Territory and Quota Planning

You can’t blame your sales people for wanting a fair and equitable sales territory or asking you to justify how you set their sales quotas. Using Anaplan, you can optimize sales territories and align your quota plan with your revenue plan based on data-driven insights of the potential market.


Business Function
SalesTerritory & Quota Planning
All Industries
App Last Updated
525 MB
Terms & Conditions

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Why Anaplan for Territory and Quota Planning?

Assign sales territories to ensure complete coverage with effective dating. Easily realign or temporarily assign sales territories while maintaining historical sales performance.
Get a handle around the complexity associated with sales territory hierarchies and the related coverage model, such as the movement of sales people, product hierarchies, sales overlays, and key account assignments.
By enabling collaboration and quota management between sales leaders and sales teams, you can deploy sales quotas that map to historical sales performance, market opportunity, and account segmentations.
Gain alignment between Sales and Finance with top-down revenue expectations and bottom-up quota targets, making any necessary adjustments throughout the year in real time.


What's new
Account Segmentation and Scoring results flow into Territory and Quota Planning
  • Seamless data integration between the Account Segmentation and Scoring and the Territory and Quota Planning apps allows you leverage account segments when defining sales territories and setting sales quotas
  • Align account segments and score rankings with corporate objectives and sales strategy
  • Map account segments to analyze market opportunity in each sales territory design and revenue potential to influence quota setting with data
  • Define sales territories based on intelligent account segments with multiple dimensions
  • Disseminate sales quota targets based on account segmentation and score rankings
  • Justify sales territory designs and quota targets by account segmentation and score ranking outputs
  • Utilize account segmentation and scoring results to better optimize sales territory mappings
  • Override account segments at the account level to balance sales territory and account assignments
Manage complex sales hierarchies
  • Manage complex sales hierarchies (e.g., geographies, accounts, customers, products, sales org., etc.) at any level of granularity
  • Maintain historical data through effective dating, versions, and audit tracking
  • Visually manage hierarchy changes through a drag-and-drop user interface
  • Aggregate or roll up sales data at any level in the hierarchy
  • View data at any level in the hierarchy and include/exclude specific levels
Configure sales territory definition and assignments rules
  • Configure sales territory definitions and assignment rules to meet unique business requirements
  • No coding rules
  • Easy-to-use rules builder using Excel-like formulas and syntax
  • Maintain history of territory definitions and assignment rules through effective dating, versions, and audit tracking
Maintain historical information through effective dating
  • Maintain history of territory definitions and assignment rules through effective dating, versions, and audit tracking
  • Maintain history of quota target assignments through effective dating, versions, and audit tracking
Alerts for territory coverage gaps and over/under-assignments
  • Visual alerts can be configured with specific thresholds to inform users about occurrences, such as territory coverage gaps, over/under-assigned sales quotas, or quota attainment risks
Manage sales territory overlays and overrides
  • Configure sales overlays where multiple sales people are assigned to a specific sales territory or account
  • Manually override territory assignments or quota targets to adjust or maintain on-off situations
Configurable approach for setting sales quotas
  • Configure approach for setting sales quotas to be top-down/bottom-up, bottom-up/top-down, or a combination thereof
Manage requests for sales quota adjustments or relief
  • Make adjustments to sales quotas due to competitive/economic disruptions or unanticipated poor product performance
  • Make adjustments to sales quotas due to request from a sales rep who is going on leave or some other event that makes them unable to meet their sales target
Disseminate sales quotas in alignment with revenue plan
  • Align sales quotas targets with revenue plan to ensure that the numbers reconcile
  • Adjust sales quota targets when revenue plan changes; adjust revenue plan when sales quota targets change
Set intelligent sales quotas
  • Set intelligent sales quotas based on market opportunity, historical sales performance, and territory potential using account segmentation, third-party sales data, historical sales data, and sales territory data
  • Justify sales quota targets with sales team, using data-driven insight to identify market opportunities and territory potential
Monitor sales attainment
  • Monitor sales quota attainment across the sales organization at any level of granularity
Audit tracking of changes
  • Comprehensive audit tracking right down to the individual cell level, allowing you to view what, when, and who changed data in the system
Data integration (import and export)
  • Data integration with any upstream system using pre-built connectors (e.g.,CRM, ERP, HRIS, BI, etc.)
  • Leverage well-documented APIs for data integration
  • Built on one common platform to enable integration across all applications in the business
  • Import data into the system using CSV and text file format
  • Export data into Excel® or a PDF
Dashboards, reporting, and analytics
  • Built-in dashboard, reporting, and analytics capabilities with data visualization components (e.g., charts, graphs, maps, etc.)
  • Dashboards and reports are updated immediately
  • Analyze territory definitions, territory coverage, quota attainment levels, and other sales performance metrics to make better decisions with actionable insights
Data set extensions through list properties
  • Using list properties, extend data fields that were not included in the import process
  • Use extended list properties to configure sales territory rules, view in reports, or building formulas
Role-based security
  • Single, continuously monitored multi-tenant cloud platform and infrastructure
  • Role-based security and user management
  • Single sign-on
  • Auditing of changes, including data and metadata
  • Data segregation, no commingling
  • Disaster recovery and full data inscription
  • Ongoing testing and auditing of security and privacy
  • ISO 27k certified and/or SOC-audited facilities
Cloud solution
  • Reduce IT costs and resources by leveraging a territory and quota application that was purposely built for the cloud with reliability, security, and compliance in mind (i.e., not an on-premise solution moved to the cloud)

