Territory and Quota Plan Template

Planning assumptions, capacity model with ramp and attrition, gap options, territory balance on potential, quota allocation, adjustments

営業標準territory quota plan更新 2026/10/29

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使い方: Use it before the plan year, alongside the budget, to turn a bookings target into capacity, territories and quotas. Build the capacity model with ramp and attrition first and compare it with the target. The main pitfall is dividing the target by headcount without counting ramp time.

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Territory and Quota Plan: [Sales organisation] [Plan year]

The annual plan that turns a bookings target into sales capacity, territories and individual quotas: a capacity model with ramp and attrition, the gap to target and options to close it, territory design balanced on potential and workload, and the quota allocation rules. Based on common sales planning practice. Replace every [bracketed] value and every row marked Example.

Document control

Field	Value
Plan ID	[TQP-YYYY]
Plan year	[2027]
Scope	[Segment, region, roles]
Version	[1.0]
Status	[Draft / Approved]
Owner	[@sales-operations-lead]
Approvers	[@chief-revenue-officer], [@cfo]
Data cut-off	YYYY-MM-DD
Last updated	YYYY-MM-DD

Revision history

Version	Date	Author	Change
1.0 (Example)	2026-11-30	Sales operations	Plan approved with option C (section 3)

1. Target and planning assumptions

ID	Assumption	Value (Example)	Source
ASM-01	Company new ARR target	9,600,000	Board-approved plan
ASM-02	Full-productivity quota per account executive (AE)	800,000	Last two years' bookings of ramped AEs
ASM-03	Expected average attainment	85%	Last three years' attainment
ASM-04	Ramp	Months 1 to 3: 0%. Months 4 to 6: 50%. Month 7 on: 100%	Time to first booking of last 12 hires
ASM-05	Attrition	1.0 ramped AE-year lost	Prior-year regretted and other leavers
ASM-06	Hiring	3 AEs start January, 2 April, 2 July	Recruiting plan

2. Capacity model

Group	Headcount	Ramped AE-years each	Ramped AE-years (Example)
Existing AEs	10	1.000	10.000
January hires	3	0.625	1.875
April hires	2	0.375	0.750
July hires	2	0.125	0.250
Attrition			-1.000
Total	17		11.875

A January hire has 0 months at full productivity in months 1 to 3, 3 months at 50% and 6 months at 100%: (1.5 + 6) / 12 = 0.625 ramped AE-years.

Measure	Value (Example)
Capacity at quota (11.875 x 800,000)	9,500,000
Expected bookings at 85% attainment	8,075,000
Target	9,600,000
Gap	1,525,000
Ramped AE-years needed at 85% (9,600,000 / (800,000 x 85%))	14.12

3. Options to close the gap

Option	Change	Ramped AE-years	Expected bookings	Meets target?
A (Example)	Plan as in section 2	11.875	8,075,000	No
B (Example)	Hire 3 more AEs in January	13.750	9,350,000	No
C (Example)	Option B plus a retention programme that halves attrition	14.250	9,690,000	Yes
D	[Lower target, raise productivity through enablement, add partner channel]	[Value]	[Value]	[Yes / No]

Decision: [Option C approved by CRO and CFO on YYYY-MM-DD, with hiring budget for 6 January starts] (Example).

4. Territory design

Territory potential is [estimated annual new ARR opportunity from the account scoring model]. Example region with four AEs:

Territory	Accounts	Potential (Example)	Deviation from mean	Owner
TER-01 North	220	3,100,000	+3.3%	[AE]
TER-02 South	180	2,900,000	-3.3%	[AE]
TER-03 Central	260	3,300,000	+10.0%	[AE]
TER-04 Coastal	150	2,700,000	-10.0%	[AE]
Region	810	12,000,000	Mean 3,000,000

Design rules:

Each named account is in exactly one territory, recorded in the CRM.
Strategic accounts with an account plan (sales/account-plan) stay with their owner unless the CRO approves a move.
Accounts moved after the plan start follow the quota relief rule in the compensation plan.

5. Quota allocation

Rule	Value (Example)
Method	Region quota split in proportion to territory potential, rounded to 10,000
Overassignment	Sum of AE quotas = [110%] of target
Manager quota	Sum of the team's AE quotas, or [100% of target for the team]
Ramp quota	New hires: prorated, with ramp as in ASM-04

Territory	Share of potential	Quota (Example)
TER-01 North	25.8%	830,000
TER-02 South	24.2%	770,000
TER-03 Central	27.5%	880,000
TER-04 Coastal	22.5%	720,000
Region (4 x 800,000)	100%	3,200,000

6. Review and adjustments

Date	Change	Reason	Approved by
YYYY-MM-DD	[Change]	[Reason]	[Name]

Related templates: Pipeline Forecast Review (sales/pipeline-forecast-review), Sales Management Card (mba/mba-sales-management-card) for the economics of capacity and pay.

Standard and licence note

Based on common sales capacity and territory planning practice. No standard governs this document; all assumptions and figures are illustrative. All text and examples are original. Template licence: MIT.