Sales Territory Plan Template

I was at a conference yesterday, and a VP of Sales asked me how he should develop their sales territory plan.

I told him this is the Sales Territory Plan template that I use to turn big annual revenue targets into a clear, actionable sale territory strategy.

When I first started developing plans for our sales team when we were growing from $2 million to $18 million in ARR, I was totally lost.

I didn't know where to begin. There were thousands of target accounts we could pursue. How was I supposed to know where to start? 

Over time, I developed this sales territory plan template in Google Sheets to allocate revenue contribution across SMB, Commercial and Enterprise territories.

It's designed to provide a proven strategy framework, be grounded in revenue data, and be easy to customize.

Inside this Google Sheet template for building your sales territories, you will find the following tabs:

• Read Me: a quick start guide that explains what's included inside and how to use it.
• Sales Forecast Alignment: a reference to your annual sales forecast to determine the number of sales reps required for each territory and lead flow required.
• Customer Analysis: an example template of how you may analyze your existing customer base to determine where to focus your resources.‍
• Sales Territory Math: a simple way to define each sales territory so that each rep on your team knows how to hit their quota. ‍
• Sales Rep Assignment to Territory: a basic table that outlines which reps are assigned to each territory. ‍
• Target Account List: an example list of how you may outline a target account list for each rep on your team to track progress against the accounts over time.
• AI Prompt: a ready-to-use prompt for Gemini or ChatGPT to auto-draft your first pass a developing a fully baked sales territory strategy

Planning sales territories is a daunting task. Often because markets can be so big it's hard to decide where to start.

This template will get you to a solid plan. One that you can have confidence in really attacking.

Because once you set the plan, you have to really attack it.

I'm sure you have seen the data that shows 95% of reps quit after trying to make contact with a prospect 3 times.

That's just not enough.

No matter how good your strategy is - it won't matter without operational excellence and the ability to execute

Here's how I recommend you get started with this sales territory plan template:

1. Make a copy - click use template to save a personal copy for yourself.
2. Set your goal and mix - add monthly and annual new billings targets.
3. Validate funnel math - confirm segment conversion rates and sales cycle lengths. Review MQL needs per rep and determine what percent will come from sales vs. marketing.
4. Assign reps and coverage - map titles, territories and quotas. Modify comp plans and SPIFFs to align with your new strategy.
5. Route and prioritize - Define routing rules and SLAs, then load each rep up with target accounts if ABM / outbound driven.
6. Inspect weekly, adjust quarterly (if necessary) - I find you want to avoid avoid making frequent adjustments to territories. It's demotivating for sales reps.

Immediately download this template and customize it for your team.

Click “Add to Cart” on the right. Checkout and you will get a link to copy the Google Sheet of the Sales Territory Plan Template. It can also be downloaded as an excel template.

If you run a B2B sales team, get this template and all sales templates I use within the VP of Sales Playbook below.