Territory Management - An Overview
Territory Management - An Overview
What is a Territory?
A territory is the demarcation of the sales force structure by which customers accounts are grouped and shared with the salespeople of an organisation. Territories can be based on various factors such as geography, industry, product line, the expected revenue, verticals, etc.
What is Territory Management?
When your business is spread across regions and you have multiple office divisions, departments and numerous products/services, it is not an easy task to assign customer accounts to sales teams without proper planning. In some cases, it is equally complex to provide access only to selective accounts, for individuals from different teams to work together for a common sales objective.
Territory Management is a system by which customer accounts are grouped based on a defined set of criteria. This makes for easy sharing of customer accounts among different sales teams in your company. It ensures proper and effective usage of the sales force to maximize sales opportunities, provide excellent customer service and expand the existing customer relationships.
Territory Management in the CRM
Users with Administrator profile can enable this feature.
- Avoid complex data-sharing structure - Organisations with complex sales structures can use territories to easily share records with users in different teams. It is also convenient to group records based on the account's characteristics rather than the individual ownership of the records.
- Provide a focused work environment - Distribution of customer accounts by using territories help in creating focused work environments that ensures better sales force engagement. It also increases the sales teams' efficiency by reducing the travel time and increasing the industry expertise.
- Get an accurate evaluation of the sales team's performance - Generate sales reports based on territories to evaluate and measure the efficiency of sales teams by territory. Also, get a better insight into the sales contribution of each territory.
- Forecast sales for each territory and set clear goals - Create separate forecast targets for each territory a user belongs to. This will give a clear picture of the goals set for the different territories for users to stay focused.
Related Articles
Decision Guide for Territory Management
Decision Guide for Territory Management Introduction Role vs Territory Before You Move to Territory Hierarchy Reasons to Use Territory Management! Your Decision Introduction Role vs Territory Before You Move to Territory Hierarchy Reasons to Use ...Consent Management
Consent Management Understanding Consent Management in the CRM Define Consent Settings Set Up Consent Form Add Consent Link in an Email Template View status of consent request Implement Consent Management for your Customers The CRM's consent ...Forecasts Based on Territory Hierarchy
Forecasts Based on Territory Hierarchy Forecast based on territory Configure the Organization's Forecast Settings Create Forecasts Based on Territory Hierarchy Set Targets for Sub Territory and its Users View Forecasts Forecast based on territory By ...Data Security Types - An Overview
Data Security Types - An Overview Managing the complexities of security administration is one of the growing concerns in any enterprise, especially those open to e-commerce or with large networks. In such demanding times, the availability of Security ...Marketing Automation - An Overview
Marketing Automation - An Overview As part of the marketing automation, the CRM provides Campaign management, Email marketing, and Web Forms (to generate leads, contacts, and cases) which are useful for integrating your organisation's sales and ...