Calculate Your Target Account List

This blueprint provides a clear, data-driven approach to determining how many target accounts your organization should pursue—and how to tier them effectively. It explains how factors like deal size, sales capacity, support resources, and sales complexity directly influence account volume. By applying simple calculations and tiering logic, GTM teams can align resource allocation with reality, avoid overloading reps, and maintain consistent execution across account-based motions.

Best For

• Revenue and GTM leaders designing or refining an account-based strategy

• CROs and founders balancing focus with growth capacity

• RevOps and GTM operations teams responsible for territory design and account planning

• Sales leaders managing rep workload and coverage models

• Account-based marketing teams aligning engagement volume with sales capacity

• Scaling SaaS companies transitioning between GTM models or deal sizes

Key Takeaways

• The right number of target accounts depends on deal size and GTM model, not ambition alone.

• Overloading reps with too many accounts reduces focus and deal quality.

• Tiering accounts clarifies where high-touch versus programmatic engagement belongs.

• Support roles increase account capacity and velocity when applied correctly.

• Sales complexity directly limits how many accounts a rep can realistically manage.

• Quarterly review keeps the list aligned with staffing and performance changes.