🌊 SALT

SALT Territory License Tracker

This is the locked, official record of who owns which market as of the current territory plan — and a sandbox for testing reassignment ideas or adding hypothetical new reps without touching the official record. Any change you make below is exploratory until you say otherwise; use "Reset to Locked Plan" to snap back. Counts reflect distinct licensed entities (sales prospects — a company with many storefronts is still one account), not retail locations, where verified. See Data Notes at the bottom for verification status by state.

🐚 Playground: add a hypothetical team member — Resets on reload — this is for scenario testing, not the official roster.

Territory Rules of Engagement

Locked in as of this update — governs how markets are owned, kept, retired, and transitioned.

Ownership & Reassignment

SALT owns the territory and every lead in it — reps are stewards of a market, not owners of it. The company can reassign any state at any time, for any reason: license changes, business needs, headcount changes, or performance. Reassignments will be communicated in writing with an effective date; the 45-day rule below is the standard transition window whenever a market moves.

What Keeps a Market With a Rep

To keep the markets they hold, a rep needs to show, quarter over quarter:

  • Increasing market share in the states they own (tracked against this board).
  • Activity and pipeline that reflect adequate coverage across all assigned markets — not just their top 2–3 states. (Coverage standard to be finalized: e.g. logged activity in every assigned state within each rolling 90 days, pipeline present in a defined share of assigned states each quarter.)

New or newly-expanded reps get a ramp period (recommended: first 90 days) evaluated on activity and coverage only — market-share growth isn't expected until a market has had time to build.

45-Day Pipeline Wind-Down

When a market moves off a rep, they have 45 days from the effective date to keep working anything already in their pipeline there. After 45 days, keeping a specific deal past the window requires a written case showing all of the following:

  • Full monday.com compliance — deal fully logged, stages and fields current.
  • Recent activity and responsiveness from the prospect (documented, not assumed).
  • Material proof the deal is progressing — e.g. next steps already on the calendar, or an explicit blocker like "waiting on a contract to end."
  • A concrete close date the rep is requesting to keep the deal until.

Additional SOPs to Reduce Friction

  • Existing customers are untouched. This process governs pipeline and prospects only — signed, active customers stay with the rep who closed them regardless of market reassignment.
  • Quarterly review cadence. Outside of urgent licensing/compliance changes, reassignments are reviewed and communicated on a quarterly cycle so reps always know when the next review is coming — no surprise mid-quarter changes.
  • One channel for exception requests. All "case to keep a deal" requests go through a single, written channel (e.g. a monday.com request) with a committed turnaround (recommended: 5 business days) so reps aren't left waiting.
  • No cross-territory work. Reps don't prospect or work leads in markets they don't own without prior approval — keeps teammates from stepping on each other.
  • Commission continuity on transfers. Confirm with finance/comp plan how credit is handled if a deal transfers mid-pipeline due to reassignment (e.g. does the original rep keep commission if it closes within their approved case window) — this is the detail most likely to cause friction if left undefined.
Items under "Additional SOPs" are suggested based on common friction points in territory changes — confirm coverage-metric thresholds and commission handling with finance/leadership before treating them as final.

All 35 blueprint markets

State Blueprint Region Market Type Licenses Assigned To

Total licenses by owner