-9063 | 430 | Any |
| RC-518 | Rule 588 | TRR-1257 | 330 | All |
| RC-501 | Rule 148 | TRR-9354 | 180 | Any |
| RC-581 | Rule 717 | TRR-4369 | 280 | All |
| RC-132 | Rule 967 | TRR-3320 | 120 | Any |
You or You
| Territory Code | Name | Type | Region | Status |
|---|---|---|---|---|
| TC-101 | Territory 106 | Geo | US-Northeast | Active |
| TC-391 | Territory 999 | NamedAccount | US-Southeast | Inactive |
| TC-290 | Territory 674 | Industry | US-Midwest | Draft |
| TC-967 | Territory 714 | Hybrid | US-Southwest | Active |
| TC-378 | Territory 718 | Geo | US-West | Inactive |
| TC-369 | Territory 400 | NamedAccount | US-Northeast | Draft |
Illustrative records generated from the specification. Explore the views to inspect the planned operating model.
Built for your team.
Sales leaders who need a pipeline the whole team keeps honest.
- Defined tables
- 17
- Operational views
- 10
- Defined roles
- 7
- Reports
- 7
Defined in the planned system specification.
What’s inside.
Geo and named-account territories, quotas, and realignments for the sales org
Accounts
Companies, sites and ownership
Contacts
People, roles and consent
Pipeline
Stages, probability and next steps
Quotes
Priced proposals with approval
Activities
Calls, meetings, email and tasks
Forecast
Commit, best case and quota
- 01Lead
- 02Qualify
- 03Proposal
- 04Negotiate
- 05Won
Built for your team
Realignment NumberNameEffective DateStatus
Impact Preview
Sales Operations Manager
The functional owner. Designs Territories and TerritoryRules, runs Realignments end-to-end, allocates and adjusts Quotas, triages CoverageGaps and Conflicts, and owns the analytics. The named drafter on every Realignment.
AccountFrom RepRepTerritory
Territory Owner / Sales Director
Oversees a region. Owns one root Territory plus all child Territories under it (read via TerritoryHierarchy). Approves manual AccountAssignment overrides into own region; approves Realignments that touch own region. Reviews coverage and quota attainment for own region.
TerritoryPeriod LabelQuota TypeBase Amount
Bookings
Sales Manager
Line manager for a team of Reps. Sees own team's Territories, AccountAssignments, Quotas, and attainment. Requests Account transfers between own team members or out to another team.
AccountTerritoryRoleAccount ACV
Overlay
Sales Rep
Individual seller. Sees own AccountAssignments (the Account book), own TerritoryAssignments, own Quota, and own attainment. May request a transfer of an Account out of own book.
Sales Compensation Analyst
Cross-functional read-only consumer. Pulls TerritoryQuotas, AccountAssignments, and AssignmentHistory into the CRM Commissions app to compute attainment and pay commission. Does not edit territory or quota data here.
Viewer
Exec, board seat, or finance-leadership read-only access. Sees the org-wide territory map, quota rollup, attainment, and realignment activity for reporting purposes.
Reports and dashboards
Explore what each report measures and the records behind it.
Coverage Map
Per Territory × Region: count of Active AccountAssignments, total Account ACV, count of Reps covering, OverlayCoverage policies in effect. Drillable from Region root down to leaf Territory and into the underlying Account list. The VP Sales' map of where the company has coverage and where it does not. Includes a CoverageGaps overlay (count of Accounts without an active assignment by region).
Quota Attainment by Rep
Per Rep × Territory × Period: AdjustedAmount (the quota), closed-won amount fed from CRM Pipeline, attainment percent, and the variance vs. the team average. The standard quota-coaching report. Used weekly by Sales Managers in 1:1s.
Realignment Impact Summary
Per Realignment: TotalAccountsMoving, TotalACVMoving, count of Reps gaining vs. losing, distribution of ACVDelta, days from Draft to Executed. Drills into the per-Rep RealignmentImpacts rows. The deck the VP Sales presents at the realignment approval meeting.
Conflict & Gap Backlog
Per week: count of new Conflicts opened, count of CoverageGaps opened, count resolved, median days-to-resolve, top 10 unresolved by AccountACV. The Sales Operations Manager's hygiene KPI.
Auto-Assignment Activity
Per TerritoryRule × week: MatchCount (how many AccountAssignments the rule produced), manual overrides on those assignments (signal that the rule is misfiring), and rules that have not fired in 90 days (candidates for retirement). The rule-engine health report.
Territory Hierarchy Rollup
Per Territory hierarchy node: rolled-up AccountCount, TotalACV, RepCount, AdjustedQuota, Closed-Won, Attainment%. Aggregates from leaf Territories up through TerritoryHierarchy to root regions for the executive view.
