Fair territories, believable targets and a plan for every week of the year
The complete territory and target kit for B2B sales managers: estimate potential, balance territories, check capacity, set and phase targets, turn them into activity and track pacing, with every form, script and letter you need.
- A 15-sheet Territory and Target Workbook: potential, ABC tiers, balance, capacity, targets, phasing, reverse funnel, visit plan, pacing and dashboard
- A Quota and Activity Calculator with a new-hire ramp planner, scenarios and pipeline velocity
- 5 fillable forms, 6 Word templates including 41 messages, scripts and letters, and 28 AI prompts
- An e-book of about 9,900 words, a fully worked regional example, 5 cheat sheets and a 46-event planning calendar
The Territory and Target Planner · Bodhih Pro Kits · 89 by Bodhih Training, trainers to 2,000+ companies since 2008.
How do you set fair sales targets and design balanced territories?
Estimate each account's potential, tier accounts on it, balance territories on potential and workload, then blend history, potential and each rep's own plan into a target, check it for fairness, phase it by season and turn it into weekly activity. The Territory and Target Planner from Bodhih Training gives you the workbook, forms and scripts for every step.
Want the full free guide first? Read How to Set Fair Sales Targets and Balance Sales Territories.
You already feel the problem. Here is what it is costing you.
Last year plus a percentage
The quickest way to split a number rewards whoever was lucky last year and punishes whoever opened new ground. By June, some reps are coasting and others have given up.
Territories nobody has measured
One rep has the richest accounts and no time to visit them; another drives two days a week to small customers. Nobody has added up the potential or the hours.
Seasonal businesses judged on straight lines
Flat monthly targets make the team look behind for half the year and heroic for the rest. The real problems hide in the noise.
Activity targets with no maths
"See more customers" is not a plan. Without conversion rates and deal sizes, activity targets are either meaningless or so high that the CRM fills with fiction.
Every change becomes a dispute
Account moves, split orders, windfalls and mid-year changes get settled by whoever argues hardest, because the rules were never written down.
Picture the next few weeks with the kit open beside you.
Picture the second week of January. The regional number has just arrived. Instead of opening a blank spreadsheet, you open the Territory and Target Workbook, type the number into Settings, and paste last year's sales by account. By the end of the week you can see where the potential sits, which accounts deserve twice-monthly visits and which territories are out of balance.
As you work through February, you check each territory's workload against the hours your reps really have, move the two or three accounts that need to move, and write the reason for the one exception you keep. When you blend history, potential and each rep's own plan, the fairness checks show you which targets need a second look before anyone sees them.
Now imagine the target conversations in March. You open the sheet with each rep, show the working, and agree the number, the phasing and the weekly activity on one form. When a rep says the number is impossible, you test the assumptions together on the reverse funnel instead of arguing. The letters go out before the year starts.
Then it is October. You type September's actuals and read pacing against a seasonal target, not a straight line. Whether you start with the workbook tonight or with the planning calendar tomorrow morning, the whole year now has a rhythm: weekly visit plans, monthly business plans, quarterly reviews and rules for every change.
21 files that do the work for you
The e-book shows you how. The tools make it happen. Here is exactly what you download.
The Territory and Target Planner (e-book, PDF)
The guide: methods, worked examples, scripts and exercises
Start here: territory and target map
Two-page map of the whole job: ten steps with the file to open at each, your first hour, a 30/60/90 day use plan and matched assessments.
Territory and Target Workbook
15-sheet workbook: settings, reps, account universe with potential, ABC tiers and coverage, territory balance, capacity model, target setting with fairness checks, monthly and product phasing, reverse-funnel activity targets, weekly visit plan, monthly actuals, attainment and pacing, change log and a dashboard with a pacing chart by rep.
Quota and Activity Calculator
Eight-sheet calculator for one territory: quota builder blending history, potential and bottom-up, activity ladder from deals to daily outreach, new-hire ramp planner, scenario compare and pipeline velocity, with a summary chart.
Territory review form
Two-page fillable form for the quarterly territory review with each rep: numbers and pacing, coverage of A and B accounts, pipeline quality, territory fit, agreed actions and support.
Account tiering worksheet
Two-page fillable worksheet to estimate each account's potential, record the source and confidence, apply ABC tier rules and set contact frequency, with a twelve-account table.
Monthly territory business plan
One-page monthly plan each rep completes before the monthly review: last month's numbers, this month's target and focus accounts, pipeline moves, visit days, risks and asks.
Ride-along and coaching form
Two-page fillable form for field ride-alongs and joint calls: pre-call plan, observation of each visit against six skills, one coaching focus, and a follow-up date.
Target agreement form
Two-page fillable form to agree each rep's annual target: the three methods and the blend, ramp and adjustments with reasons, phasing, product split, activity targets, assumptions, review points and signatures.
