Territory and quota rebuilt for agent leverage (L6)
If agents carry sourcing and admin, the old coverage math is wrong. Territories, quotas, and comp are rebuilt around the work humans still do, with the assumptions published so reps can see the logic.
The steps
- 01
Measure the real time shift
Tool: Salesforce
Measure hours returned per rep per week by task before changing any number. Rebuilding quota on an assumed productivity gain is how trust is lost in one cycle. Owner: RevOps. DoD: measured time shift published by task.
- 02
Redraw coverage on capacity, not accounts
Tool: Manual
Design territories around the number of meaningful human conversations a rep can hold, with agents supplying the rest. Account counts are a proxy that no longer holds. Pitfall: raising account load by the full agent gain, which produces shallow coverage everywhere. DoD: new coverage model documented with capacity math.
- 03
Rewrite comp for the new work
Tool: finance
Pay for outcomes humans influence: progression, multithreading depth, win rate, expansion. Paying for activity that agents now perform creates obvious gaming. Owner: finance plus sales leadership. DoD: comp plan reviewed with two gaming scenarios tested.
- 04
Publish the assumptions to the field
Tool: Manual
Reps see the productivity assumption behind their quota. Hidden assumptions get discovered in week three and become an attrition problem. Owner: sales leadership. DoD: assumption page shared with the full field team.
Tools in this playbook
- Salesforce
- Manual
- finance
Next playbooks
Unfamiliar terms are defined in the AI and Revenue Dictionary. Related frameworks live in the framework library.