Sub-function
Territory & Quota Planning
Owns territory work end to end inside Sales. Runs 3 lines across 20 stations, drains the repeatable share into the P2P tower, and holds 4 human gates.
Estate rating
BBB
69 / 100
Segmentation and capacity math are fully agentic. Quota is a compensation commitment to named people, so the final allocation carries a human signature.
Agents
9
Lines
3
Units / wk
135
Timetable vs actual
3.8d → 3.6d
Cost / unit
$986
was $3K
Run-rate saving
$12.2M
annualized at this volume
The 9 agents running this sub-function
Grouped by what they are for, not by where they sit. The agent org is process-shaped.
Territory Planning Orchestrator
Owns the territory & quota planning lane end to end. Sequences the other agents, holds the timetable, and decides what surfaces to a human.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
Account Segmentation Agent
Runs the repeatable portion of territory & quota planning inside the shared transaction spine at spine cost and spine controls.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
White Space Agent
Runs the repeatable portion of territory & quota planning inside the shared transaction spine at spine cost and spine controls.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
Capacity Model Agent
Executes the territory & quota planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
Quota Distribution Agent
Executes the territory & quota planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
Coverage Gap Agent
Executes the territory & quota planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Strategy when the unit falls outside the decision envelope or confidence drops below the floor.
Territory Design Agent
Authors positions on territory & quota planning. Frames the question, models the options, and writes a recommendation a human can ratify or reject.
ceiling A2 · escalates to Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Quota Policy Agent
Holds the rules that bind every other agent in territory & quota planning. Versions them, tests them against live decisions, and blocks work that breaches them.
ceiling A2 · escalates to Escalates on any decision that would breach a live policy version, with the clause cited.
Territory & Quota Planning Challenger Agent
Adversarial reviewer for territory & quota planning. Argues the opposite case on every position and flags where the evidence does not carry the claim.
ceiling A2 · escalates to Escalates when a ratified position is still running against a break condition it flagged.
Estate rating breakdown
Seven control dimensions. Judgment readiness runs against autonomy on purpose.
People
What the humans stopped doing, and what they do now.
Redeployed into data stewardship and evidence quality.
Lines running in this sub-function
Each line is a workflow. Click a line to walk it station by station.
Strategy positions this sub-function holds
An agent that only executes is a robot. These are the calls it made, the argument against each one, and what would prove it wrong.
Coverage Model Position
Rejectedv4What operating shape carries twice the current territory volume without adding headcount, and what breaks first if we are wrong?
Hold the ceiling at A2 for territory & quota planning. Segmentation and capacity math are fully agentic. Quota is a compensation commitment to named people, so the final allocation carries a human signature. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.
confidence
64%
The challenge — Territory & Quota Planning Challenger Agent
Territory & Quota Planning Challenger Agent argues the recommendation leans on 5 quarters of data from a period with no volume shock. The confidence band overlaps the alternative, and the position does not say what it would take to be wrong. Recorded as a dissent, not a block.
Break conditions
- ·Override rate rises above 11 percent for two consecutive months
- ·Cost per territory stops falling while volume keeps rising
- ·A control failure in this lane reaches a customer or a regulator
Evidence gaps
- ·No external comparator on a like-for-like unit definition
- ·Exception cases under $47k are sampled, not fully measured
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $232k run rate | Known and priced. Cedes ground if comparators move faster. | live |
| Raise the ceiling one level now | $934k to build controls | Override rate is 4 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $632k transition | Loses local context. Rework risk on the cases that are hardest to recover. | under review |
Territory & Quota Planning Operating Position
Rejectedv1Is the current cost per territory defensible against external comparators once inference spend is counted in full?
Keep the repeatable territory volume in the spine and pull the exception tail back into the function. The spine is cheaper per unit; the tail is where the context that prevents rework actually sits.
confidence
60%
The challenge — Territory & Quota Planning Challenger Agent
Territory & Quota Planning Challenger Agent argues the recommendation leans on 2 quarters of data from a period with no volume shock. The confidence band overlaps the alternative, and the position does not say what it would take to be wrong. Recorded as a dissent, not a block.
Break conditions
- ·Override rate rises above 13 percent for two consecutive months
- ·Cost per territory stops falling while volume keeps rising
- ·A comparator publishes a materially lower unit cost on a like-for-like basis
Evidence gaps
- ·No external comparator on a like-for-like unit definition
- ·Exception cases under $44k are sampled, not fully measured
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $468k run rate | Known and priced. Cedes ground if comparators move faster. | live |
| Raise the ceiling one level now | $1667k to build controls | Override rate is 10 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $641k transition | Loses local context. Rework risk on the cases that are hardest to recover. | under review |
Policy register
The rules the agents above are bound by. Version, owner, approver, and the agents each rule constrains.
| Ref | Rule | Scope | Owner agent | Approved by | Version | Status |
|---|---|---|---|---|---|---|
| SL1-POL-200 | Territory & Quota Planning Decision Envelope Agents in this lane may act without a human when the territory sits inside the stated value, risk and confidence envelope. Outside it, the unit holds at a gate with a named approver and a running clock. binds 5 agents · Global | envelope | Quota Policy Agent | VP Sales Strategy | v4.4 | Active |
| SL1-POL-201 | Territory & Quota Planning Evidence Standard Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. An action with no evidence record is treated as a control failure, not a fast decision. binds 5 agents · US · Canada | evidence | Quota Policy Agent | VP Sales Strategy | v2.4 | Active |