- Territory management is an account-sharing system that grants access to accounts based on the characteristics of the accounts.
- Particularly if your organization has a private sharing model, you may need to grant users access to accounts based on criteria such as postal code, industry, revenue, or a custom field that is relevant to your business.
- You may also need to generate forecasts for these diverse categories of accounts. Territory management solves these business needs and provides a powerful solution for structuring your users, accounts, and their associated contacts, opportunities, and cases.
- It helps right sales rep is assigned to the right customers.
Key Benefits:
- To improve sales coverage and reduce overlap
- To align sales teams with market potential
- To scale operations as business grows
- To analyze performance by territory
- To adapt to changes like mergers, product shifts or expansion
Note: Territory management only
affects accounts and the standard objects that have a master-detail
relationship to accounts. For example, opportunities are included in territory
management but leads are not.
Territory
- Collection of accounts and users where the users have at least read access to the accounts, regardless of who owns the account.
- By configuring territory settings, users in a territory can be granted read, read/write, or owner-like access (that is, the ability to view, edit, transfer, and delete records) to the accounts in that territory. Both accounts and users can exist in multiple territories. You can manually add accounts to territories, or you can define account assignment rules that assign accounts to territories for you.
Territory Hierarchy
- Territories exist in a hierarchy that you can set up with as many nested levels as you wish. For example, you could create a top-level territory named “Worldwide Sales” that has the child territories “North America,” “Europe/Middle East,” “Latin America,” “Africa,” and “Asia/Australia.” “North America” might have the child territories “Canada” and “United States.“ “United States” might have the child territories “Western,” “Central,” “Southern,” and “Eastern.” Finally, “Western” might have the child territories “California,” “Oregon,” “Washington,” “Nevada,” “Arizona,” and “Utah.”
- Territory hierarchies do not have to be focused on geography; they can be defined however you like.
Territories' Effect on Forecasting:
- When you enable territory management for your organization, the territory hierarchy also becomes the forecast hierarchy
- Your forecast data is derived from the opportunities that are associated with the accounts in your territories. Users have a different forecast for each territory to which they are assigned. For example, if you are assigned to both “California” and “Arizona,” you have a separate forecast for the opportunities you have in each of these territories.
