Territory Studio
Territory Studio is the command centre for sales managers who need to shape where each rep works, who they visit, and how full their plate is. Draw territories on the map, let the system suggest them for you, resolve overlaps and gaps, and watch utilisation in real time.
The Studio Layout
Open Territory Studio from the Customers area of the hub menu. The workspace is organised into three zones:
| Zone | Purpose |
|---|---|
| Left sidebar | Team selector, filter presets, roster of sales reps with inline capacity bars, and an Unassigned shortcut |
| Central map | Interactive map with territory polygons and customer markers |
| Right rail | Toggle between Capacity Analysis, Assignments, Coach, and the analytical Unassigned panel |
Each territory is drawn in the colour of its assigned rep. Customers appear as markers coloured to match their rep — unassigned customers stand out in red, and outliers (customers far from their rep's main cluster) are marked with a dashed ring.
Creating Territories
There are three ways to start a territory.
Draw it yourself
- Click Draw Territory in the left sidebar
- Click on the map to place each corner of the polygon
- Close the shape by clicking the first point again
- Pick a name, colour, and assigned rep, then Save
Use freehand clicks for rough shapes or place corners carefully for precise boundaries.
Auto-build from customer clusters
Click Auto Build to let the system generate polygons that group each rep's existing customers.
| Setting | What it does |
|---|---|
| Buffer (km) | How much padding to add around customer clusters |
| Include branches | Include customer branches alongside head offices |
| Reps to include | Pick specific team members or all reps |
Preview the suggested shapes before accepting — you can still fine-tune them afterwards.
Auto-build for a single rep
Open a rep's panel from the sidebar and click Auto-build for Rep. This is useful when onboarding a new team member or redrawing coverage for one person without touching the rest of the team.
Editing Territories
Click a territory polygon on the map to select it. Enter edit mode to:
- Drag corner points to reshape the boundary
- Add or remove corners
- Change the assigned rep
- Rename the territory or change its colour
Review Changes
Before saving edits, the Review Changes panel shows a before-and-after comparison:
| Metric | Before | After |
|---|---|---|
| Customers inside | Count at start of edit | Count after your changes |
| 12-month sales | Revenue at start | Revenue after |
This makes it easy to see whether a reshape is moving meaningful revenue or just cleaning up a boundary.
Assigning Sales Reps
Click a rep's name in the sidebar to open the Rep Panel on the right. You'll see:
- Utilisation — how full their visit schedule is, as a percentage of monthly capacity
- 12-month sales — total revenue from their customers
- Customer count — how many accounts they cover
- Territory history — every saved version of their territory, with revert buttons
For a rep without a territory, the panel offers quick actions: Create Territory (opens the draw tool) or Auto-build for Rep.
Moving Customers Between Reps
Click any customer marker on the map to open a popup with options to:
- Reassign the customer to a different rep
- Unassign them completely
- See their recent sales and last visit
Changes take effect immediately and the marker recolours to match the new rep.
Capacity Analysis
Open the Capacity Analysis panel from the right rail to see your team's workload at a glance.
Each rep appears in a table showing:
| Column | Meaning |
|---|---|
| Customers | Accounts currently assigned |
| 12M sales | Revenue over the last 12 months |
| Utilisation | Required visits as a percentage of their monthly capacity |
Utilisation is colour-coded: blue for under-covered reps with spare capacity, red for over-loaded reps who can't realistically cover their book.
Capacity Defaults
Click Capacity Defaults to configure the numbers behind utilisation:
| Setting | Description | Default |
|---|---|---|
| Visits per day | Target customer visits in a working day | 8 |
| Working days per month | Effective selling days per month | 22 |
| Fallback visit frequency | How often to visit a customer without a segment | 30 days |
| Segment visit frequencies | Per-segment visit cadence (A-segment weekly, C-segment quarterly, etc.) |
Changes apply to the whole team's capacity calculations.
