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territory-optimization skill

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/plugins/sales-operations/skills/territory-optimization

This skill helps optimize sales territories by modeling carve-ups, scoring fairness and productivity, and surfacing actionable routing and leadership-ready

npx playbooks add skill gtmagents/gtm-agents --skill territory-optimization

Review the files below or copy the command above to add this skill to your agents.

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SKILL.md

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---
name: territory-optimization
description: Use to score territory scenarios for fairness, whitespace, and productivity.
---

# Territory Optimization Skill

## When to Use
- Designing new coverage models or rebalancing routes.
- Evaluating fairness metrics during carve-up reviews.
- Preparing leadership readouts on territory effectiveness.

## Framework
1. **Input Prep** – normalize account TAM, ARR, propensity, and travel constraints.
2. **Scenario Modeling** – generate multiple carve-ups (geo, industry, hybrid) with scoring weights.
3. **Fairness Scoring** – calculate Gini, whitespace %, and attainment probability per rep.
4. **Operational Check** – validate CRM ownership, routing rules, and ROE impact.
5. **Recommendation** – surface top options with rationale and risks.

## Templates
- Territory scoring matrix (scenario vs KPIs).
- Leadership readout deck outline.
- Change management checklist for RevOps + Enablement.

## Tips
- Keep scoring weights transparent to avoid stakeholder confusion.
- Include travel/coverage constraints early to prevent downstream rework.
- Pair with `roe-governance` to confirm routing + escalation rules.

---

Overview

This skill scores territory scenarios for fairness, whitespace, and productivity to guide GTM coverage decisions. It helps surface balanced carve-ups, quantify risk, and produce operational recommendations leaders can act on. Use it to compare models and justify changes with data-driven metrics.

How this skill works

Normalize account-level inputs like TAM, ARR, propensity, and travel constraints, then generate multiple carve-up scenarios (geographic, industry, hybrid) with configurable scoring weights. Compute fairness and performance metrics such as Gini coefficient, whitespace percentage, and attainment probability per rep, run operational checks against CRM ownership and routing rules, and rank scenarios with rationale and risk flags.

When to use it

Designing new coverage models or rebalancing existing routes
Evaluating fairness and workload balance during carve-up reviews
Preparing leadership readouts on territory effectiveness and trade-offs
Testing impacts of travel or quota changes before rollout
Validating CRM ownership and routing implications of a proposed model

Best practices

Normalize inputs early: TAM, ARR, propensity, and travel constraints must be consistent
Keep scoring weights transparent and documented to avoid stakeholder confusion
Include travel and coverage constraints up front to prevent downstream rework
Run multiple scenario types (geo, industry, hybrid) to expose trade-offs
Pair results with operational checks to confirm routing, ownership, and ROE impacts

Example use cases

Score three carve-up proposals to identify the fairest and most productive option
Quantify whitespace for a rep-level expansion plan and prioritize target accounts
Produce a leadership readout comparing attainment probability across models
Validate that a proposed carve-up does not violate CRM routing or escalation rules
Run a change-management checklist for RevOps and Enablement before rollout

FAQ

What metrics does the skill compute?

It computes Gini for fairness, whitespace percentage, attainment probability per rep, and additional KPI scores based on configurable weights.

Can I include travel and routing constraints?

Yes. Travel and coverage constraints are first-class inputs and are used to filter feasible assignments and highlight operational risks.