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Q_ 20__ Territory Review

[Region Name]

[Your Name] | [Date]

[Company Logo]

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Confidential

[Company]

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[XX] accounts in [City] with no assigned rep

Unassigned cluster represents $[XX]K in addressable revenue

[Paste InstaMaps screenshot here]

[Rep 1] (XX accts)

[Rep 2] (XX accts)

[Rep 3] (XX accts)

Unassigned (XX)

Territory map generated with InstaMaps

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Confidential

[Company]

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Q_: Hit XX% of quota — pipeline coverage at risk for next quarter

[One-line interpretation of the overall read]

Metric

Target

Actual

Status

Quota Attainment

100%

XX%

●

Win Rate

XX%

XX%

●

Avg Deal Size

$XXK

$XXK

●

Pipeline Coverage

X.Xx

X.Xx

●

New Accounts

XX

XX

●

Deal Velocity

XXd

XXd

●

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[Company]

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$X.XM in pipeline — XX% weighted to close in H2. Stage X is the bottleneck.

[One-line interpretation: where deals are stuck and what it means for forecast]

Coverage Ratio

X.Xx

Velocity

XX days

New Pipeline Created

$XXXK (+XX% QoQ)

Mix

XX% new / XX% expansion

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Confidential

[Company]

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[Rep] carries X.Xx [Rep]'s ARR — territory rebalance needed before Q_ quota setting

[One-line interpretation: the imbalance and its impact on quota fairness]

Rep

Accts

ARR

Tier A

Tier B

Tier C

[Rep 1]

XX

$X.XM

XX

XX

XX

[Rep 2]

XX

$X.XM

XX

XX

XX

[Rep 3]

XX

$X.XM

XX

XX

XX

⚠ Top X accounts = XX% of total ARR

⚠ [Rep]: X accounts = XX% of their book

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Confidential

[Company]

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X regions with zero coverage — $XXXK estimated addressable revenue

[This slide is the one that gets headcount approved]

Region

Accts

Est. ARR

Recommendation

[Region A]

XX

$XXXK

Hire / Assign dedicated rep

[Region B]

XX

$XXXK

Assign to [Rep]

[Vertical]

XX

$XXXK

Monitor — revisit next Q

[Optional: cropped map

showing gap region]

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Confidential

[Company]

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Lost X/X enterprise deals to [Competitor] on pricing — need to revisit discount structure

[The pattern, not just the deals]

KEY WINS

[Company A] ($XXXK)

✓ Strong champion — VP sponsor

✓ Displaced legacy vendor on speed

[Company B] ($XXK)

✓ Expansion deal — multi-year

✓ Fast POC closed in 3 weeks

KEY LOSSES

[Company C] ($XXXK)

✗ Lost to [Competitor] on price

✗ Price was 30% higher

[Company D] ($XXK)

✗ Lost to [Competitor]

✗ No executive sponsor identified

Pattern: [Competitor] wins on price in deals >$XXK. Below $XXK, we win on speed to value.

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Confidential

[Company]

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Q_ Plan: X decisions needed

Each ask ties directly to findings from this review

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TERRITORY CHANGE

Move XX accounts from [Region] to new [Region] rep (reduces [Rep]'s load by XX%)

→ Need: Approval by [Date]

2

HEADCOUNT

[Region]: XX unassigned accounts, $XXXK addressable. Requesting 1 AE.

→ Need: Headcount approval

3

COMPETITIVE RESPONSE

Lost X/X enterprise deals on pricing. Requesting enterprise discount tier.

→ Need: Pricing committee review

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Confidential

[Company]