Realignment History Audit
Per executed Realignment: ExecutedAt, ExecutedBy, AccountAssignmentsMoved, TerritoryAssignmentsTouched, QuotaAdjustmentsCreated, links to the frozen pre / post snapshots in RealignmentHistory.PreSnapshotURL and RealignmentHistory.PostSnapshotURL. The audit-trail report for compliance and any retroactive quota / commission questions.
One connected workspace
Auto-Assignment Activitylist
Per TerritoryRule × week: MatchCount (how many AccountAssignments the rule produced), manual overrides on those assignments (signal that the rule is misfiring), and rules that have not fired in 90 days (candidates for retirement). The rule-engine health report.
| Rule Code | Name | Target Territory | Priority | Logic Operator |
|---|---|---|---|---|
| RC-661 | Rule 152 | TRR-8493 | 860 | All |
| RC-157 | Rule 542 | TRR-9063 | 430 | Any |
| RC-518 | Rule 588 | TRR-1257 | 330 | All |
| RC-501 | Rule 148 | TRR-9354 | 180 | Any |
- Active
- Inactive
- Draft
- RuleCode
- RC-661
- Name
- Rule 152
- TargetTerritory
- TRR-8493
- Priority
- 860
- LogicOperator
- All
- AssignmentRole
- Owner
- LastFiredAt
- 18 Sep
ownerSales Operations Manager
Go from the big picture to the details behind it. Open any record to see its status, owner and history.
Illustrative records. Connections follow the authored specification.
Controls and automation
System checks
account-auto-assign-on-create — appEventTrigger on Accounts.record.created (read from CRM Pipeline) → walks active TerritoryRules in priority order, on first match creates an AccountAssignments row with Source: Auto and writes back Account.Owner upstream; on no-match creates a CoverageGaps row.
manual-assignment-approval — appEventTrigger on AccountAssignments.record.updated (Source: Manual, Status: Submitted) → routes approval to the receiving Territory Owner and the current Rep's Sales Manager; on approve flips to Active and stamps history; on reject keeps the prior Active assignment.
realignment-impact-preview — code.executor on Realignments.record.updated (Status: Draft → ImpactPreview) → simulates the resulting AccountAssignments without committing and writes one RealignmentImpacts row per affected Rep with AccountsBefore / After, ACVBefore / After, ACVDelta, OpenPipelineMoving.
realignment-job-execute — appEventTrigger on Realignments.record.updated (Status: Approved → Executed, EffectiveDate <= today) → bulk-reassigns AccountAssignments per the RealignmentRules, retires prior assignments, links old / new in AssignmentHistory, updates Account.Owner upstream, emails affected Reps + Managers.
quota-allocation-from-territory — appEventTrigger on Territories.record.updated OR AccountAssignments changes → recomputes per-Rep per-Territory per-period quota and writes a QuotaAdjustments line item with the delta and trigger reason.
coverage-gap-detector — scheduleTrigger weekly Monday 06:00 → joins Accounts against active AccountAssignments, upserts any unassigned Account into CoverageGaps, emails Sales Operations Manager with the count and top 25 by ACV.
conflict-detection — code.executor on AccountAssignments.record.created / updated → flags Accounts with multiple non-overlay Active assignments into Conflicts, emails both Reps' Sales Managers and Sales Operations Manager.
transfer-effective-date — scheduleTrigger daily 02:00 → finds AccountAssignments with Status: Pending and EffectiveDate = today, flips to Active, retires the prior assignment, notifies both ends.
realignment-history-snapshot — appEventTrigger on Realignments.record.updated (Status: Executed) → writes a RealignmentHistory row with frozen pre / post snapshots, checksums, and counts of AccountAssignments moved / TerritoryAssignments touched / QuotaAdjustments created.
realignment-effective-date-promoter — scheduleTrigger daily 00:01 → scans Realignments where Status: Approved AND EffectiveDate <= today, flips each match to Status: Executed, and triggers realignment-job-execute so the bulk reassignment runs on the configured effective date. Integrations: inbound from CRM Pipeline via the master-data-management feed (Accounts for auto-assignment and gap detection, Users for Reps and Manager hierarchy, Opportunities ACV totals to weight realignment impact); outbound write-back to CRM Pipeline to set Account.Owner and Account.Territory on every assignment change; outbound to CRM Commissions (TerritoryQuotas + AccountAssignments + RealignmentHistory — read-only feed used to compute commission). No third-party geo-data provider in scope; the app uses built-in US state, US county, and US ZIP-code reference data.
