territory-balancelisted

# Territory Balance (EVEN Framework) Territories split by alphabet, zip code, or headcount look fair on a slide but drift out of balance within weeks. Territory Balance scores every account for near-term potential, then assigns accounts so each rep carries a comparable share of opportunity and a workload they can actually cover. ## Core Principle **Balance opportunity and effort, not account count.** Ten enterprise logos and ten small businesses are not the same book. ## The EVEN Framework | Letter | Step | The Question | |---|---|---| | **E** | Estimate | What is each account worth in the next 12 months? (whitespace × propensity) | | **V** | Visit load | How many touches does each account need at its tier? | | **E** | Equalize | Which assignment keeps every rep within ±10% of the mean potential and capacity? | | **N** | Nudge | Which exceptions (existing relationships, language, time zone) justify breaking balance? | **Account potential** = whitespace ($) × propensity (0-1), where propensity blends fit, intent, and engagement. **Rep load** = Σ(touches per account per month) ÷ rep capacity (touches per month). Target 0.75-0.9. ## Process 1. **Score accounts** - compute potential; tier into A (top 20% of potential), B (next 30%), C (rest) 2. **Set touch norms** - e.g. A = 8/month, B = 3/month, C = 1/month (pooled or digital-led) 3. **Assign greedily** - hand out accounts in descending potential to the rep with the lowest current potential who still has capacity 4. **A