Decision Walk: Midyear Territory Rebalance
Sequence a midyear rebalance by protecting customer continuity, fairness, and explainability.
The live quarter One AE is carrying 11 live renewals, 28 active opportunities, and a scattered patch while another sits at 61% of capacity after losing two anchor logos. If you wait too long, customer coverage drops. If you move too much, relationships and trust both reset. The path Verify -> minimize move -> protect continuity -> reset quota A good rebalance proves the overload is structural, moves the smallest useful slice of work, preserves customer continuity, and then rechecks quota fairness. Shortcut Do nothing until misses prove the map is broken. Fairer books without chaotic churn The best rebalance…
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