Territory Management (Limited Release)
With Winter ’06, territory management has never been easier for sales
managers. Customers can create, manage, and report on more complex
sales organizations and territory structures. Using this new
capability, managers can manage matrixed organizational structures that
are typically used for regional, industry, channel, or product overlay
groups. Within a territory, accounts are assigned to individuals based
on territory rules.
This feature is available in enterprise and unlimited edition.
Training and Documentation
Feature Details
- Territory Hierarchies: Sales managers can set up multilevel territorial hierarchies for their organizations. A graphical setup interface and rules inheritance within the hierarchy make setup quick and easy.
- Overlay and Matrix Territory Management: For many organizations, overlay sales reps and matrix reporting are required to support multiple product lines, customer segments, or other specialist functions. Winter ’06 supports these organizational needs with robust and easy-to-use territory structures that can match any company’s territory arrangement.
- Rule-Based Account Assignment: Customers can set up rules to assign accounts to the appropriate territory. Winter ’06 provides flexibility in defining rules based on multiple criteria including override capabilities.
- Transfer Support: In many sales organizations, salespeople often change territories, prompting the need to change account or opportunity ownership. With Winter ’06, it’s easy to change territories and override territory assignment so sales managers can retain ownership of old accounts after they change territories.
- Integrated Forecasting: The Winter ’06 release integrates customizable forecasting with territory management so a company can forecast revenue based on its own territory structure and opportunity ownership.
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