The problem
Territory assignment lives in a spreadsheet maintained by one RevOps person. New accounts get orphaned. Reps dispute ownership. Routing sends leads to the wrong person because the spreadsheet was last updated three months ago.
The system
- Codify rules. Territory logic as data: geo, segment, account size, existing ownership.
- Apply at creation. Every new account and inbound lead gets assigned by the rule engine.
- Detect collisions. Two reps on one account triggers an alert and resolution workflow.
- Quarterly rebalance. Audit report shows orphaned accounts, overloaded reps, and coverage gaps.
Field notes
Territory assignment is the most underrated routing input. Get it right and signals, inbound, and outbound all land with the correct owner.