For VPs of Sales and district managers
You can see the calls that were logged. You cannot see the week that was planned.
That gap is why territory reviews turn into character assessments. When the plan is a spreadsheet in a rep's inbox and the week happened in a car, there is nothing to compare — so the conversation defaults to effort, and effort is not the variable.
Calls scheduled per day. The goal band is 10–12; the number is whatever the clock and the geography actually allow.
The four questions
Everything on this page exists to answer one of these.
If your current stack answers all four, you do not need this and we will say so on the call.
Is the territory being covered at the cadence I set?
Not calls logged. Cadence adherence per tier, against the interval that tier promises — weekly, twice-monthly, monthly — with the overdue list named rather than counted.
Was the plan worked, or was it written?
Planned days against worked days, per rep, per week. A plan that exists in the system and a week that happened in a car become the same object, so the comparison is arithmetic rather than opinion.
Which territories are actually drivable?
Zone spread and the day-size each zone supports. A rep whose zone fits eight calls is not underperforming a rep whose zone fits twelve, and today you have no way to see that.
What is the highest-value thing not being done?
The deferred list. Every stop the clock pushed out of a day, by priority, with the reason — which is a far more actionable backlog than a pipeline report.
What you get
A number you set, and a number that can be checked against it.
01
Cadence you define, adherence you can audit
You decide what each tier promises. High Potential weekly, Top 50 twice a month, the second fifty monthly, and a Coverage tier that promises nothing on purpose. Everything the system calls overdue is overdue against your interval — there is no second, invented benchmark underneath.
- Tier sizes are configurable: a ninety-name territory wants a Top 25, and the label follows the size
- Promotion rules are qualitative, not positional — an existing sample belongs in the weekly tier even if its score puts it three-hundredth
- The monthly commitment each tier creates is stated up front, so you can see whether the cadence you set is arithmetically possible before the quarter starts
- Coverage is worked when the route passes the door and never counted as a missed commitment
| Tier | Providers | Frequency | Calls / month |
|---|---|---|---|
| High Potential | 31 | 4× / month124 calls / month | 124 |
| Top 50 | 50 | 2× / month100 calls / month | 100 |
| 2nd Top 50 | 50 | 1× / month50 calls / month | 50 |
| Coverage | 408 | opportunisticno commitment | — |
02
Territory shape, as a fact
The four-week plan states, per weekday, how many calls the zone actually supports. A spread zone lands at nine and says so. This is the number that turns a territory review from a conversation about effort into a conversation about carving.
- Every weekday owns one zone, so a weekly provider is seen weekly without the rep crossing the metro twice
- A zone whose cadence commitments alone overrun the clock is flagged, not silently trimmed
- Zones are rebalanced on drivability first and workload second, because a day the rep cannot drive is not balanced, it is evenly bad
- Re-carving is a decision you make deliberately, not something that happens under a plan the district already agreed
Calls scheduled per day. The goal band is 10–12; the number is whatever the clock and the geography actually allow.
03
Automation that asks permission
The import already knows your tiers and their intervals, so it writes the rules that keep the territory worked after the import is forgotten — cadence lapse per tier, intake for new targets, ZIP-based ownership. Every one of them arrives switched off, in plain English, with a live count of how many providers it would fire for right now.
- A rule shows what it would do before it does anything, so arming it is a decision rather than a discovery
- Cadence-lapse rules create a task for the owner; they do not email anyone and they do not touch the record
- Coverage is deliberately excluded from lapse rules — it promises nothing, so a lapse task for it would be two hundred tasks nobody asked for
- Conditions that cannot be evaluated report as undetermined rather than guessing in the convenient direction
- High Potential cadence lapse — 7 daysIf a High Potential provider goes 7 days without a logged call, put a task on whoever owns them.would fire for 31 providersOff
- Top 50 cadence lapse — 15 daysSame rule, at the Top 50 interval.would fire for 50 providersOff
- New target intakeA provider landing in one of this territory's ZIPs gets an owner and a first-detail task.would fire for 0 providers todayOff
For district and area managers
The ride-along you can prepare for.
You are going to spend a day in the car with a rep. Today you find out what the day is when you get in it.
- The day is planned and visible before it is driven, so you arrive knowing which stops matter and which are Coverage filling the gaps.
- The deferred list tells you what the rep is not getting to, and whether that is a prioritization problem or a geography problem. Those need opposite conversations.
- Two reps’ weeks are comparable for the first time, because they were built by the same arithmetic against the same clock.
For sales operations
Nothing here needs a data warehouse.
The whole pipeline is pure functions over a spreadsheet. That is what makes a pilot a week rather than a quarter.
- What you have to supply
- One territory workbook. Header detection, column mapping and validation happen in the product, and the mapping is shown to you before anything is written.
- What you have to integrate
- Nothing, to evaluate it. No mapping API key is required — distances come from an analytic road model, with a real matrix provider injectable later for the days actually being driven.
- What gets written, and when
- Nothing until you commit. The whole plan — territories, practices, providers, routes, stops, tasks, opportunities, assignment rules and workflows — is generated as data first and shown to you, then written in one pass. It re-derives on every setting you change, so there is no half-written territory to clean up.
- Reproducibility
- Zone clustering takes a seeded random source, so the same file produces the same territory every time. A plan you cannot reproduce is a plan you cannot review.
- What it does not replace
- Your system of record for contracts, quotes and revenue recognition, if you have one you like. This is the planning and execution layer for the field motion, and we would rather sit next to a finance system than pretend to be one.
Straight
What we are not going to show you
No reference customer, no case study, no lift number. We have no public customer and we are not going to invent a percentage to put in a deck. What we can do is take a territory file — yours, or a de-identified one — and produce the scored list, the zones, the four-week plan and the routed days, which is a harder proof than a testimonial and takes about a day. If your evaluation requires a reference call, tell us in week one and we will tell you plainly that we cannot give you one yet.
The security page is written the same way: what is implemented, and separately, the list of things that are not — including every certification we do not hold.
Pick the territory you argue about most.
Send us that file. You get back the plan a rep would get, and then you can decide whether the problem you have is a rep problem or a carving problem.