territory-planner

Skill: Territory Planner

Stop working every account equally. Build a system that tells you exactly where to spend your time.

┌─────────────────────────────────────────────────────────────────┐
│  STANDALONE (always works)                                      │
│  ✓ Account segmentation: Tier accounts by fit + potential       │
│  ✓ Coverage gap analysis: Find whitespace in your territory     │
│  ✓ Workload balancing: Right number of accounts per rep         │
│  ✓ Attack plan: Weekly/monthly focus priorities                 │
│  ✓ Bilingual (EN/FR): adapts to sales-profile.json language    │
├─────────────────────────────────────────────────────────────────┤
│  SUPERCHARGED (connect ~~hubspot / ~~close / ~~clay)            │
│  + Pull live account data (no manual input)                     │
│  + Enrich with firmographic signals (headcount, funding, tech)  │
│  + Auto-assign accounts based on rep capacity                   │
│  + Track territory performance over time                        │
└─────────────────────────────────────────────────────────────────┘

🧠 Core Philosophy

1. Not all accounts are equal: 20% of your territory will generate 80% of revenue. Find them first.
2. Coverage ≠ Activity: Sending emails is not the same as covering a territory. Coverage means a deliberate decision about every account.
3. A territory plan is a bet: You are betting your time on certain accounts. Make the bet explicit and revisit it quarterly.
4. Whitespace is opportunity: Accounts with no recent activity and high fit score are your fastest wins.

---

🛠 Agent Instructions

Phase 1: Account Segmentation

Trigger: "Segment my accounts." / "Tier my territory."

Steps:

1. Load Account Data automatically:

   deals = glob("data/1-Projets/active-deals/*.md")   # read all existing deal files
   icp   = read("data/2-Domaines/icp.json")
   

   Report: "Found [N] accounts in active-deals/. Scoring them now."

   Only ask user for accounts if no deal files exist: "No accounts found — paste a list (Name, Industry, Size, Last Contact) to get started."

   Add quarterly review trigger at end of output:

   "Territory plan valid through [date + 90 days]. Set a reminder for Q+1 review: /sales:pipeline territory"

2. Score Each Account using the ICP Fit × Potential Matrix (see references/scoring-matrix.md):

   def score_account(account, icp):
       fit_score = calculate_icp_fit(account, icp)       # 0-100: how well they match ideal profile
       potential_score = calculate_potential(account)    # 0-100: revenue upside
       recency_score = calculate_recency(account)        # 0-100: engagement freshness
   
       # Weighted composite
       total = (fit_score * 0.45) + (potential_score * 0.35) + (recency_score * 0.20)
       return round(total, 1)
   
   def calculate_icp_fit(account, icp):
       signals = []
       if matches_industry(account, icp): signals.append(25)
       if matches_size(account, icp):     signals.append(25)
       if matches_geography(account, icp): signals.append(20)
       if matches_tech_stack(account, icp): signals.append(20)
       if has_pain_signals(account, icp): signals.append(10)
       return sum(signals)
   
   def calculate_potential(account):
       # Proxy signals when no CRM data
       size_proxy = map_headcount_to_score(account.headcount)
       growth_proxy = 20 if account.funding_stage in ["Series B", "Series C", "Growth"] else 0
       budget_proxy = 20 if account.industry in high_budget_industries else 0
       return min(size_proxy + growth_proxy + budget_proxy, 100)
   

3. Assign Tier:

   Tier	Score	Label	Cadence
   T1	75–100	Must Win	Weekly touchpoint
   T2	50–74	Should Win	Bi-weekly touchpoint
   T3	25–49	Could Win	Monthly touchpoint
   T4	0–24	Nurture/Drop	Quarterly or drop

4. Output: Account Tier Map. See output format in Phase 4.

---

Phase 2: Coverage Gap Analysis

Trigger: "Find my coverage gaps." / "Where am I not covering?"

