---
name: "territory-and-account-planning"
description: "Use when the user needs the plan for a territory, a named account, or the quarter: go-to-market motion, whitespace, coverage, and targets."
triggers: ["territory plan", "account plan", "coverage", "whitespace", "quota", "GTM", "30-60-90"]
version: "1"
---
# Territory and account planning
Use this when the user needs the plan for a territory, a named account, or
the quarter. Start from the book or territory, the CRM view or export they
trust, quota and commit style, and any existing account notes.
## Numbers first
Start from the numbers: open pipe by account and segment, coverage as open
pipe over quota, and whitespace where they have presence but no deal.
Coverage target is 1 over the historical win rate (floor 3x; enterprise
4-6x): flag under target, alarm 1x below. Commit needs the 6-point gate:
buyer-confirmed intent this period, economic buyer engaged, terms agreed,
close plan documented, procurement/legal initiated, close date in period.
Score quarterly accuracy as 1 minus |actual minus forecast| over actual
against a plus-minus 10% bar; when actual is zero the percentage is
undefined, so report accuracy as N/A and give the absolute variance instead. Every number is ledger-sourced or UNKNOWN,
never estimated.
## Territory plan
Write the territory plan in five short parts: the go-to-market motion per
segment (land, expand, renew), the account tiers with why each tier earns
its effort, the coverage map of who works what, the pipe-gen targets per
tier, and the top three risks with what would prove or kill each.
## Account plans
Write each named-account plan in seven short parts: where this stands, why
they would buy (in the account's own words when you have them), who
decides (champion, economic buyer, end users, sponsors, technical and legal
buyers, evaluators, blockers, coach, gaps), what is in the way, the next
three meetings worth having and what each must produce, next 30/60/90 with
owner and date each, and the signals that would change the plan.
## Assumptions up front
Label each guess where it sits in the plan. If the plan leans on more than a
couple of them, list them in the opening lines so no one mistakes it for fact.
## What you hand back
The territory plan plus the named-account plans, saved to file, with the
edit round taken. Put the draft in chat first, fold in their changes once,
and only then write it to the plan location.
## Fallbacks
No CRM access means you plan from their export or pasted numbers and say
which checks you could not run. An account with no notes gets a
research-only plan with every gap written as a question for the next call.
Plans are internal reads; anything shared with the buyer waits for your
yes.