Territory Management in Salesforce

Territory Management maximizes productivity by improving sales through assigning specific sales territories to individual representatives.

It's easy to assign territories, accounts, and opportunities, and the reports help teams organize for optimal coverage and assess how effective each territory is.

A territory is a flexible grouping of accounts and users, ensuring that users have at least read access to these accounts, irrespective of account ownership. This feature is available only if territory management is enabled in your Salesforce org.

Territory management assigns a geographic area or customer group to a sales team or individual, based on factors like sales potential, history, geography, customer names, and competitive activities.

This approach helps Sales Managers increase productivity and efficiency by giving specific sales territories to representatives, ensuring that these territories are balanced and manageable for optimal use of time and resources.

Why do we need Territory Management?

• Maximize productivity.
• Improve sales by assigning sales territories to individual representatives.
• It's easy to make assignments between territories, accounts, and opportunities.
• Reports help teams organize for optimal coverage and assess territory effectiveness.

Elements of Territory Management

Territory - It assists in structuring groups of accounts and coordinating the sales representatives assigned to each of those accounts.

Territory Type - Helps you grow territories according to a common denominator.

Territory Type Priority - It assists you in selecting an appropriate territory type.

Territory Model - It represents the complete territory management model.

Territory Model State - Indicates whether or not a territory is in the planning stage.

How to enable Territory Management in Salesforce

• From Setup, enter Territories in the Quick Find box.

• Select the territory settings.
• Click Enable Enterprise Territory Management.

• From setup select 'Territory Type' for creating a new territory.
• Enter a label and a description. Click save.

Salesforce Territory Management significantly enhances sales performance, making investment in a proven and innovative solution highly beneficial. In contrast, legacy systems are often expensive to modify and tend to operate too slowly.

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