Number-to-Territory

A run starts when leadership sets a number and somebody has to make it addressable. The processes here segment the market into territories, model what each one can carry, assign accounts, set quotas that add up to more than the number, write the rules for what happens when an account moves or a seller leaves, and publish the carve so everybody can see their own. A carve is a promise about coverage rather than an aspiration, because a territory nobody can work is a gap the forecast will find three quarters later. What a seller does inside their territory is sales.