Territory business plan template
Annual territory business plan for each rep: snapshot, last year in review, potential by segment, A-account plans, coverage model for B and C, new business funnel, quarterly milestones, weekly rhythm, risks, support and development.
Target and territory message library
41 ready-to-edit messages, spoken scripts and letters in 7 groups: planning, target conversations, territory changes, customer introductions, pacing and mid-year changes, coaching, upward notes and three full letters.
Territory rules of engagement one-pager
One-page rules the team can adopt for account ownership, new leads, split credit, house accounts, channel conflicts, windfalls, territory changes, handovers and disputes, with blanks for your own numbers.
Target-setting policy note
A short policy note for how targets are set, checked, communicated, adjusted and recorded: principles, timetable, methods and weights, fairness checks, ramp, leave and vacancy relief, mid-year changes, data and AI use, and approvals.
Worked example pack: one region's plan, start to finish
The main forms and decisions completed for one realistic composite case: Meera Iyer's West and South India region, from potential and tiering to territory moves, target agreements, a monthly plan, a territory review and a ride-along.
AI prompt pack for territory and target planning
28 tool-agnostic prompts grouped by the 8 steps of the planning cycle, each with what to paste in and what to check before you use the output.
Territory and target decision card
If X, do Y: 22 decision rules for territory design, target setting and the year in progress, plus three checks before any decision.
Territory and target mistakes to avoid
18 common mistakes in territory design, target setting and running the year, why each hurts and what to do instead.
Territory and target formulas card
Every formula in the kit on one card, from potential per account to pipeline velocity, each with a worked example from the sample case.
Field sales rules and data notes by country (October 2026)
Dated notes on mileage rates, commission plan rules, data protection laws, the EU AI Act timeline and field safety to check by country.
Annual planning and quarterly review calendar
46 calendar events covering a full cycle: a 12-week planning window before an April plan year, monthly pacing reviews, quarterly territory reviews, ride-along days, the mid-year decision and the next kick-off. Import into a new calendar and move to your dates.
Territory planning task board import
35 planning and review tasks as a CSV ready to import into Trello, Asana, Notion, Planner or Jira, with phase, owner, due date and the file to open.
Chapter by chapter
Each chapter opens with a real situation, gives you a method and ends with something to do today, using the tools in your kit.
- Format
- PDF e-book + XLSX + fillable PDF + DOCX + PDF cheat sheets + ICS + CSV
- Files
- 21 files plus a one-click ZIP
- E-book
- 62 pages
- Works with
- Excel, Google Sheets, LibreOffice, Word, Google Docs, Acrobat Reader, Google Calendar, Outlook, Apple Calendar, Trello, Asana, Notion, Planner, Jira
- Best for
- B2B sales managers and sales operations teams planning territories and targets for a field, inside or hybrid team
Plan the Year Before It Plans You
Why territory design and target setting are one job, and the ten-step loop that runs it.
Market Potential: Where the Money Really Is
Five practical ways to estimate each account's potential, with a source and confidence score for every number.
Account Tiering and Segmentation
ABC tiers built on potential, contact frequencies, override rules, segments and the ideal customer profile.
Designing Fair Territories
Balancing territories on potential and workload, comparing like with like, valuing continuity and writing rules of engagement.
Workload and Capacity: Can the Team Cover It?
A capacity model that counts visit and travel time against the hours a rep really has, and what to do when the two do not match.
Setting Targets People Believe In
Blending history, potential and bottom-up plans, applying ramp, checking fairness and holding the target conversation.
Phasing the Number by Month and Product
Monthly phasing from real seasonality and product targets with margin, so pacing is judged fairly.
From Revenue to Activity: Reverse Funnel Maths
Reverse funnel maths from new business to first meetings a week, qualification, scenarios and pipeline velocity.
Coverage Plans, Visit Cycles and Routes
Visit cycles, travel clusters, channel choice by tier, hunting and farming, and how coverage differs across markets.
Tracking Attainment, Pacing and Mid-Year Changes
Pacing against the phased target, a monthly rhythm, three kinds of pacing conversation and rule-based mid-year changes.
Territory Reviews, Coaching and Incentive Alignment
Quarterly territory reviews, ride-along coaching and incentive alignment in general terms.
A Plan You Can Defend
How the method turns a number from above into a plan you can defend, and where to start.
Definitions and Formulas
Every term and formula in the kit in one table.
AI and Data in Territory Planning
Where AI helps in territory and target work, where a person must decide, and five rules for safe use.
Not just reading. Tools you will actually open again.
