Territory planning you won't dread

83% of sales teams still do territory planning in spreadsheets. Plans go stale. Some reps feast while others fight for scraps. Gradient Works generates fair territory plans in minutes.

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Annual territory planning is a crisis waiting to happen

spreadsheets-stacked

Traditional territory planning runs on spreadsheets and takes weeks, and that's when nothing changes. Requirements shift mid-carve. Headcount changes. A manager leaves. You rebuild from scratch.

  • Reps sit on overloaded territories and others are left with scraps.

  • Plans are outdated before reps start working them.

  • Alignment takes as long as building the plan.

  • Headcount changes trigger re-carves with no runway.

Not every team needs the same territory model

Most territory planning software assumes one model fits every team. It doesn't. The right structure depends on your sales motion.

Gradient Works can help you plan territories no matter what model you use. Our territory planning software supports everything from geo territories to dynamic books to named accounts and everything in between. 

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Sales motion Right model
Short-cycle inside sales with a large TAM Dynamic books
Enterprise field reps visiting customers Geographic territories
A small set of high-value accounts Named accounts
Deep vertical specialization Vertical territories

 

Gradient Works Carve creates better territories in minutes

Describe your territory requirements in plain language: revenue potential, account totals, holdovers. Carve's AI territory agent generates a fair territory plan with documented reasoning behind every assignment.

Compare territory scenarios side-by-side instead of defending a single spreadsheet. Get feedback from stakeholders before pushing to CRM.

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What Gradient Works 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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What teams get once territory planning stops being a fire drill

For RevOps

5x faster on average. SPINS went from 3 days to a couple of hours. Attentive went from two weeks to a single afternoon.

For sales leaders

Leadership sees 3–4 scenarios instead of one plan to defend. Every assignment carries documented reasoning, so reps can't argue with it.

For lean teams

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

Territory planning, end to end

Fair territories require more than a good carve. Gradient Works connects account scoring, territory planning, book management, and routing into one workflow, so your plan holds up in the real world.

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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. 

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Territory planning FAQs

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.

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.

What's the difference between territory design, planning, and management?

Design is the overall strategy for how you segment accounts. Planning is the periodic process of carving territories from that strategy. Management is the ongoing work of keeping plans current. Carve handles design and planning; Bookbuilder handles management day to day.

What is Carve?

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.

Can I manage territory planning through my AI agent?

Yes. The Gradient Works MCP connects Claude, ChatGPT, and Cursor to Carve. Pull multiple scenarios, compare them side by side, apply stakeholder feedback as overrides, and deploy, all through conversation. Learn about the MCP →

Does Carve work if my team already runs named accounts or dynamic books?

Yes. Carve builds any model on the territory continuum: geographic, vertical, named accounts, or the account-fit criteria that feed dynamic books. Different teams in the same org can run different models side by side.

Build your territory plan today

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

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