Draw the map before you scale the team.
Most territory advice assumes you already have the data to specialize. This guide is built for the decision as it actually shows up: what to do before your first ten reps, how to spot the inflection point, and how to layer a hybrid model deliberately once you scale past it.
What's inside:
- The six territory models, geographic, vertical, segment, revenue tier / whitespace, named accounts, and hybrid, with the exact conditions that justify each one.
- How to draw the lines: what win-rate threshold justifies a vertical split, how to score account whitespace, and where regional boundaries actually help.
- A capacity worksheet for sizing account books by how many accounts a rep can genuinely keep in motion, cross-checked against the revenue floor they need to hit quota.
- The inflection-point checklist for knowing when to evolve off your early-stage model, and when it's too soon.
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