Territory Health Metrics

Territory health is measured by the equity of outcomes across territories — not identical outcomes, but proportional outcomes relative to territory value. The key metrics are: quota attainment variance (how much does attainment differ across reps), pipeline coverage variance (how much does coverage differ), and opportunity-to-quota ratio variance (how much does the ratio of available opportunity to assigned quota differ).

Territory Health Dashboard

Metric                              Target     Actual    Status
──────────────────────────────────  ─────────  ────────  ──────
Quota Attainment StdDev             < 15%      12%       ✓
Pipeline Coverage Variance          < 20%      18%       ✓
Opp-to-Quota Ratio Variance         < 25%      31%       ⚠
Unassigned Account Value            < 5%       3%        ✓
Rep Turnover (territory-related)    0%         0%        ✓

Territory-Level Detail:
Territory     Quota     Attainment   Coverage   Opp/Quota
──────────    ────────  ──────────   ────────   ─────────
Northeast     $1,250K   94%          3.8x       6.6x
Southeast     $1,100K   88%          3.2x       5.9x
Midwest       $850K     76%          2.4x       6.8x  ⚠ low coverage
West          $1,150K   102%         4.1x       7.9x
Central       $950K     82%          2.8x       4.4x  ⚠ low opp/quota