For companies running a sales teams, territory management is a crucial piece of the puzzle. Territory management can help boost sales, build morale, expand your customer base & and inspire competition. By definition, territory management is a customer grouping or geographic area over which a sales team or sales rep has responsibility over.
Assigning your sales reps or sales teams to specific territories is not always straightforward - and balance is usually key. It’s important to ensure that some areas are not over-serviced or under-serviced, leaving some sales reps with too much to do or too little. Also, you want to ensure sales potential is evenly distributed between territory coverage, so that compensation is a fair game.
Now that we know how important territory management is, it's important to know that Salesforce has a tool available to manage right within your CRM.
Salesforce's Enterprise Territory management in Sales Cloud, allows reps to gain access to account-based criteria such as postal code, industry, revenue numbers, or even a custom field.
Along with the criteria options:
· Admins/Consultants can prep and test territory models before implementation
· Easily make assignments based off territories, accounts, and/or opportunities
· Build reports off territory assignment to assess coverage effectiveness
· Forecast by Territory (with Collaborative Forecasts enabled)
· Build Territory hierarchies that reflect your organization's forecasting requirements & organizational chart
As is the case with most assignment processes, creating proper definitions and strong rule criteria can ensure the right records are going to the right territory. If you need help getting this implementation off the ground, we're here to help!