2026-06-18 · 5 min read
Territory planning checklist for field service CEOs
Expansion is expensive to unwind. This checklist helps leadership validate a patch before committing field resources.
1. Which suburbs rank highest — and why?
Demand score alone is not enough. Document climate or solar fit, commercial segment mix, competitor density, and existing customer concentration.
2. What is drive time from depot?
A high-scoring suburb beyond your service radius burns margin. Model max drive minutes before territory selection.
3. How many target accounts are in the patch?
Count commercial pins by segment inside selected SA2s. This becomes the rep call list and assignment board scope.
4. What is expected pipeline?
Apply your conversion rate and average job value to in-territory households and commercial accounts. MapOps territory ROI uses your assumptions.
5. Who owns which accounts?
Assign before reps hit the field — lasso assign on the map beats round-robin in CRM for geographic teams.
6. What does the 90-day trial measure?
Define contacted, meetings, and won thresholds before day zero. Track in the team scorecard, not a slide deck.
7. What do reps show prospects?
Prepare proof pages or local context for the top segments in the patch — generic decks underperform in regional sales.
8. What is the day-90 decision?
Expand, hold, or retreat based on scorecard data and ROI — not anecdote from one good week.