Sales Territory Reassignment
Design a revenue-operations workflow for moving accounts between territories while protecting active relationships and credit rules.
The brief
Understand the problem
Background
Territory changes affect account ownership, opportunity credit, tasks, forecasts, support relationships, and compensation. A bulk reassignment based only on geography can disrupt live deals or double-count revenue.
User context
Revenue operations lead Simone is dividing one national territory into east and west regions next quarter. Twenty-six active opportunities require individual ownership decisions before the new structure takes effect.
Product problem
Operators need to model the proposed territory rules, expose exceptions, coordinate approvals, and execute changes at a controlled time.
Objective
Create rule setup, account simulation, exception resolution, approval, and scheduled reassignment for a territory redesign.
What to design
Define the experience
Required experience
- Define future territory rules and effective date
- Simulate account and opportunity movement
- Resolve strategic-account and active-deal exceptions
- Approve, schedule, and verify the reassignment
Screens and states
- Territory rule setup
- Movement simulation
- Exception workspace
- Execution report
Core user flow
Follow the critical path
- 01
Simone defines east and west postal-code rules for next quarter
- 02
The simulation shows account counts, pipeline value, and owner changes
- 03
She keeps active late-stage opportunities with current owners through close
- 04
Sales leadership approves and the scheduled job reports each completed or failed move
Product rules
Requirements and constraints
Requirements
- Version current and future territory rules separately
- Show account count, pipeline, forecast, owner, and compensation impact
- Support per-account exceptions with reason and expiry
- Produce approval history, scheduled execution, and item-level outcomes
Constraints
- Active commission rules cannot be overwritten silently
- The effective date must respect closed reporting periods
- Administrators can reassign only authorized regions
Reality check
States worth considering
Ready-to-use content
Mock data
Use this content to test hierarchy and realistic data states. You can expand it when the concept needs more depth.
Simulation summary
- 1,284 accounts move
- $18.6M open pipeline affected
- 26 active-deal exceptions
- 14 owner changes pending approval
Finish line
What to deliver
- Four desktop screens with simulation, exception, and partial-failure states
Optional direction
Visual resources
Use these as a starting constraint if you want one. They are not part of the required solution.
Libre Baskerville & Source Sans Pro
Clear interface writing gives people the confidence to understand what changed and decide what to do next.
Libre Baskerville & Source Sans Pro
Clear interface writing gives people the confidence to understand what changed and decide what to do next.