Start here
- Start-here map: the ten-step job on one page, the file to open at each step, your first hour and a 30/60/90 day plan
Spreadsheets
- Territory and Target Workbook (15 sheets): settings, reps, account universe with potential, ABC tiers and coverage, territory balance, capacity model, targets with fairness checks, monthly phasing, product mix, reverse funnel, weekly visit plan, monthly actuals, attainment and pacing, changes log and dashboard with a pacing chart
- Quota and Activity Calculator (8 sheets): quota builder, activity ladder, new-hire ramp planner, scenario compare, pipeline velocity and summary chart
Fillable PDF forms
- Territory review form
- Account tiering worksheet
- Monthly territory business plan
- Ride-along and coaching form
- Target agreement form
Word templates
- Territory business plan template
- Target and territory message library: 41 messages, spoken scripts and 3 full letters (target letter, territory change letter, customer introduction)
- Territory rules of engagement one-pager
- Target-setting policy note
- Worked example pack: one region's plan, start to finish
- AI prompt pack: 28 tool-agnostic prompts with what to paste in and what to check
Cheat sheets
- Territory and target decision card
- Mistakes to avoid
- Formulas card
- Field sales rules and data notes by country (October 2026)
Calendar and import
- Annual planning and quarterly review calendar (46 events)
- Territory planning task board import for Trello, Asana, Notion, Planner or Jira (35 tasks)
E-book
- The Territory and Target Planner e-book: 10 chapters, about 9,900 words, with a worked regional example throughout
When you have worked through it, you will be able to…
Every outcome is practised with a worked example and a tool, not just described.
- You will be able to estimate potential for every account and record how confident you are in each number
- You will be able to tier accounts on potential and set contact frequencies your team can actually deliver
- You will be able to balance territories on potential and workload, and explain every exception
- You will be able to set targets from history, potential and bottom-up plans with clear fairness checks
- You will be able to phase targets by month and product, and judge pacing fairly in a seasonal business
- You will be able to turn a revenue target into weekly first meetings using your own conversion rates
- You will be able to run monthly pacing, quarterly territory reviews and ride-alongs with ready forms
- You will be able to handle account moves, windfalls and mid-year changes by written rules
Know your starting point. Prove your progress.
People who measure before and after improve faster and can show it. AssessAll, our sister assessment platform, has AI-graded assessments that pair with this kit. Take one now, work through the kit, then re-take it.
Field Sales — Territory & Route Planning Judgement
Take the assessment →AssessAll assessmentSales Manager Effectiveness — Situational Judgement
Take the assessment →AssessAll assessmentEstimation & Forecast Calibration
Take the assessment →JobularySet goals you actually reach with the WOOP method (Jobulary)
Make it a growth plan →A taste of Chapter 1
Sales is what you got. Potential is what was there to get. If you design territories and set targets on sales alone, you reward the reps who inherited good customers and punish the ones sent to open new ground. You also miss growth: a small customer with large potential looks like a C account on a sales report and an A account on a potential report. Potential here means the annual spend an account has on the kind of thing you sell, from anyone, not just from you. Some people call it wallet. It will always be an estimate. That is fine. A rough, consistent estimate across every account is far more useful than a precise number for some and a blank for others.
The honest comparison
| Free templates and typical advice | This kit | |
|---|---|---|
| Territory design | Lines on a map or last year's list | Balance on potential and workload, by coverage type, with continuity weighed and reasons written |
| Target method | Last year plus a flat percentage | Blend of history, potential and bottom-up, with ramp and fairness checks |
| Seasonality | Twelve equal months | Phasing from your own monthly history, with overrides |
| Activity targets | "More calls" | Reverse funnel from your CRM rates, scenarios and pipeline velocity |
| Communication | An email with a number | Target agreement form, 41 scripts and letters, rules of engagement and a policy note |
| Global use | One currency, one country | Any currency or unit, working days by country, dated notes for India, UK, US, EU, GCC, Africa and Asia-Pacific |
Made for you if…
- Regional, area and national sales managers who split a number across a team
- Sales operations and revenue operations teams who run annual planning
- Account management and key account leads planning coverage
- Founders and business heads who still carry the number
- Channel and business development managers with partner territories
- Field sales teams in manufacturing, distribution, IT services, SaaS and professional services
Probably not for you if…
- Individual sellers looking for negotiation or closing technique (see Ask Better, Get More)
- Teams that need incentive or commission plan design and legal drafting: this kit covers targets and territories, and points you to specialists for pay
- Pure self-serve or e-commerce businesses with no sales territories
Built by trainers, tested in real rooms.
Bodhih Training has designed and delivered corporate programmes since 2008. Bodhih Pro Kits package what works in those workshops into a guide plus the exact tools we use, so you can apply it the same day without a facilitator in the room.
From here to using it in three steps
- STEP 1
Tap Get the kit
Name, email and country. UPI, card or netbanking in India; international cards everywhere else. No account to create.
- STEP 2
Download instantly
Your download page opens at once, with every file and a one-click ZIP. A permanent link lands in your inbox too.
