Agent skill
territory-balance
Carves accounts into sales territories that are fair on opportunity, not just account count, and flags coverage gaps and overloaded reps before the quarter starts.
Filed under CRM and RevOps.
From varunk130/ai-gtm-skill-library · 37 skill entries · 6 · pushed 2026-09-19
What it does when it runs
Carves accounts into sales territories that are fair on opportunity, not just account count, and flags coverage gaps and overloaded reps before the quarter starts. Use when: territory planning, territory design, carve territories, rebalance accounts, sales capacity planning, quota fairness, coverage model, account assignment.
Automated analysis of the skill and the 0 files bundled beside it. A skill’s own description is written to be selected by an agent, so it describes the job and not the dependencies.
- Keys and connectors you must supply
- None found.
- Hosts it reaches
- No third-party host appears in the skill or its bundled files.
- Tool permissions it declares
- No
allowed-toolsin the frontmatter. It only issues instructions, so there is nothing to bound. - Actions present in the files
- None. Instructions only.
Install it
View source on GitHub ↗git clone --depth 1 --filter=blob:none --sparse https://github.com/varunk130/ai-gtm-skill-library.git /tmp/ai-gtm-skill-library git -C /tmp/ai-gtm-skill-library sparse-checkout set "gtm-skills/territory-balance" mkdir -p ~/.claude/skills/territory-balance cp -R "/tmp/ai-gtm-skill-library/gtm-skills/territory-balance/." ~/.claude/skills/territory-balance/
Picked up without a restart. A project skill of the same name is shadowed by your personal one. For one repository only, swap ~/.claude/skills for .claude/skills. Claude Code docs ↗
The folder is the same in every client that implements the format — 46 of them — so if yours is not above, only the destination changes.
The skill
Source on GitHub ↗Reproduced in full from varunk130/ai-gtm-skill-library/blob/158f12c03830dca454576eb1a78b1e4a34ae83e3/gtm-skills/territory-balance/SKILL.md, which is licensed MIT (repository). 402 words, 7 headings.
Territory Balance (EVEN Framework)
Territories split by alphabet, zip code, or headcount look fair on a slide but drift out of balance within weeks. Territory Balance scores every account for near-term potential, then assigns accounts so each rep carries a comparable share of opportunity and a workload they can actually cover.
Core Principle
Balance opportunity and effort, not account count. Ten enterprise logos and ten small businesses are not the same book.
The EVEN Framework
| Letter | Step | The Question |
|---|---|---|
| E | Estimate | What is each account worth in the next 12 months? (whitespace × propensity) |
| V | Visit load | How many touches does each account need at its tier? |
| E | Equalize | Which assignment keeps every rep within ±10% of the mean potential and capacity? |
| N | Nudge | Which exceptions (existing relationships, language, time zone) justify breaking balance? |
Account potential = whitespace ($) × propensity (0-1), where propensity blends fit, intent, and engagement.
Rep load = Σ(touches per account per month) ÷ rep capacity (touches per month). Target 0.75-0.9.
Process
- Score accounts - compute potential; tier into A (top 20% of potential), B (next 30%), C (rest)
- Set touch norms - e.g. A = 8/month, B = 3/month, C = 1/month (pooled or digital-led)
- Assign greedily - hand out accounts in descending potential to the rep with the lowest current potential who still has capacity
- Apply exceptions - keep existing relationships where the account is mid-cycle; log every exception
- Check balance - report each rep's potential share and load; iterate until all fall in band
- Publish - territory list, balance table, and exception log
Output
Save to outputs/territory-balance-[period]-[YYYY-MM-DD].md
| Artifact | Description |
|---|---|
| Assignment table | Account, tier, potential, owner |
| Balance table | Rep, total potential, share vs mean, load |
| Exception log | Every manual override with its reason |
Tips
- Publish the math - reps accept territories they can audit
- Cap exceptions - more than 10% of accounts overridden means the model is wrong
- Revisit mid-year - propensity drifts; rebalance C-tier freely, A-tier rarely
Pairs With
- abm-playbook - A-tier accounts become ABM target lists
- signal-radar - intent signals feed propensity
- revenue-forecasting - consumes territory potential as a capacity input
Other skills for the same job
Different authors, same problem. Matched on the words in the skill name, across every library in the catalogue except this one.
- territory-account-launch by louisblythe · 159
Need help setting it up?
This page tells you what territory-balance does and what it needs. Cheetah builds the agent setup it runs inside: data, CRM, sequencing and the guardrails.
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