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.
- 1Quota methodology documented with data sources
- 2Territory potential analysis exists and is current
- 3Account transition rules defined and followed
- 4Quota attainability tracked (% hitting target)
- 5Headcount change triggers quota review
Score: 0 (Missing) → 1 (Documented) → 2 (Repeatable) → 3 (Controlled) → 4 (Optimized)
Maturity Ladder
Inherited
quotas rolled from prior year
Top-down
finance sets, sales divides
Analyzed
potential and capacity inform quotas
Balanced
attainability and fairness measured
Dynamic
in-year adjustments with governance
The Kit
Starter Artifacts
Quota methodology doc • territory potential map • transition rules • attainability report