Territories that stay current all year
Headcount changes. Reps leave. Markets shift. Most territory tools are built for the annual plan, but not for the dozen smaller crises that follow it. Gradient Works keeps territories current all year without making every change a project.
01The problem
Territory stops being accurate the moment you ship it
The annual plan is the easy part. What breaks a coverage model is everything that happens in the eleven months afterwards.
- A rep leaves and their accounts sit unworked until someone notices.
- Two new hires start and there is nothing good left to give them.
- A segment heats up and nobody has capacity pointed at it.
- Mid-year territory work happens constantly, and until now it has been manual.
02The approach
Carve plans. Bookbuilder maintains.
Territory definitions are rules, not lists. When headcount or capacity changes, the accounts redistribute against the same definition instead of requiring a new plan.
Most territory tooling is built around one event a year. The real cost sits in the dozen smaller adjustments that follow it, each of which is currently a manual exercise for somebody in RevOps.
03End to end
How it works
- 01
Detect
Coverage reports surface the segments and accounts nobody is working.
- 02
Redistribute
Accounts that are not being engaged are retrieved and offered to reps with capacity.
- 03
Absorb
A departure or a new hire is a capacity change, not a replanning project.
- 04
Verify
Rep and coverage reporting confirm the change actually landed in the field.
- 50%
- less time spent on manual rebalancing
- 1–2 hrs
- saved per rep per day on prospecting
04Proof
What customers say
Our strategy manager left, and our VP of sales just said, “The books are terrible. Redo it. I want it by start of Q4.” Having no run-up time, this has been a huge help.
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.
05Questions
Frequently asked
What happens when a rep leaves?
Their book returns to the pool and redistributes to reps with capacity, against the existing territory definition. The accounts do not sit in a departed rep's name waiting for a manual cleanup.
How do new hires get a decent book?
They draw from the same pool as everyone else, by fit and capacity, instead of inheriting the accounts nobody else wanted. That is usually the single biggest change teams notice in ramp time.
Do I have to re-run the whole carve to make a change?
No. That is the distinction between planning and maintenance — Carve produces the plan, and Bookbuilder keeps it accurate without a replan.
How often do books refresh?
On the cadence you set. Most teams run distributions frequently enough that a rep always has capacity filled, without churning ownership so fast that relationships get disrupted.
Stop treating every territory change as a project
See what maintenance looks like when the definition is a rule instead of a list.