Sales / RevOps
Territory Penetration
How much of a territory's available opportunity has actually been captured, customers won as a share of what is reachable.
The fork, why two teams get different numbers
The DENOMINATOR of "reachable." Total addressable market (TAM, every possible account), serviceable market (SAM, the ICP-fit subset), or the named-account list the territory was actually assigned?
In the Metric Library
- The full fork, both definitions worked all the way through
- The trap that makes the number lie, on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: Territory-planning / RevOps convention; TAM/SAM/SOM market-sizing framework (reference only)