What is sales territory planning?

Sales territory planning is the process of deciding which accounts each rep or team is responsible for. Most teams do this annually, carving accounts by geography, industry, or company size — then assigning ownership in Salesforce. Gradient Works replaces this with a data-driven process that starts with account fit scores rather than arbitrary segments.

Carve is Gradient Works' territory design product. It lets RevOps and Sales Strategy build, model, and compare territory scenarios — then push the final design into Salesforce without manual data wrangling. Territories built in Carve are grounded in account fit scores and hand off directly to Bookbuilder for ongoing execution.

How often should territories be replanned?

Most teams rebuild territories annually, but changes in headcount, market focus, or company strategy often require mid-year adjustments. Carve makes replanning fast enough that it doesn't have to be a once-a-year event — scenario modeling and Salesforce pushes happen in hours, not weeks.

Sales territory software built for account fit, not just geography

Q: How does Gradient Works approach territory planning differently?

Most territory planning starts with geography or headcount and works backward. Gradient Works starts with account fit — Market Map scores your entire account universe by similarity to your best customers first, then Carve uses those scores to design territories where high-fit accounts get dedicated coverage and low-fit accounts don't consume equal rep capacity.

Most sales territory software still draws lines on a map and calls it done. Gradient Works scores every account for fit first, then builds territories an AI can defend, and Salesforce can run on.

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Here's where most tools fall short

Mapping tools aren't scoring tools. They'll show you a territory boundary, but not which accounts inside it are worth a rep's time.
Salesforce's native territory management assigns by hierarchy, not fit. You still end up with lopsided books, some reps sitting on gold, others fighting over scraps.
Spreadsheet-based "software" needs a full rebuild every time a rep leaves or headcount shifts. There's no system underneath it, just a file someone maintains.
Most tools solve one piece, scoring, or mapping, or assignment, never all three. So you're stitching together three vendors to do one job.

Territory software that starts with account fit

Gradient Works connects account scoring, territory design, and ongoing maintenance into one system. Market Map scores your entire account universe by similarity to your best customers. Carve uses those scores, not zip codes or org charts, to build territories where high-fit accounts get dedicated coverage. Bookbuilder keeps it current after launch, so a rep departure or a stale account doesn't mean starting over.

Tell Carve what you need in plain language, headcount, verticals, fairness constraints, and it generates a plan with documented reasoning for every assignment, ready to push into Salesforce without manual data wrangling.

What customers say

"Our VP of Sales was pleased. I showed him three separate carves so he was able to choose the version he liked most. This was a HUGE bonus being able to let the VP choose and not needing to manually carve it."

Head of Revenue Operations, Attentive

"I've carved territories the last 10 years, right? It's never fun. It's something I want to basically eliminate from my job. But after using Carve: I'm looking forward to doing my next carve."

Palen Schwab, Head of Revenue Operations, Liquibase

"For a two-person team like ours, we can now do things at a level and scale that would usually take a 5, 6, or 7-person RevOps organization."

Parker Tipton, Head of Field Ops, Forter

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Results from teams like yours

For RevOps

Territory planning 5x faster, on average. Attentive cut two weeks to a single afternoon.

For sales leaders

Present 3–4 scenarios instead of one plan, each with reasoning reps can't argue with.

For lean teams

Forter's 2-person RevOps team handles territory software work that would typically take a 5–7 person org.

More than just planning, Gradient Works is a full territory system

Point solutions leave gaps. Gradient Works doesn't:

Account scoring (Market Map) — every account ranked by fit before a single territory line gets drawn
Scenario modeling (Carve) — run and compare multiple territory designs in the time it used to take to build one
Ongoing maintenance (Bookbuilder) — rebalance territories automatically as reps, accounts, and quotas change, instead of waiting for the next annual carve. See how territory rebalancing works →
Native Salesforce deployment — push the final design directly into Salesforce, no manual re-entry
AI agent access — pull scenarios, apply feedback, and deploy through Claude, ChatGPT, or Cursor via the Gradient Works MCP. Learn about the MCP →

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Every scenario comes with a full analysis

Running scenarios is only part of the work. The results still need to be communicated.

Carve handles that automatically. When you run a scenario, it generates a complete analysis dashboard: metrics, charts, maps, and AI-written narrative. Ready in the analysis tab instantly.

Better yet, this dashboard is fully customizable in seconds. Ask for any additional chart or map in plain language, and Carve will generate it for you.

Territory planning FAQs

What is sales territory software?

Sales territory software is a tool for assigning accounts to reps or teams and keeping those assignments current. Most tools handle mapping or assignment in isolation; Gradient Works combines account scoring, territory design, and ongoing maintenance in one system that pushes directly into Salesforce.

What features should I look for in sales territory software?

At minimum: account-level fit scoring (not just geography or org hierarchy), scenario modeling so you can compare options before committing, native CRM deployment, and a way to handle changes, rep turnover, new accounts, quota shifts, without a full replan. See how territory rebalancing works →

Does sales territory software integrate with Salesforce?

Gradient Works does — territory designs built in Carve push directly into Salesforce with no manual data re-entry. If you're evaluating other tools, confirm this explicitly; many "territory software" products are really mapping tools with CSV export, not CRM-native systems.

How is Gradient Works different from other sales territory software?

Most territory software starts with geography or headcount and works backward. Gradient Works starts with account fit, scoring your entire account universe against your best customers first, then builds territories so high-fit accounts get dedicated coverage. See the full territory planning use case →

Is there a free version of sales territory software?

Yes — try Carve free and build a real territory plan before you buy anything.

Build your territory plan today

Try Carve free and see how long your next territory carve actually takes.