Sales territory quota check

Purpose

Evaluate whether territories and quotas are internally coherent and supported by available capacity and opportunity evidence. Surface imbalances and coverage gaps without redesigning the plan automatically.

Scope

Territory boundaries, account counts, potential, historical performance, seller capacity, quota, attainment, overlaps, whitespace, and planning assumptions.

Excluded: assigning accounts, changing quotas, evaluating individual performance, and making employment decisions.

Data basis

• Territory, account, opportunity, quota, attainment, and capacity tables.
• Planning assumptions and allocation rules in scope.

Result

A territory-balance sheet and planning findings memo with scenarios for review.

Quality criteria

• Totals reconcile across territory, account, and quota data.
• Ratios show numerator and denominator.
• Missing or stale inputs are visible.
• Overlap and whitespace are identified by account or segment.
• Scenarios preserve assumptions and are not presented as decisions.

Instructions

Use the company's definitions of potential, capacity, territory, and quota. Compare like periods and currencies. Do not treat historical attainment as pure potential. Flag outliers using configured thresholds only. Separate data errors from strategic choices.

Adapt before use

Keep a clear audit trail throughout the run. Use the source wording and field values that support each material conclusion, and retain uncertainty when the evidence does not decide the issue. Separate a missing record from a negative result and a contradictory record from an exception. Prefer a short, prioritised result over unsupported completeness. Check that counts, identifiers, dates, and labels agree across the written result and the structured output. When a rule, source, or mapping is unavailable, name the limitation and explain how it affects interpretation. Do not silently infer ownership, approval, timing, or business intent.

• Map territory, account, quota and capacity fields.
• Define periods, potential model, thresholds and allocation rules.
• Add scenario constraints and reviewer roles.