SmartPlan in Fullcast isn't just for setting up territories at the start of the year; it's a powerful engine for continuous, automated, and equitable sales alignment. This guide covers advanced use cases that drive efficiency and minimize disruption.
Overview
Review SmartPlan basics [4:15]
Minimize disruption during re-carves and new fiscal years [5:50]
Execute regular book refreshes using specific criteria [8:50]
Create and automate a book refresh cadence [12:18]
Add new territories through peel-and-grow or over carving strategies [15:30]
Implement automated processes to enhance efficiency [19:18]
1. Minimize Disruption During Re-carves
What it is: The process of re-carving territories while prioritizing the retention of existing, successful rep-account relationships.
Why it matters: When restructuring territories, blindly moving accounts can damage customer relationships and disrupt sales cycles. Minimizing disruption preserves valuable incumbent connections.
How it works:
You designate Minimize Disruption as the highest priority criterion in your Smart Plan balancing rules.
You define filter criteria to specify which accounts must be protected. For example, you can filter to only protect accounts where the Type equals Customer or accounts that have active open opportunities. This ensures disruption is limited to non-customer accounts or those with low engagement.
2. Execute Regular Book Refreshes
What it is: A periodic, proactive action to cycle accounts out of rep territories and replace them with new, high-propensity accounts to keep the book of business fresh.
Why it matters: Accounts can become disqualified, stagnant, or fall below minimum qualification standards over time. Book refreshes ensure every rep's book is focused on viable, high-potential accounts.
How it works:
You define a rule using filter criteria to specify which accounts should be removed from territories (such as accounts where the STATUS equals Disqualified).
These removed accounts are temporarily moved to an Unassigned holding node.
A complementary rule ensures territories that have dropped below a target account limit ( such as 50 accounts) automatically "top up" by drawing the best-fit accounts from the pool of currently Unassigned accounts.
3. Automate the Book Refresh Cadence
What it is: Leveraging SmartPlan's policies to automatically execute the book refresh process on a set schedule without requiring manual intervention.
Why it matters: Full automation removes the administrative burden from sales operations, ensuring that sales books are consistently maintained to a high standard, such as refreshed every quarter or month.
How it works:
Within the Plan's Rerun Rules settings, you enable automation to trigger based on data changes in your source system.
The criteria for triggering the rerun is tied to the accounts that need attention (for example, if an account's status changes to Disqualified or if it is currently in an Unassigned node).
You can set the resulting status to Proposed (allowing for review/approval) or Committed (skipping review for full automation).
4. Add New Territories via Peel-and-Grow
What it is: A strategy to add new territories or headcount by redistributing accounts from existing, high-performing books, ensuring the new book has an equitable mix of accounts.
Why it matters: When sales capacity needs to scale, Peel-and-Grow avoids creating weak "leftover" territories. It allows you to inject new headcount while maintaining balance across all territories.
How it works:
You simply increase the number of territories to build within the scenario's basic configuration (such as, from 5 to 6).
When you run the rules, SmartPlan redistributes the accounts across the new total of six territories, ensuring all balancing criteria (for example, equal Tier A accounts, balanced ARR) are met in the new structure.
You can assign a TBH (To Be Hired) placeholder with a projected start date to the new territory, allowing you to prepare the book before the rep is hired.
5. Implement Automated Processes to Enhance Efficiency
What it is: Fullcast has automations, called policies, that can leverage the territory structure you create with Smart Plan and automate rule-based processes.
Why it matters: You can easily manage routing new accounts, employees leaving the business, or holdouts while maintaining the logic of your Smart Plan and overall territory structure.
How it works:
Account Routing: This policy automatically assigns net new accounts to the appropriate territory or representative in real-time. You configure the Round Robin settings to distribute accounts evenly among the sales territories defined in your SmartPlan structure.
Terminate Employee: This policy automatically detects a user termination event, such as an inactive user status, and executes a predefined assignment plan. You configure the Assignment Actions to either reassign the representative's accounts to a replacement user, a manager, or a temporary TBH placeholder, ensuring no accounts are left uncovered.
Holdouts: This policy prevents existing open opportunities from immediately transferring to a new representative when the associated account is moved. You specify a Holdout period (for example, 60 or 90 days) during which the incumbent representative retains ownership of the opportunities, allowing them time to close the deal.
These automated policies run in the background, keeping your SmartPlan operational structure clean, efficient, and up-to-date with minimal manual effort.