Territory Management

A territory is the division of your sales force structure by which customer accounts are grouped and shared with the salespeople of an organization.

Territories can be based on various factors such as geography, industry, product line, expected revenue, verticals, etc.

Territory Management is a system where accounts are grouped based on a defined set of conditions.

This makes for easy sharing of records among different sales teams in your company. It ensures proper and effective sales force usage to maximize sales opportunities, provide excellent customer service, and expand the existing customer relationships.

Key Benefits to Territory Management 

Avoid complex data-sharing structures - Organizations with complex sales structures can easily use territories to share records with users in different teams. It is also helpful to group records based on the account's characteristics rather than the ownership of the records.

Provide a more focused work environment - Distribution of customer accounts with territories help to create a more focused work environment that ensures better sales force engagement. It also increases the sales teams' efficiency by reducing travel time and increasing their expertise in that territory.

Forecast sales for each territory and set more clear goals - Create forecast targets for each territory a user belongs to; this will give a clear picture of the goals set for the different territories to help users stay focused.

Role vs. Territory

You can extend your data-sharing model in your CRM account with territories, allowing you to share records with various users on different teams easily.

This ensures your teams are focused on achieving the sales target set under the different time zones.

When to Use Territory Management 

Use Territory Management if you…

4. Have a complex sales process and need to often change users to different sales teams or territories.
5. Have a need to segment customer accounts based on the account characteristics rather than record ownership.
6. Want an easy-to-maintain process for the administrators to manage to share data among multiple users of different teams.
7. Require multiple forecast targets for users belonging to different sales territories.