Cut fair territories, settled before the disputes start.
The segmentation, the account distribution, a balance check across every rep, and the rules for disputes and inbound.
Inside: The segmentation, the balance check, and dispute rules.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
it reads owners, open pipeline, and won history so balance accounts for work already in flight.
it fills missing size and industry so the segmentation is not guesswork.
it weights territories by modeled potential, not a single raw field.
This was built for a B2B SaaS org assigning named accounts to a field team. Set these to your stack:
Run any segmentation you like. The skill balances and writes the rules, so point it at your axis, not anyone else's.
| Set this | What it is | Default / Example |
|---|---|---|
| AXIS | how you split territories | geographysegmentindustrynamed |
| POTENTIAL | the balance metric | employeesrevenue bandfit score |
| BALANCE_ON | what you equalize | total potentialnot account count |
| TOLERANCE | allowed spread across reps | within 10 to 15 percent of the mean |
| MAX_ACCOUNTS | book size ceiling per rep | 40 to 80 by segment |
| INBOUND_RULE | how a new lead gets an owner | match on domainthen territory |
| DISPUTE_RULE | who wins a contested account | first meaningful activity wins |
| HOUSE | unassigned or held accounts | no-owner pool for round-robin |
Everything the skill does, in full.
Takes your account universe and cuts it into territories that are balanced on the thing that matters, usually potential, not just account count. It picks the segmentation axis, distributes accounts across reps, runs a fairness check so no rep is handed a dead patch, and writes the dispute and inbound rules up front so ownership is decided before the deal, not during it.
- 1The segmentation
Pick the axis that matches how you actually sell. Geography suits high-volume field motions. Named accounts suit enterprise. Industry suits a vertical play. State the axis, then hold it consistent, because a book that is half geo and half named is a book nobody can be measured on.
- 2The account distribution
Assign accounts to reps against the axis, then sort by POTENTIAL so the strong and weak accounts are spread, not clumped. A territory that is all logos and no potential is a punishment. Keep each book under MAX_ACCOUNTS so coverage is real, not a name on a list.
- 3The balance check across reps
Sum POTENTIAL per rep and compare to the mean. Flag any book outside TOLERANCE. Balance on potential, not on account count, because 60 strong accounts and 60 dead ones are not the same job. Show the spread so the split survives the room.
- 4The rules for disputes and inbound
Write these before go-live. Inbound: a new lead routes by INBOUND_RULE, usually domain match to an owned account first, then territory. Disputes: name the tie-breaker, usually first meaningful activity, and the escalation path. Held and no-owner accounts go to a house pool with a claim rule. The point is that ownership is decided by policy, not by whoever shouts first.
- Balance is checked on potential, never on raw account count alone.
- Every rep book is shown against the mean with the spread named, not asserted "fair."
- Inbound and dispute rules are written and dated before assignments go live.
- No account is left with two owners or none, the overlap and orphan lists are shown.
TERRITORY DESIGN · 6 reps · illustrative Rep Accounts Potential idx vs mean Flag North 52 104 +4% ok South 48 98 -2% ok East 61 131 +31% over, rebalance West 39 71 -29% thin, add accounts Central 50 100 0% ok House 44 - - round-robin pool Rules set: 1. Inbound routes on domain match, then territory. No manual grabs. 2. Contested account goes to first meaningful activity, RevOps breaks ties. 3. East is 31% over the mean. Move ~8 accounts to West before launch.
TOLERANCE (10 to 15 percent), MAX_ACCOUNTS (40 to 80), and the balance metric are defaults, not laws. They suited a mid-market field team. If your reps carry fewer, larger accounts, tighten the ceiling and widen the tolerance. The fairness logic does not change. The thresholds are yours.
Where an operator takes this next.
The carve is set. Here is where an operator takes it once the manual version proves out.
The carve is fair on day one; the automation is what keeps it fair in month six.
A scheduled Claude task recomputes potential-per-rep monthly against Salesforce and flags any book that has drifted outside tolerance.
Wire the inbound rule (domain match, then territory) directly into your lead-routing tool so a new lead never sits waiting for someone to claim it.
Log first-meaningful-activity timestamps automatically in Salesforce, so the tie-breaker rule has real evidence behind it instead of two reps' word against each other.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.