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Sales Territory Plan

Document template for Google Docs and Word

Make a copy in Google Docs
Type
Document
Price
Free
Pages
8 · US Letter
Style
Modern
Difficulty
Beginner
Updated
November 1, 2026

Every page (8)

Overview

Field reps often treat every account alike, so the biggest accounts are under-visited and the calendar never adds up. This plan profiles the territory, splits accounts into tiers A, B and C, sets targets and a visit cadence that fits the working year, lists the activities that will move revenue and defines the measures that show it is working.

The sample follows a Wrenfield Trading rep covering 340 accounts in the North Midlands, with 28 tier A accounts delivering 64% of £3.4M revenue and a 10% growth target. Replace the account counts and revenue first, rebuild the visit calendar to your travel times, and swap the activities for the deals you will close.

Useful for

  • A new rep taking over a territory and deciding where the first 90 days of visits should go
  • An annual territory review with a regional director who checks coverage against target
  • A field team resetting visit cadence by account tier instead of by postcode

What's included

  • Territory overview with a revenue trend, revenue split by tier and the main growth drivers
  • Account tier summary showing counts, visit rules and key facts for tiers A, B and C
  • Targets page with headline tiles and a full scorecard for revenue, visits and wallet share
  • Visit cadence process with an escalation flow for missed tier A visits
  • Six owned activities with due dates and a four-month Gantt chart
  • Measures table, a mid-year status page and a make-it-yours guide

How to use it

  1. 1

    Click Make a copy in Google Docs, then confirm on the Google page. The copy is saved to your own Google Drive.

  2. 2

    Import your account list and recalculate tiers A, B and C by revenue and potential, then update the territory overview with your region, customer count, revenue and last year's growth.

  3. 3

    Rebuild the visit calendar to your working days and travel times, and check that the total fits 45 weeks.

  4. 4

    Replace the six activities with the opportunities you will close in the next two quarters, each with one owner and a date, and delete the compliance section if you are not in a regulated field.

  5. 5

    Delete the guide page, then share the plan with your manager or present it at the territory review.

What you need

Requirements

  • A Google account with access to Google Drive

Works with

  • Google Docs
  • Microsoft Word (download the .docx)

Questions

How do I decide which accounts are tier A?

Rank accounts by revenue and a potential score from 0 to 100. In the sample, 28 tier A accounts deliver about two thirds of revenue and are visited monthly.

How many visits a week is realistic?

Most field reps manage 12 to 20 customer visits a week. Multiply visits by account count and check the total fits your 45 working weeks before you commit.

Are the company and figures real?

No. Wrenfield Trading, the people, the email addresses, the accounts and every figure in the sample are fictional. Replace them with your own details before sharing.

  • #sales-territory-plan
  • #territory-plan
  • #account-tiering
  • #visit-cadence
  • #field-sales
  • #account-planning
  • #territory-review
  • #google-docs

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