How to implement Enterprise Territory Management in Salesforce?

Enterprise Territory Management 2.0

Introduction

1. Territory management is an account-sharing system that grants access to accounts based on the characteristics of the accounts. It enables your company to structure your Salesforce data and users the same way you structure your sales territories.
2. With Territory management businesses are able to increase overall revenue by ensuring that all market segments are covered.
3. With sales territories, it’s easy to keep track of which reps are assigned to which accounts and opportunities. If you manage territories effectively, you’re allocating resources efficiently, so you’re more likely to maximize sales and profits.
4. TM encourages healthy competition within your team. For example, which territory will meet its quota first this quarter: Northeast or Southeast or APAC OR EMEA OR AMER?

With Territory Management

1. Salesforce admins can set up and test territory models before implementing them.
2. It’s easy to make assignments between territories, accounts, and opportunities.
3. Reports help teams organize for optimal coverage and assess territory effectiveness.
4. If you use Collaborative Forecasts, you can forecast by territory.

Enterprise Territory Management terms

1. Territory – groups of accounts and the sales reps who work with those accounts
2. Territory type – Helps you group territories according to a common denominator such as named accounts versus geographic territories. Every territory you create has a territory type.
3. Territory type priority – Helps you choose the appropriate territory type for territories you create or edit
4. Territory model – Represents a complete territory management system for your company. Modeling lets you create and preview multiple territory structures and different account and user assignments before you activate the model that works best
5. Territory hierarchy – Shows a model’s territory structure and serves as its main interaction point. You start from the hierarchy to create, edit and delete territories
6. Territory model state- Indicates whether a territory is in the planning stage, in active use, or archived. You can have only one active territory model at a time, but you can create and maintain multiple models in planning or archived state to use for additional modeling or reference

Part 1

Part 2