Build a Workload-Adjusted Territory Score
Calculate a territory score that incorporates potential, workload, and complexity.
Territory Alpha and Territory Beta each show $4.2M in potential, but Alpha has heavier workload and renewal complexity. Weighted territory score = potential score - workload penalty - complexity penalty, with weights chosen before scoring. The common trap is treating equal potential as equal fairness. That ignores whether the rep can actually cover the book with the available selling time. Step 1 Score potential: Alpha 9/10, Beta 8/10 because Alpha has more enterprise whitespace. Potential remains important, but it is only the first input. Step 2 Score workload: Alpha 7/10 workload burden, Beta 4/10 burden based on active accounts, renewal…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in