Account Target Management helps Sales Operations teams distribute financial targets
across accounts in a structured, scalable way. By combining top-down targets from finance with
bottom-up input from the field, teams better understand account potential and create territories
that support realistic quota planning. This feature supports planning decisions rather than
prescribing a single method. It provides visibility into how account-level targets roll up to
territories, helping teams evaluate fairness, risk, and feasibility.
Required Editions
Summary of Responsibilities
| Feature Area |
Territory Planning (Ops/Admins) |
Quota Planning (Leaders/Planners) |
| Allocation Logic |
Defines logic (Even, Weighted, Bucketed) |
Consumes the output |
| Bottom-Up Data |
Reconciles field input with top-down goals |
Reviews field input for context |
| Overrides |
Applies overrides for data accuracy |
Reviews overrides for fairness |
| Goal |
Balanced Territories |
Achievable Quotas |
- Quota Planning: Set and Refine Sales Goals
Once you define territories and calculate account targets, sales leadership and Quota Planners use this data to set final sales goals for representatives. In this phase, Account Target Management serves as a feasibility check.
- Territory Planning: Distribute Goals and Balance Territories
During the territory planning phase, sales operations and territory planners distribute goals and analyze territory balance. Because planners function as salesforce administrators in this context, they have full visibility into allocation methods, bucketing strategies, and logic adjustments.
