Planning

Capacity & Coverage

Who sells what—and what's possible.

The allocation layer—matching capacity to opportunity, territories to potential, and quotas to attainability.

When to Pull This Lever

  • •Annual planning, territory redesign, or headcount changes
  • •New market entry or product launches with different coverage needs

The Consequences

What It Moves

Quota methodology • territory design • account assignment • transition rules • capacity modeling

Blast Radius

Unfair quotas • coverage gaps • rep churn • missed pipeline • territory disputes

Scoreboard

Quota attainability % • territory balance score • transition disputes • coverage gaps

Default Artifacts

Quota methodology • territory map • account assignment rules • capacity model

Common Failures

  • •Quotas set from top-down finance targets, not bottoms-up capacity
  • •Territories drawn by history, not opportunity
  • •No transition rules when accounts move
  • •Headcount changes without quota redistribution

Fast Wins

  • •Run quota attainability analysis (what % of reps hit target last 3 years?)
  • •Map territory potential vs. assigned quota
  • •Define account transition rules before changes happen
  • •Create quota redistribution playbook for headcount changes

Score This Lever

If you can't answer "yes" with proof, you don't score above 2.

  • 1
    Quota methodology documented with data sources
  • 2
    Territory potential analysis exists and is current
  • 3
    Account transition rules defined and followed
  • 4
    Quota attainability tracked (% hitting target)
  • 5
    Headcount change triggers quota review

Score: 0 (Missing) → 1 (Documented) → 2 (Repeatable) → 3 (Controlled) → 4 (Optimized)

Maturity Ladder

1

Inherited

quotas rolled from prior year

2

Top-down

finance sets, sales divides

3

Analyzed

potential and capacity inform quotas

4

Balanced

attainability and fairness measured

5

Dynamic

in-year adjustments with governance

The Kit

Starter Artifacts

Quota methodology doc • territory potential map • transition rules • attainability report

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