Who this is for: RevOps, Sales Leaders, anyone doing territory reviews or planning.Time: 2-4 hours depending on territory size. Much of this is enrichment time running in the background.What you’ll have at the end: A complete territory health assessment with scoring validation, coverage gaps, segment analysis, and actionable recommendations.
Step 1: Ensure Full Enrichment
Before analysing, make sure every account in the territory is enriched. Go to Territory → Enrichment and check for gaps. If some accounts haven’t been enriched (maybe they were added recently), run enrichment to fill in the gaps. You need consistent data across all accounts for the analysis to be meaningful.Step 2: Validate Your Scoring Model
Go to Territory → Scoring Models. Before trusting the scores, validate:- Pull your closed-won deals from the last 6-12 months. What are their scores?
- Pull your closed-lost deals. What are their scores?
- If won deals consistently score higher than lost deals, the model is working. If not, adjust criteria and weights.
- Check the distribution: are scores spread reasonably, or is everything clustered?
Step 3: Analyse Coverage and Distribution
Go to Territory → Analytics and review: Score distribution - Are accounts spread across tiers, or bunched in the middle? A healthy territory has a clear top tier (accounts to invest in deeply), a middle tier (accounts to develop), and a bottom tier (accounts to monitor or deprioritise). Segment breakdown - How do scores vary by industry, geography, or company size? Are there segments that consistently score high? Low? This informs focus areas. Enrichment coverage - What percentage of accounts have full intelligence? Accounts without enrichment are blind spots.Step 4: Identify Gaps and Opportunities
Use Custom Columns to ask questions across the territory:- “Is this company actively investing in [your market]?”
- “Does this company have a team responsible for [function you sell to]?”
- “Has this company made any acquisitions in the last 12 months?”
Step 5: Run Scenarios
If you’re considering territory changes (rebalancing, splitting, merging), use Scenarios & Recommendations:- Model different territory assignments
- Compare score distributions across scenarios
- Get AI recommendations for optimal balance
Step 6: Document and Share
Use Canvas to create a territory analysis report:“Create a territory analysis report. We have [N] accounts scored across [segments]. The scoring model uses [criteria]. Key findings: [top-line observations]. Recommendations: [what should change].”This becomes the basis for territory review meetings, QBR presentations, or planning sessions.