Sales Territory Planning & Quota Allocation
Set territories and quotas from opportunity, capacity and coverage needs.
Cheat sheet
Set territories and quotas from opportunity, capacity and coverage needs.
What to check first
Estimate visit time and revenue potential per outlet.
How to make the call
Review visit coverage and seller performance without rewarding cherry-picking.
OpenStax · Business markets and purchasing behavior · further reading for b2b & sales
Indian practice case
Fictional scenario
A Jaipur field team has two territories with 300 and 150 qualified shops.
Reveal the step-by-step solution
- Diagnose the problem.
Estimate visit time and revenue potential per outlet.
- Work through the evidence.
Allocate capacity by workload and opportunity, then adjust quotas for seasonal differences.
- Recommend and validate.
Review visit coverage and seller performance without rewarding cherry-picking.
More Indian cases
Interview question
How would you use sales territory planning & quota allocation to make the decision in this case? Explain which data you need first and what would change your recommendation.
See what a strong answer includes
Allocate capacity by workload and opportunity, then adjust quotas for seasonal differences. Review visit coverage and seller performance without rewarding cherry-picking.