- STEP 3
Open the first tool
Start with the quick-start chapter, then the main spreadsheet or planner. Most buyers use something from the kit the same day.
Plan the year before it plans you
Open the workbook, type your number into Settings and see where the potential really is. Whether you start with the account universe this afternoon or with the planning calendar tomorrow, every file for the whole cycle is already in the kit.
Personal licence for the buyer's own use (and use with your own team or clients where the kit says so). Please don't share or resell the files. Team and company licences: solutions@bodhih.com.
The Bodhih family, when you are ready for more
Ask Better, Get More
Negotiation scripts and planners.
Speak on the Spot
Presenting and pitching with confidence.
AssessAll
250+ AI-graded assessments to measure skills and earn verified credentials.
Jobulary
Individual development plans that start from evidence and stay yours.
Bodhih Training
Run this topic as a live workshop for your team, in person or online.
Pewple
Book a vetted coach for career, leadership or communication. Pay per session.
Bodhih.org pathways
Certification pathways in Applied AI, Workplace English and management.
The Territory and Target Planner: FAQs
Read the free guideAlready bought? Resend my linkWhat is in the Territory and Target Planner kit?
21 files: the e-book, a 15-sheet Territory and Target Workbook, a Quota and Activity Calculator, 5 fillable forms, 6 Word templates (including 41 messages, scripts and letters, and 28 AI prompts), a worked example, 5 cheat sheets including the start-here map, a 46-event planning calendar and a task board import.
How do I set fair sales targets for my team?
Use three views of the number: last year grown with the region, the regional target shared by each territory's potential, and each rep's own plan. Blend them, apply a ramp for new starters, adjust only with a written reason, then check each target against potential and against the team's growth before you share it.
How do you design balanced sales territories?
Measure two things for every territory: potential compared with similar territories, and workload compared with the hours the rep has. Move accounts where both are out of line, weigh travel and customer relationships, and write down the reason for any exception you keep.
How do I work out activity targets from a revenue target?
Take the part of the target that must come from new business, divide by your average deal size to get deals, by your win rate to get qualified opportunities, and by your meeting-to-opportunity rate to get first meetings. Divide by selling weeks for a weekly number. The workbook and calculator do this per rep.
Does it work in my currency and country?
Yes. You choose the currency or unit label (INR lakh, USD thousands, GBP thousands, AED thousands or any other), working days, visit minutes and travel times on the Settings sheet. A dated cheat sheet lists country notes to check for India, the UK, the US, the EU, the Gulf, Africa and Asia-Pacific.
Can I use it if my plan year has already started?
Yes. Start with the Phasing, Monthly Actuals and Attainment sheets to pace your current targets fairly, then build the account universe and check territory balance before your mid-year review. The start-here map shows this route.
How can I measure my starting point as a sales manager?
If you want an objective view before you start, AssessAll offers matched assessments (separate products, not included): Field Sales: Territory and Route Planning Judgement, Sales Manager Effectiveness: Situational Judgement, and Estimation and Forecast Calibration. They help you see where your judgement on territories, team management and forecasting is strong and where to focus.
How do I turn this into a development plan I will follow through?
Pick one or two planning habits to build this year, such as monthly pacing reviews or quarterly ride-alongs, and plan for the obstacles. Jobulary's guide to the WOOP method for professional goals is a practical way to turn intentions into a plan you stick to.
Does the kit use AI, and which tools does it need?
No special software is needed. The 28 AI prompts are tool-agnostic and work in ChatGPT, Gemini, Claude, Copilot or your company's approved assistant. The kit is clear that AI can draft and estimate, but a named manager decides every territory and target.
Is this legal, tax or pay advice?
No. The kit teaches good planning practice and is educational. Commission plan rules, changes to employment terms, working time, travel reimbursement and data protection differ by country and state, so check your HR team, company policy and local law before acting.
How much does The Territory and Target Planner cost?
₹999 including 18% GST for buyers in India, or $29 for buyers outside India. One-time payment, no subscription, with an automatic invoice.
How do I get the files after paying?
Instantly. Your download page opens the moment payment succeeds, and a permanent download link is emailed to you. Download each file separately or everything in one ZIP.
What software do I need?
Any of the usual tools: Excel or Google Sheets for spreadsheets, Word or Google Docs for templates, Adobe Acrobat Reader, Preview, Xodo or GoodNotes for the fillable PDFs, and Google, Outlook or Apple Calendar for the calendar plan.
Can I get a refund?
Because it is a digital download, kits are not refundable once downloaded. We always refund a duplicate charge or a failed delivery, and if a file is corrupted and we cannot fix it within 3 working days. Full terms: bodhih.org/refunds.
Can my company buy this for a team?
Yes. Team and company licences, and workshops on this topic run by Bodhih Training, are available. Write to solutions@bodhih.com or call +91 99000 11601.
