Salesforce Territory Management: Overview, Features, Pros & Cons

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If being territorial can help your business, why not adopt it? 

Well, just the way being territorial can help you have a clear vision of the team’s work, it can also make your business processes more efficient. 

However, do you wonder how to adapt this into your business process? In that case, we are here to help you with the most effective solutions.

 Salesforce Territory Management is the right tool to help your business and make the overall process effective.   

Salesforce Territory Management is the Answer for you. 

In other words, We can say that planning and establishing sales operations are among the foundation steps of any business. 

Sales territories help in managing the sales and controlling the core business process as well. If not planned suitably, it could affect the business profitability in the longer run. 

Traditionally, all these processes were done manually. 

However, as technology entered the sales lifecycle, better alternatives began to replace the manual approach in sales. 

Most organizations have complex mental standards using the best technology and CRMs to ensure territory development for the utmost excellence. 

With the help of Territory management, it becomes possible to share systems and give access to the accounts based on their characteristics, which makes it possible to structure the data for the companies.  

Let us talk more technically about Salesforce Territory management, related terms, key benefits and advantages offered.  

Salesforce Territory Management related terms

Salesforce Territory Management substantially adds to the overall revenue of businesses when all the market segments are covered. 

With a plan made thoughtfully and data-driven, it becomes easier to focus on growth and helps in scaling up as well.  

Here are important terms to be understood when we talk about Salesforce Territory Management. 

Let us dive deep into each of them, such that we have a better understanding: 

  • Territory
  • Territory Type
  • Territory Type Priority
  • Territory Model
  • Territory Hierarchy
  • Territory Model Star

Territory

It helps organize groups of the accounts and the sales reps for those who work with these accounts. 

These are created based on the territory types. 

Territory Type 

It helps in grouping territories based on a common denominator, such as core reps versus overlay, or named accounts versus geographic regions etc. 

Each of the Territories that is created has a specific territory type. One can use territory types to organize or create territories. These don’t appear on territory model hierarchies. 

Territory type priority

Helps in choosing the appropriate territory type for territories that are created or edited. 

One can create their priority scheme. It is important to ensure that your scheme can scale as and when more territory types are added. 

Territory Model

It represents a complete territory management system for a company. 

It helps one create and preview multiple territory structures and different accounts and user assignments before activating the model, which works the best. 

The Salesforce edition determines the total number of territory models one can create in production and sandbox. 

Territory Hierarchy

It shows a model’s territory structure, and it also serves as its main interaction point. 

One can begin from the Hierarchy to create, edit, and delete territories; running assignment rules for territories and navigating to territory detail pages is also possible for more information. 

The territory hierarchy in the active territory model determines the forecasts hierarchy for territory forecasts as well. 

Territory model state

It indicates whether a territory is in the planning stage, active use, or archived. 

One has only one active territory model at a time; however, it is possible to create and maintain multiple models in planning or archived states, which can be used for additional modelling or references. 

Territory forecasts are based on your active territory model. 

What are the key benefits of Salesforce Territory Management? 

Salesforce Territory Management offers certain key benefits to the users. Here is a list of the Salesforce Territory Management key benefits: 

  • Let’s the usage of account criteria to expand the private sharing model.  
  • It helps in the complex as well as frequently changed sales organization structures. 
  • Transferring users within territories becomes easier because of the option to retain opportunities. 
  • Can have Multiple forecasts per user; it depends on the territory membership. 
  • Can have territory-based sales reports. 

Advantages of Salesforce Territory Management 

Salesforce Territory Management plays a pivotal role in helping a business grow. 

And all this is owing to the number of benefits it has to offer to its users. 

Apart from helping in achieving targets, it helps the managers with additional resources, which in turn help in improving the business performance.  

The list of such benefits is long enough. Let us have a look at these: 

Adds to the Sales along with reduction of the cost involved in coverage and alignment of the territory 

Time plays a significant role in the salesperson of any sales organization who is working on selling products or services. 

This time ensures that the right product is sold to the right people and at the right place, adding profitability to the business. 

There are greater chances of seeing better results with the right territory alignment, be it for career satisfaction, balanced workloads, and more tremendous earning potential for the salespersons or even the organization. 

It further adds to increased sales, lower staff turnover, and sparks motivation among the employees. 

Organizations can even optimize the routes of the salesperson to add to the efficiency of the fuel expenses, decreasing the travel time & cost, and eventually adding up to the number of customers who are serving the sales team on the ground in real-time.  

Helps in the better, precise and faster measurement of performance with the help of Reports & Analytics 

With mapping software’s help, it becomes easier to report the performance with the reporting tools for territory data. 

And this option opens many benefits when the host has many such analytical tools to make the reporting more meaningful. 

With Salesforce Territory Management, it becomes easier to have plotted data on the map and the respective view of the performance to gauge better. 

There are options to help filter out, segment or even isolate specific data above or below a specified limit/ value. 

In case the business needs better results, the data can be made more specific with the addition of geographical and demographical data onto market insight or the insights on the sales team members. 

Additionally, the salesperson can individually access the data to have reports and measure/analyze their performances for specific targets that need to be achieved in terms of their business goals. 

Later on, the salespersons can share these reports with their managers or seniors as and when needed. 

Increased Productivity along with greater Customer Satisfaction 

Each of the interactions or even the conversation with any customer might impact the experience they have with your business, services, or even products. 

This turn affects customer satisfaction. Undeniably, with a better sales territory, the business could substantially cut travel costs and time; this would let the salesperson build better conversations and eventually better relationships with the customers. 

Hence, it could be said that with better customization, your business could work wonders when it comes to customer satisfaction.  

How to create Salesforce Territory Management? 

Let us have a quick look at the steps to create Territory Management right from the beginning: 

To Begin with  

  • Enter the Quick Find Box, go for Territory settings, and click on Enterprise Territory Management to start the setup process.  
  • After that, select the options for maximum restriction level and click Save.  

Create a Territory Type 

  • Now enter Territory settings in the Quick Find box and select Territory Types.  
  • Click on New, enter Named Accounts, and you can add accounts that are named for businesses or people for descriptions.  
  • Specify a priority of 100 such that you can add priorities above and below this one, as and when needed. 
  • Finally, click on Save

Create a Territory Model Record 

  • From the Setup, enter the territory in the Quick Find box, then select Territory Models.  
  • Enter the Current Fiscal Year for the label and description, enter the Territory model for the current fiscal year. 
  • Finally, click Save

Create a Territory 

  • From the Setup, go to Territory Models. You can locate it by Quick Find Box and then click it. 
  • Go to view Hierarchy. And click on Create Territory
  • Enter Label, Territory type, parent territory, description and all required fields with the relevant information.  
  • Finally, click on Save.  

I hope this quick hand-on is helpful for those of you who are just beginners. 

If you find these things do not make sense to you or your worthy team, it is advisable to outsource service from companies with expertise in it.  

Conclusion on Salesforce Territory Management 

When you think of comprehensive sales performance, Salesforce Territory Management significantly impacts it considering its innovation to the overall solution. 

It is believed to be a time-proven solution that has benefited many by now. 

Legacy systems adopted long back is past due to their cost, inefficiency, and several other reasons.   

For those who wish to have agile solutions and intuitive access to their sales data in real-time, nothing works as impressive as Salesforce Territory Management. 

It can also help you reduce risk by choosing a reliable, more innovative, and successful solution for managing the core business process.

 However, you are advised to do your research or even consult some experts to guide you with tailored solutions based on your business type and needs.  

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