Do you want your sales team to track which rep is assigned to which accounts, as well as opportunities with sales territories? Territory Management helps you to take your organization to the next level by aligning your sales team to the various territories, geographies, and industries and get the most out of the available resources in a cost-effective way.
The more you manage the territories efficiently with the right kind of resource allocation, there is an increasing likelihood of maximizing your profit. Tracking the territories with spreadsheets and maps as done in the traditional system is not an efficient way of doing things. So, this is where Salesforce Territory Management plays an important role. It offers a perfect solution with no more headaches of spreadsheets.
What is Salesforce Territory Management?
Salesforce Territory Management is a tool that forms a part of the Sales Cloud. You can enable Salesforce Territory Management in the Developer, Performance editions, and Unlimited and Enterprise editions with Sales Cloud. To get the maximum revenue from your business, Salesforce Territory Management is enterprise-level software that enables you to model sales territories into structures that are logical and flexible to direct the right reps to the right customers.
It can allocate responsibilities to your sales reps and offers numerous benefits to meet your territory management needs. It can share accounts and also related cases and opportunities. And customizable forecasting helps your organization in sales forecasting and estimates the amount of revenue generated or the number of items sold.
Benefits of Salesforce Territory Management
Here are some of the benefits:
- Better cover multiple sales territories
- Reduce overall selling costs
- Improve customer service
- Enable admins to set up territory models, before even implementing
- Generate effectiveness reports to assess territories and organize for optimal coverage
- Accurately measure the performance of your sales team
- Assign easily between accounts, opportunities, and territories
- Get a territory-wise forecast with Collaborative Forecasts through integrations
Features of Salesforce Territory Management:
- Navigate Territory Models
- Run Rules with Territory Hierarchy
- Identify Resources
- Restrict Assignment Rule
- Avoid Excessive Rule Evaluation
- Navigate Territory Models
There are two options in Salesforce Territory Management - copy an existing model or use a new model. Copying the models help in the exploration of further options. It also enables you to find out what works best in terms of adopting new hierarchies, territory assignments, or assignment rules with the new model.
Run Rules with Territory Hierarchy
Territories exist in hierarchies and have many nested levels. You can run rules from every territory in the hierarchy. It is possible to run territory assignment rules based on the territory model to activate or archive the model. It is assumed that the territory management model feature can model your territory hierarchy to manage the assignments.
However, this feature offers an option for customers to meet the territory management requirements. The territory hierarchy for the active model helps to determine the forecast hierarchy meant for forecasting the territory. This helps to gather more information from the territory details page.
Identify Resources
Territory Roles are used to identify the user roles within the context of a territory. There are multiple roles in different territories. These roles help you to close deals by identifying the key resources such as collaborators and colleagues when assigned to users.
Restrict Assignment Rule and define Filter Criteria
It is possible to define an assignment rule once and apply it to multiple territories. One of the best practices is to define filter criteria on numeric fields to new assignment models, to reduce performance bottlenecks. While defining assignment rules, avoid using too many OR conditions restricting the assignment of too many accounts to a territory. Get better performance with restricted filter criteria ratios such as not to use more than 10,000 accounts for territory, which results in performance issues.
Avoid Additional Rule Evaluation
You can add parent territories to the territory hierarchy and use inherited rules to the child territories. It is possible to apply inherited assignment rules on the details page of the Assignment Rules for the child territories to build mutual exclusivity of the siblings at the same level. This way you can avoid evaluation of the branches in the hierarchy without any reason to do so and this enhances the performance.
Avoid Recalculation of Access Levels
It is best to start making changes at the lowest level of the hierarchy and then proceed upwards, one level after another. This allows the recalculation of the access levels for the contacts, cases, opportunities, and accounts within the context of the same territory. Moreover, this helps to reassign territories for other parent territories without hampering the performance.
Salesforce Territory Management 2.0
The first thing to do while implementing the Salesforce release on Territory Management (2.0), is to set up the territory model. To do so, assign the users to the various territories and then create/run rules which work at the lowest level of the hierarchy, say a geographical area. Next, activate the model and then generate reports to find the impact and make changes, if there is a necessity.
Salesforce Territory Management helps to build your sales territories into logical as well as flexible structures with models to connect the sales team to related accounts. Also, Salesforce now offers to create and preview structures and enables you to choose the best alternative. It also helps to create custom reports to measure the effectiveness of the territories.
Conclusion
Salesforce Territory Management helps to increase the revenue of your business with territories that cover all market segments within the constraints of limited budgets and resources.
It does not require the spreadsheets as in the traditional system by efficiently managing the territories, thereby increasing the probability of fetching the maximum profit. It can auto-assign territories to accounts, share the accounts and the corresponding opportunities and cases.
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