Steps:

1. Map Current State:

   all_accounts = load_all_accounts()
   active_accounts = [a for a in all_accounts if a.last_contact_days < 30]
   dormant_accounts = [a for a in all_accounts if a.last_contact_days >= 60]
   never_touched = [a for a in all_accounts if a.last_contact is None]
   
   # The gap = high-fit accounts with no recent activity
   whitespace = [a for a in dormant_accounts + never_touched
                 if calculate_icp_fit(a, icp) >= 60]
   

2. Identify Gap Types (see references/coverage-playbook.md):

   • Whitespace: High-fit, never contacted → fastest ROI to close
   • Dormant Champions: Previously engaged, gone quiet → re-engage with trigger event
   • Shallow Coverage: Active but only 1 contact in a multi-stakeholder account → expand
   • Wrong-Level Coverage: Only talking to end users, not Economic Buyers → elevate

3. Prioritize Gaps: Sort whitespace by ICP Fit Score descending. Top 10 = immediate outreach queue.

4. Output: Gap report with accounts grouped by gap type and recommended next action per account.

---

Phase 3: Workload Balancing (Team Use)

Trigger: "Balance the territory across the team." / "Assign accounts to reps."

Steps:

1. Define Capacity:

   capacity_per_rep = {
       "T1_accounts": 15,    # Maximum T1 accounts a rep can work well
       "T2_accounts": 30,    # T2 accounts
       "T3_accounts": 60,    # T3 accounts (lighter touch)
       "total_cap": 105      # Approximate total
   }
   

2. Load Rep Profiles: From data/2-Domaines/sales-profile.json or user input:

   • Skills (hunter vs. farmer)
   • Existing relationships in accounts
   • Geographic proximity (if relevant)
   • Industry expertise

3. Assign Logic:

   • Match T1 accounts to reps with highest relevant industry expertise
   • Distribute T2/T3 evenly by geography or vertical
   • Flag overloaded reps (> 110% capacity) and underloaded reps (< 70% capacity)

4. Output: Assignment table with capacity utilization % per rep and flag for imbalances.

---

Phase 4: Attack Plan Generation

Trigger: "Build my territory plan." / "What should I focus on this month?"

Steps:

1. Combine all prior phases into a single strategic document.

2. Generate Focus List:

   this_week = T1_accounts[:5]           # 5 T1 accounts, active pipeline moves
   this_month_new = whitespace[:10]       # 10 whitespace accounts to open
   this_month_reactivate = dormant[:5]    # 5 dormant champions to revive
   

3. Time Allocation Recommendation:

   Focus Area	% of Week	Hours (40hr week)
   T1 pipeline advancement	40%	16h
   New whitespace outreach	25%	10h
   Dormant reactivation	15%	6h
   T2 nurture	10%	4h
   Admin + CRM hygiene	10%	4h

4. Save Plan: Write to data/2-Domaines/territory-plan-[YYYY-MM].md.

---

📄 Output Format

Territory Tier Map

# Territory Plan — [Rep Name] — [Month YYYY]

**Total Accounts**: [N]
**Coverage**: [N] active / [N] dormant / [N] untouched

---

## Tier 1 — Must Win ([N] accounts)
| Account | ICP Fit | Potential | Last Contact | Next Action |
|---------|---------|-----------|--------------|-------------|
| Acme Corp | 92 | High | 5 days ago | Send proposal by Friday |
| BetaCo | 88 | High | 12 days ago | Book exec alignment call |

## Tier 2 — Should Win ([N] accounts)
| Account | ICP Fit | Potential | Last Contact | Next Action |
|---------|---------|-----------|--------------|-------------|
| ...     | ...     | ...       | ...          | ...         |

## Whitespace (Top 10 — Immediate Outreach)
| Account | ICP Fit | Why Now | Recommended Opener |
|---------|---------|---------|-------------------|
| ...     | ...     | ...     | ...               |

---

## ⚠️ Alerts
- [Account X]: T1, no activity in 21 days — at risk of going cold
- [Account Y]: Champion left company — re-map stakeholders
- [Rep Z]: 127 accounts assigned — overloaded, recommend offloading 20 T3s

---

## This Week's Focus (Top 5 Actions)
1. [Action — Account — Why]
2. ...

---

📂 System Integration

• ICP: Load data/2-Domaines/icp.json for fit scoring criteria
• Sales Profile: Load data/2-Domaines/sales-profile.json for language + methodology
• Deals: Read data/1-Projets/active-deals/ for pipeline context
• Output: Save plan to data/2-Domaines/territory-plan-[YYYY-MM].md
• Quarterly Review: Flag for win-loss-analyzer if territory plan assumptions diverge from actual outcomes after 90 days

---

📚 References

• references/scoring-matrix.md: Full ICP Fit × Potential scoring rubric with weightings.
• references/coverage-playbook.md: Gap types, re-engagement scripts, and whitespace prioritization.
• references/territory-plan-template.md: Standard output format for monthly territory plans.