Balance-Type Goals (Property Distributions)

Icon: ⚖️ Scale Color: Green background Purpose: Distributes accounts evenly across territories based on a metric

Balance-Type balancing goals align property values—like pipeline, ARR, or account counts—across territories. Each goal is configured around a property and a data type that controls the available options.

Numeric properties

Option	What it does	Business example
Condition (`sum`, `count`, or `bands`)	`sum` balances the total value of the metric (e.g., ARR). `count` equalizes how many unique records each rep carries. `bands` divides records into custom numeric buckets (1MM-5MM, 5MM - 100MM, 100MM - 1B).	Use `sum` to keep FY25 ARR within ±5% across enterprise regions. Use `count` to make sure each SMB rep owns ~150 accounts. Use `bands` to split accounts evenly within automatic or pre-defined integer buckets.
Target goal value	Sets the aspirational value per territory (automatically calculated when left blank).	Target $12M ARR per strategic territory so each region covers a similar book of business.
Minimum / maximum goal value	Strict bounds that the Balancing Engine should not cross.	Ensure no territory drops below $10M ARR even if tolerances allow broader swing.
Tolerance type & value (`absolute`, `percentage`, `range`)	Defines how much variation is acceptable. `absolute` and `percentage` apply a single cushion. `range` sets explicit min/max bands.	Allow ±$500K ARR swing (absolute) or ±7% variance (percentage) for mid-market teams. Use a 45–55 deal count range when headcount differences require extra flexibility.
Goal score multiplier	Weighs the goal’s importance relative to others (higher multiplier = stronger enforcement).	Boost ARR balancing to 3× when it matters more than meeting product-mix goals during annual planning.

Text and list properties

Option	What it does	Business example
Condition (`all values`, `equals`, `contains`, etc.)	Controls which values are included and whether they are grouped.	Use `contains` with “Healthcare” to ensure each vertical pod inherits a similar number of healthcare accounts.
Prioritized distribution	Choose equal vs. Prioritized splits when certain values should concentrate.	Prioritize “Tier 1” verticals in legacy enterprise territories while letting Tier 2 spread evenly elsewhere.

Boolean properties

Option	What it does	Business example
Condition (`true`, `false`, `both`)	Determines whether to spread TRUE values, FALSE values, or treat both sides.	Balance renewal-eligible accounts (TRUE) so each CSM handles a similar renewal volume this quarter.

Date properties

Option	What it does	Business example
Condition (`equals`, `before`, `after`, `within`, `date bands`)	Filters the records that feed the balance.	Balance opportunities closing within the next 90 days so pipeline risk is shared evenly.
Date bands (`week`, `month`, `quarter`, `half`, `year`) & band start	Roll dates into time buckets that can then be split evenly or exactly.	Break FY openings into quarters so each regional VP carries comparable launch volume by quarter start.

Shared options across standard goals

Apply to territories – Limit enforcement to specific reps or nodes when a goal is only relevant to part of the hierarchy. Perfect for running a pilot with one region before rolling out globally.
View only – Keep a goal visible in reporting without forcing the Balancing Engine to meet it. Handy when introducing a new KPI gradually.
Filters – Focus the goal on specific segments (e.g., industry = SaaS, segment = Commercial) before balancing.
Weight goal by rep – Allow selected reps to grow their books by a defined percentage while maintaining balance elsewhere (e.g., give top performers +10% headroom).