Define the business and account identity
This EdgeHub specification adapts the account selection, ownership, weekly prioritization, and feedback structure discussed in Clay's territory-planning materials. Its weights, thresholds, and assignment choices must be set for the business.
- Business, sales motion, planning period, customer outcome, and revenue objective: [ ].
- Business owner, operational owner, rule version, effective date, and ownership system of record: [ ].
- Unique account ID, buying unit, parent/subsidiary treatment, duplicate resolution, and hierarchy exceptions: [ ].
- Required assignment fields, evidence source, last-verified date, and unknown/stale-data treatment: [ ].
Specify fit, readiness, and value
For every fit criterion, explain why it identifies a customer the business can win and serve. Keep engagement timing and potential value visible alongside fit.
- Criterion: [ ]. Rationale: [ ]. Source: [ ]. Observable 0–100 rubric: [ ]. Weight and refresh rule: [ ].
- For a weighted model, weights must total 100%. Define unknown-input treatment and retain a completeness status.
- For each readiness signal, record meaning, evidence, observation date, expiry or decay, and effect on weekly priority.
- If value is used, record the method, range, and assumptions. Decide which measures affect assignment and which affect weekly work.
Apply exclusions before allocation
A hard exclusion keeps an account out of the eligible pool regardless of activity. Insufficient required evidence needs an explicit review or other chosen treatment.
- Exclusion, business reason, evidence required, and review/expiry: [ ].
- Fit eligibility threshold and exact comparison: [ ].
- Treatment of open opportunities, current customers, existing owners, and protected pursuits: [ ].
- Timing-based losses, re-engagement, cooling periods, qualifying activity, and rule precedence when conditions conflict: [ ].
Make segments and capacity explicit
Assign each account to one segment, then compare proposed territories by account fit, potential value, sales effort, and seller availability. Equal account counts can hide large differences in opportunity and workload.
- Segment boundaries, geography, relevant seller capability, capacity basis, and assignment method: [ ].
- Tiebreaker and treatment when every eligible rep is full: [ ].
- Account-family treatment and metrics/tolerances for comparing proposed books: [ ].
- Check required worked accounts over the period separately from simultaneous workload and the team's available time.
Separate proposals from saved ownership
Specify when a proposed assignment becomes effective. Keep the candidate owner and current saved owner separately visible until the selected review policy has been satisfied and the update verified.
- Eligible and unassigned: retain evidence and scoring version; propose an owner.
- Proposed: record candidate, capacity check, and reason; review under the selected policy.
- Approved: record reviewer, decision time, and effective date; apply and verify the ownership update.
- Assigned: show saved owner and assignment time. For failures or conflicts, retain the exception and a named resolver.
- Record declines and their reason so the next proposal can correct the data or rule.
Prepare the weekly brief and validate
Give the seller the reason an account fits, the recent buyer signal, and the next action. Log repeated exceptions, such as duplicate subsidiaries or stale ownership, so the responsible owner can fix the rule or source data.
- Weekly brief: [account and owner; fit evidence; dated readiness signal; value assumptions; relationship history; next action; fact to confirm].
- Operating review: [refresh cadence; assignment triggers; protected pursuit period; model owner; outcome measures by band and segment].
- Before use, test unknown data, hierarchy exceptions, customers, open opportunities, exact thresholds, ties, and full capacity.
- Confirm that weights total 100%, intervals do not overlap, and identical inputs yield the same deterministic score.
- Review a proposed book, then verify saved assignments and score explanations against the approved proposal.