Smart Assignments
The Assignments panel is a single triage surface for anything that needs rep attention. Three filter chips let you focus on a specific problem or mix them:
| Chip | What it covers |
|---|---|
| Overlap | Customers that two or more territories claim |
| Gap | Customers inside a territory but wrongly assigned (or unassigned within one) |
| Unassigned | Customers with no rep at all |
Chips are multi-select — all three are on by default. Toggle any off to narrow your focus, or click again to re-enable. Turn all three off and they snap back to all-on.
Suggesting and Accepting
Click Suggest assignments to generate a plan for every row in view. Review each proposal individually, or click Accept all to apply every visible suggestion at once. While in review, tapping any chip returns you to the queue view.
Suggestions use one of two rules:
Assign each customer to the rep whose territory centre is nearest. Good for clean geographic balancing when territories are well-shaped.
Keep customers with whoever already has them in the source system. Falls back to nearest centroid when there's no existing owner. Good when you want to minimise disruption.
Bulk Operations
When you need to move many customers at once, use the filter-and-apply flow from the sidebar.
Filter the Working Set
Use preset chips for common filters:
- Unassigned — customers with no rep
- Stale 90 days — customers with no visit in the last 90 days
Open the Customer Filters dialog for more control: prospect stage, sales thresholds, visit recency, specific rep, and more.
Preview Before Applying
Every bulk action goes through a preview step so you can see the impact before it's permanent:
| Action | What it does |
|---|---|
| Assign | Move all matching customers to a chosen rep |
| Auto-assign | Move each customer to whichever territory polygon they fall inside |
| Unassign | Clear the assigned rep from each customer |
The preview shows how many customers will move, which reps will gain or lose accounts, and which rows will be skipped (missing coordinates, conflicts, or other issues).
Coach Recommendations
The Coach panel proactively surfaces things that need attention.
| Recommendation | What it means | Colour |
|---|---|---|
| Cover gap | Cluster of customers with no territory covering them | Purple |
| Under covered | Rep has significant spare capacity | Blue |
| Over loaded | Rep can't realistically visit all their customers | Red |
| Resolve overlap | Multiple territories claim the same customers | Amber |
Click any recommendation to zoom the map to the affected area and jump straight into the relevant tool (assignments, conflicts, or rep panel).
Unassigned Panel
Click the Unassigned row at the bottom of the rep list to open the analytical unassigned panel. It's a diagnostic view — no buttons, no bulk actions — designed to help you see where the unassigned customers sit before acting on them:
- Summary of how many unassigned customers are inside vs. outside existing territories, with total sales at stake
- Breakdown by containing territory — nested per-rep rows under "Inside a territory" show how many unassigned customers fall inside each rep's polygon, so you can spot which rep "should" own them
- Drill-down list of customers in the selected bucket, clickable to focus them on the map
When you're ready to act, switch to the Assignments panel — it carries the same Unassigned bucket as a filter chip.
Version History
Every save creates a snapshot of the territory's shape. Open a territory and click Version History to see:
- Who saved each version, and when
- A short note describing what changed
- A Revert button to restore any previous version
Reverting creates a new version rather than deleting the current one — your full history stays intact.
Templates
Turn a well-designed territory into a reusable template by toggling the template flag. Templates appear in a dedicated list when creating new territories and let you clone a proven shape for a new team member or region.
Best Practices
Starting Fresh
- Select the team you want to plan for
- Run Auto Build to get a baseline based on current customer distribution
- Open Coach and resolve the biggest overlaps and gaps
- Review Capacity Analysis to spot reps who are clearly over- or under-loaded
- Fine-tune boundaries by hand where local knowledge matters
Onboarding a New Rep
- Use Auto-build for Rep or draw a territory covering the area they'll own
- Move customers into it using bulk Assign with a geographic filter
- Check their utilisation is in a reasonable range (typically 70-90%)
Offboarding a Rep
- Open the departing rep's panel to see every customer they own
- Use Suggest Assignments with the "closest rep centroid" rule to redistribute
- Review the plan and adjust any customers you'd rather keep with a specific person
- Apply, then delete the rep's old territory
Seasonal Rebalancing
- Run Coach to spot recent imbalances (utilisation drifts as sales shift)
- Use Review Changes when reshaping borders — it tells you exactly how much revenue is moving
- Save versions frequently so you can roll back if a change doesn't land well