Territory drift happens quietly. An AE keeps calling familiar accounts, leaves old opportunities open, and allows unreturned effort to crowd out better work. A short triage at the same time each week makes those tradeoffs visible before they become the quarter.
Do not review the territory to admire the data. Review it to reallocate effort.
Minutes 0–5: read the movement
Scan for new applications, funded volume, broker engagement, changed conditions, aging next steps, and unkept commitments. Look for movement and absence of movement—not just the size of the account or the number of activities logged.
Minutes 5–20: protect and advance
Identify the accounts that are producing or becoming more reciprocal. Protect the service and follow-through they have earned. For emerging accounts, choose the next evidence-producing move: a scenario review, a broker meeting, a test loan, or a specific operational introduction.
Minutes 20–30: pause, release, and schedule
Mark the accounts whose return no longer justifies their cost. Some need a different approach; some need a future review date; some should leave the active list. Put each decision and its next action in the CRM, then place the few important commitments onto the calendar before the review ends.