Balance on addressable opportunity within a capacity ceiling. Count the companies in each territory that fit your ideal customer profile whether or not you sell to them today, multiply by realistic annual spend for that segment, and compare the result against current revenue to get share captured. Divide total opportunity by rep count for an average and aim for every territory to land within about 20% of it. Set a capacity ceiling first, since in long-cycle B2B one salesperson can genuinely maintain roughly 25 to 40 active accounts plus a prospecting list.