Territory Planning: Distribute Goals and Balance Territories

Target Allocation Methods

To model relative account value, you can allocate top-down targets by using several methods. These approaches help you understand how targets shift when you add or remove accounts from a territory:

• Even Allocation: Distributes the target equally across all eligible accounts.

• Weighted Allocation: Distributes the target based on a numeric field, such as annual revenue or employee count.

• Bucketing: Groups accounts by shared characteristics (such as Account Grade or Industry) and allocates targets at the group level before distributing them to individual accounts. This grouping reduces complexity for large account volumes.

Integrate Bottom-Up Inputs

Bottom-up targets reflect field input regarding expected performance at specific accounts. Account Target Management respects this input while automating the rest of the plan:

• Preservation: Accounts with existing bottom-up targets retain those values.

• Redistribution: The system distributes the remaining top-down target across accounts that lack bottom-up input.

• Logic: The system treats null and zero values differently to preserve intent. For example, a "0" indicates no potential, while "null" indicates that no one has provided input yet.

Overrides and Adjustments

When specific accounts require manual adjustment, Territory Planners use overrides. Overrides change values while preserving the original context, including the calculated target and the reason for the change. This override keeps the plan transparent and auditable.

Evaluate Territory Balance

Account targets roll up to territories to provide a bottom-up view of a territory's potential. Compare these values to ensure balance:

• Total Account-Derived Targets vs. Territory Financial Goals.

• Territory A vs. Territory B load balancing.

Note The sum of account targets need not match the territory’s financial goal exactly. These comparisons provide directional guidance to help you identify an oversaturated or underserved territory.