How to use territory management in Salesforce

Territory Management in Salesforce refers to the account sharing system that grants access to users depending on the criteria. Examples of criteria to use include revenue, industry, postal code, and others.

Benefits of Territory Management

Territory management has several benefits. It provides a powerful solution in case you need to structure your records. Its key benefits include the following:

  • Categorized sales reports
  • Multiple forecasts based on territory membership
  • Support for territory transfer
  • Support for changing sales structures
  • Capability to expand private sharing model

Territory, Definition: Simply put, a territory is a collection of users and accounts that have been granted access to accounts.

Enabling Territory Management and Best Practices

The first step is to request Territory Management. You do that by contacting your sales rep or alternatively you can use the Help & Training window and log a case.

The next step is to set Territory Management options on an organization wide level. When you enable Territory Management, you are setting your organization as the top of the entire territory hierarchy. Users will then be added to territories based on roles they play. A new territory is created with each role available in the forecast hierarchy.

Remember that you should only add territories if there is an available forecast manager. If you don’t, then that territory and its subordinates will not be added to your forecasts.

You should also use Territory management as a means of simplifying the role hierarchy’s sales branch. Remember that case sensitivity has an effect on performance. Note that operators on string fields are usually case sensitive.

Thus when defining your filter logic when working your assignment rule, make sure that the field is defined as a number field. For instance, instead of using account names, use account numbers instead.

Use the standard rules for lead assignment and don’t use a shared rule structure. If you want to automate your rule maintenance, then use Salesforce APIs.

Leave a Reply

Close Menu