Sales Features Supported by Territories

You use territories to support other areas in sales.

• Forecasting

  Sales Forecasting depends on having territories assigned to product items in opportunities. The forecast is then submitted and rolled up the management chain using the territory hierarchy.

• Quota Allocation

  You can distribute top-down quotas throughout your sales organization using the territory hierarchy. Use territory coverage and metrics to calculate quotas for sales resources based on current territory potential or past performance. This helps set more realistic and achievable quotas.

• Intelligent Product Picker

  The product list in opportunities or leads automatically applies filters to only show those products that are defined in the coverage of the salesperson's territory.

• Business Intelligence

  Use the territory hierarchy and territory team in reporting and analytics. The territory hierarchy can be a dimension to aggregate data in building reports and key performance indicators.