In sales, “fair” has long meant equal distribution. Same number of accounts. Same territory size. Same patch, same chance, right?
Not exactly.
Fairness in modern sales orgs isn’t about giving everyone the same. It’s about giving everyone a real opportunity to produce pipeline. And that takes more than a clean January carve. It takes dynamic measurement because your team, your market, and your accounts don’t stay frozen all year.
The equal distribution myth
Ask any RevOps leader if their territory plan was “fair,” and they’ll probably say yes. Every AE got 200 accounts. Every SDR got a couple states. The spreadsheet looked clean.
But the outcomes tell a different story.
Some reps got a book full of ICP-fit accounts. Others got 200 names that haven’t shown intent in a year. One region is flooded with inbound. Another is cold. Someone left last month and their accounts still haven’t moved.
That’s the problem with static territory design. What felt fair in January is already off by February.
The better question
It’s not: “Did we carve territories evenly at kickoff?”
It’s: “Who has real opportunity this week and who doesn’t?”
Most teams can’t answer that quickly. It’s buried in reports, anecdotal check-ins, or dashboards nobody trusts. But if you want a predictable pipeline and consistent attainment, you have to ask this question and keep asking it.
The best teams aren’t the ones who carve perfectly once. They’re the ones who can adapt without blowing everything up.
That’s what Carve is making easier.
What you can do now, before Q2 locks in
If Q1 isn’t playing out the way you expected, it might not be a rep issue. It could be a territory design issue that’s harder to see but fixable.
This is the perfect time to take a step back and pressure-test what’s actually happening on your team. Who has a real opportunity right now? Who’s under-covered? Where are high-fit accounts sitting idle?
We’ve made that easier to spot.
You can sign up today for a free Gradient Works account and get access to the same tools our customers use to check territory coverage, model better scenarios, and rebalance quickly. No big rollout. No training required. Just a clear, fast way to help yourself or anyone on your team get ahead of Q2.
Use this link to get started: gradient.works/free-territory-planning
It’s free. It’s ready. And it’s built to give you answers, not more work.
