Overview of Territory Management Features
Sales territories form the fundamental infrastructure of sales management because territories define the jurisdiction that salespeople and channel managers have over accounts, contacts, households, partners, and associated transactions.
Territories provide the rules for automatically assigning salespeople and other resources to accounts, contacts, households, partners, leads, and opportunity line items. The structural hierarchy of territories defines resource responsibilities and controls access to customer and sales data.
Summary of Features
Territory Management includes these key features:
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Use territories as the basis for forecasting, quota distribution, compensation, and analysis of sales performance. Forecasts roll up according to the territory hierarchy.
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Use territories to assign resources and secure access to accounts, contacts, households, partners, leads, and opportunities.
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Assign channel sales managers to partners and partner transactions within their territories.
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Define territories by logical boundaries called dimensions. Examples of these include address, industry, product, customer size, sales channel, and organization type.
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Define territories by selecting a list of specific accounts, contacts, households, or partners.
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Model territory realignments and perform what-if analyses to find optimal territory changes.
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Analyze metrics to understand the results of changes to the boundaries of each territory or to understand the ongoing performance of active territories.