Free STAOS Tool
Sales Territory Planning Calculator
Tier your accounts by potential, set touch frequency for each tier, and see whether your reps actually have the capacity to cover the territory. If they don't, you find out before you've blown a quarter.
Estimate, not a quote. For planning only.
The benchmarks behind this
| Account-tier rule of thumb | A: top 20% revenue, B: middle, C: long tail |
| Typical AE capacity | 50–150 active accounts |
| Average rep tenure | 1.8 years |
| Pipeline coverage rule | 3× quota |
Sources: The Bridge Group (2023); industry standard tiering. See STAOS benchmarks dataset.
Most territory plans look great on a slide and break on a Tuesday. If your workload index is over 110%, your reps are silently triaging accounts — usually the wrong ones. Fix the math first; the activity follows.
Built by STAOS — sales coaching & fractional sales management for agencies.
01 How it works
Tier the accounts, then check the maths.
Most territory plans look sensible on a slide and break on a Tuesday, because nobody multiplied the touch frequency by the account count and compared it to the hours in a week.
Number of reps, and realistic capacity in touches per rep per week — calls, meetings and meaningful follow-ups. Be honest here rather than aspirational; the whole point of the tool is catching a plan that only works on a perfect week.
Split accounts into A, B and C with a touch cadence for each. The usual rule of thumb is A for the top 20% of revenue potential, B for the middle, C for the long tail. Typical AE capacity is 50 to 150 active accounts depending on how heavy the cadence is.
Total accounts, required touches per month, team capacity per month, accounts per rep and the workload index. Under 100% and the plan fits. Over it and something is going to get dropped — the tool just tells you before the quarter does.
02 Questions
Making a territory plan that holds.
Required touches divided by team capacity. At 88% the plan fits with a little slack. At 110% your reps are already triaging silently, and they will not tell you which accounts they dropped — it will be the ones that were hardest to reach, which are frequently the biggest.
By revenue potential rather than current revenue, or you will keep over-servicing the accounts that already buy and under-servicing the ones that could. A common split is top 20% as A, next 30% as B, remainder as C. Whatever you choose, write the criteria down — tiers that live in someone's head get quietly re-sorted every month.
50 to 150 active accounts is the usual range, and where you land inside it is decided entirely by cadence. Twenty A accounts on a weekly touch is a full week on its own. The number of accounts is meaningless without the frequency attached, which is why this tool asks for both.
Cadence on the C tier first, then account count, then — last — the A tier. The instinct is to spread everyone thinner by a bit, which is the worst option available: it degrades the high-value relationships without materially freeing time. Better to formally park the tail than to serve it badly.
Rarely, for an agency. Vertical or account-size splits usually beat geography, because they let a rep build genuine pattern recognition about a buyer type — which shortens discovery and lifts win rate. Geography made sense when territories meant driving.
Quarterly, and immediately after any headcount change. A plan built for five reps does not survive one leaving, and the workload index is the fastest way to see what the remaining four have actually inherited.
Free 20 minute sales audit
The number is the easy part.
This tool tells you what is true today. The audit tells you which lever to pull, in what order.
Book a Free Sales Audit