---
schema_version: "1"
id: 63d00536e2cec5cf05af991bdd08095b1d14261f28bc7d59d59dc8b86e5f49ff
title: Account Target Management
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/spm_qp_account_target_management.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.spm_qp_account_target_management.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 05f2833318f169f6e2c5ecd69bbdc81e2684df6ccdf000929fe8722eb0d6fd97
description: 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.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# Account Target Management

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

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col style="width:100%"></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in:</td></tr></tbody></table>

**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](https://help.salesforce.com/s/articleView?id=sales.spm_qp_atm_quota_planners.htm&release=264.0.0&type=5)**  
    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](https://help.salesforce.com/s/articleView?id=sales.spm_qp_atm_territory_planners.htm&release=264.0.0&type=5)**  
    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.