Salesforce Features
Territory Management
Complex Territory Management Made Easy
- Efficiently manage complex territory structures
- Use rules to quickly assign accounts or transfer territories
- Forecast revenue and perform analysis based on your territory structure
Territory management just got easier for sales managers. With Winter ’07, managers can create, manage, and report on more complex sales organizations and territory structures, including 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, Documentation, & Best Practices
- Release Notes (PDF)
- Implementation Guide (PDF)
- Tip Sheet for Using Territory Management (PDF)
- Dreamforce Presentation: Territory Management Made Simple (Video, PDF, PPT)
Feature Details
- Territory Hierarchies: You can set up multilevel territorial hierarchies for your organization. A graphical 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 ’07 supports these organizational needs with robust and easy-to-use territory structures that can match any company’s territory arrangement.
- Rule-Based Account Assignment: Multiple criteria and overrides are available in setting up rules to assign accounts to the appropriate territory.
- Transferring Account Ownership:In many organizations, salespeople often change territories, prompting the need to change account or opportunity ownership. With Winter ’07, you can easily change territories and override territory assignment so sales reps can retain ownership of old accounts after changing territories.
- Integrated Forecasting: The Winter ’07 release integrates customizable forecasting with territory management so that you can forecast revenue based on territory structure and opportunity ownership.
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