What's new

November 12, 2014
  • Top-down goal setting, cascading down to account and product level detail
  • Apply advanced analytics to your sales plan at the account, product, and rep levels
  • Data-driven sales capacity planning allows you to intelligently determine rep capacity
  • Scenario-based capacity ramping ensures new sales reps are building their capacity on the right trajectory
  • Real-time coverage visibility and analysis
  • Management reports and KPIs
  • Ensure alignment throughout the whole organization
  • Manage structural changes without IT dependencies
June 4, 2016
  • Improved performance and model size reduction.
  • New territory creation method.
  • New bottom-up vs top-down target analysis and process.

Terms and conditions


Application Terms and Conditions: BY CLICKING TO PROCEED WITH DOWNLOAD OF THE APPLICATION, YOU ACKNOWLEDGE THAT THE TERMS BELOW SHALL GOVERN YOUR ACCESS AND USE OF THE APPLICATION. IF YOU DO NOT WISH TO BE BOUND BY THESE TERMS, DO NOT CLICK TO PROCEED. THIS APPLICATION IS NOT PROVIDED BY ANAPLAN, INC. AND THESE TERMS ARE NOT OFFERED BY ANAPLAN UNLESS ANAPLAN IS NAMED AS THE PROVIDER ON THE DOWNLOAD PAGE. USE OF THIS APPLICATION REQUIRES A VALID SUBSCRIPTION TO THE ANAPLAN HOSTED SERVICE, WHICH IS ONLY AVAILABLE THROUGH A SEPARATE AGREEMENT BETWEEN YOU AND ANAPLAN. Application Provider. The application named on the download page of the Anaplan App Hub (the “Application”) is provided by the party named on the download page (the “Application Provider”). Anaplan, Inc. (“Anaplan”) is not the Application Provider unless named as such on the download page. Terms and Conditions. This agreement (the “Terms”) contains the terms and conditions governing your use of the Application unless you have separately agreed to other terms with the Application Provider. These Terms are entered into solely between you and the Application Provider and shall become effective upon your download, access or use of the Application. Anaplan is not a party to these Terms unless it is the Application Provider. Grant of Rights; Anaplan Agreement. The Application Provider hereby grants you the nonexclusive, nontransferrable, nonsublicensable right to use the Application solely in connection with your authorized use of the Anaplan hosted service (the “Anaplan Service”). Your right to use the Application does not include the right to use the Anaplan Service, which requires a separate agreement between you and Anaplan (an “Anaplan Agreement”). You are not permitted to copy or redistribute the Application, but you may load the Application into your instance of the Anaplan Service and modify the Application in connection with your permitted use of the Anaplan Service. Evaluation and Production Use. Your right to access and use the Application is provided on a temporary basis and is limited to evaluation use for a thirty (30) day period beginning on the date of download (“Evaluation Period”). If your subscription under the Anaplan Agreement includes the right to use the Anaplan Service for the use cases covered by the Application, then you may use the Application for production purposes after the Evaluation Period, or earlier if the Application Provider agrees. If you do not have an Anaplan Agreement that includes your right to use the Anaplan Service for the use cases covered by the Application, then your right to access and use the Application will automatically terminate at the end of the Evaluation Period without notice from the Application Provider or Anaplan. Reservation of Rights. The Application contains valuable intellectual property rights of the Application Provider and you are not permitted to use or exploit such intellectual property rights except as explicitly permitted in these Terms. The Application Provider reserves all right, title and interest in the Application except for the rights explicitly granted to you in these Terms. Your right to use the Application will terminate immediately upon any breach of these Terms by you, or upon the termination or expiration of your Anaplan Agreement. Either party may terminate these Terms at any time in its discretion by providing the other party with notice, at which time your right to access and use the Application will terminate immediately.

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