Salesforce Enterprise Territory Management gives salespeople access to clients based on zip code, industry, revenue, or a custom parameter. It improves the original Territory Management functionality and provides territory models, territory types, and territory model states as part of the Salesforce platform. Multiple territorial structures and tactics may be constructed and tested using these components before activating and executing the one that works best.
Enterprise Territory Management Salesforce also makes charting territory, accounts, and possibilities a lot easier. Custom reports help organize the territorial model for optimal coverage, as well as the evaluation and modification of the model.
The team can utilize Chatter to collaborate on the territorial model’s design and construction. Forecasts can also be determined by territory when utilizing collaborative forecasting.
In Enterprise Territory Management, accounts, as well as the opportunities and cases associated with them, are assigned to one or more Salesforce users based on sales areas.
The structure is similar to the Salesforce role hierarchy, with the exception that visibility, authority to edit, and so on are not related to a position like “manager” and the subordinate “clerk,” but (mostly) to the territory hierarchy assignment.
An account can be allocated to many regions regardless of their hierarchical status. Similarly, a user can be allocated to multiple areas, making Enterprise Territory Management a very versatile authorization solution (comparable to authorization sets).
Why Salesforce Enterprise Territory Management?
Territory management has the potential to improve sales team morale, enhance sales, expand the customer base, and foster team togetherness.
It is crucial to build a well-balanced sales territory. Two things can happen when a sales territory is imbalanced; When a region is underserved, the sales team or vendor is few and far between, resulting in sub-optimal activity levels.
Because they are overburdened, territory managers follow up on too few leads, identify too few prospects, and spend too little time with clients. Customers will go to the competitors, resulting in a loss of sales.
When the sales team has too little work and too many team members handling a limited region, it is referred to as overserving an area. This raises total expenses and pricing, resulting in fewer sales. In addition, valuable resources are not utilized in more vital areas. This might lead to shortages in other regions.
Unbalanced regions can lead to a variety of issues. Unfair revenue potential distribution among salespeople, lopsided remuneration among salespeople, and salespeople departing the business to achieve better balance and compensation elsewhere are just a few examples.
Forecasting sales potential is one of the things you can do to build strong sales territories. This helps in the identification of sales targets where limited resources should be allocated. Forecasting considers the number of potential customers in each area as well as their combined (and individual) purchasing power.
Territorial management is critical because territorial imbalances may lead to a variety of issues. Enterprise Territory Management Salesforce is utilized for three primary reasons:
- Customization broadens the market and improves customer service. This results in increased revenue and customer utility.
- It boosts the team’s excitement and motivation. It is ideal for efficient performance assessment and decreases staff turnover while also providing the opportunity for a reward for hard work.
- The use of zoning improves control. It can provide team incentives and enhance cost distribution across territories.
Components of Salesforce Enterprise Territory Management
Mentioned below are the components that make up the Enterprise Territory Management Salesforce:
Account groups, and sales professionals that deal with those accounts are organized by Territory. Territory types are used to build regions.
2) Territory Type
This allows you to organize areas by a common denominator, such as core vs. overlay employees or named accounts vs. geographic regions. A region type is assigned to each newly established region.
The only purpose of territory type is to organize and create territories. In territorial model hierarchies, they are not visible.
3) Territory Type Priority
Helps in picking the right territory type for newly created or changed territory; a custom priority scheme may be built here.
For example, 001 might denote the greatest or lowest priority of a region type. It is critical to determine the scheme scales when new area types are introduced.
4) Territory Model
A company’s comprehensive territory management system. Multiple territorial structures and various account and user mappings can be developed and previewed using the model builder before activating the model that is judged ideal.
The amount of territory models that may be developed in both production and sandbox is determined by the Salesforce edition.
5) Territory Hierarchy
Displays a model’s region structure and is used to interact with it. Creating, updating, and removing regions all begin with the hierarchy. It is also possible to use the hierarchy to execute region mapping rules and look at more information on region detail pages.
The hierarchy can also be used to assign regions to opportunities, archive or activate models, and implement model-level assignment rules. Furthermore, the territory hierarchy in the active territory model determines the forecast hierarchy for territory forecasts.
6) Territory Model Status
Indicates whether a territory is in the planning stage, is in use or has been archived. You can only have one active territorial model at a time, but you may construct and preserve numerous models in the planning or archived phases for later use or as a reference. The active territory model is used to forecast regions.
Features of Salesforce Enterprise Territory Management
1) Assigning a Territory to a Prospect
To allocate territories to a prospect, utilization of the territory management function is mandatory. This procedure can also be automated, with the Filter-Based Opportunity Territory Assignment functionality, allowing users to allocate a territory to several opportunities at once.
2) To cooperate on territorial models, use Chatter
By enabling Chatter feed monitoring for territorial models, you can engage with team members on model development directly on the model records. When a model’s status or key fields are altered, the team can publish and react to various comments, get notifications, and attach files.
3) View predictions for specific locations
Forecast amounts can be generated by assigning forecast managers to a territory. Though you require monthly predictions for a certain region, for example, you may assign a forecast manager to the territory even if no one is managing it.
4) Territorial Reports
Data may be examined to provide relevant information, such as accounts assigned to territories, users assigned to territories, and account fields aggregated by territory.
Benefits of Salesforce Enterprise Territory Management
Salesforce Enterprise Territory Management is a cloud service that allows corporate executives authority over all areas of an organization to engage with customers, including marketing, sales, commerce, and customer support.
Users can also quickly and independently construct apps for themselves or clients using the platform. Various territory models can be built upon the Salesforce platform for testing purposes before being deployed in the business hierarchy.
Developers match access rights to zip codes, industries, turnover, and other user-defined parameters. The system sends information to the teams regularly to examine the work in various locations.
Enterprise Territory Management Salesforce creates forecasts for the different territories, based on which one can see how much revenue is generated locally.
To consider the individual characteristics of a company, those responsible can adapt the forecasting methods. The periods of the forecasts are also variable; sales analysis can be prepared monthly or quarterly.
2) Rule Management
It may make sense to integrate new sites in the territory management system if your firm expands and opens new facilities in other areas. It is not essential to completely reconstruct the regions.
The new locations are simple to include in existing hierarchies: For example, within Territory Management, the new location might be assigned to the existing territory and is then subject to the access authorizations set there.
When designing new items in Territory Management, this functional approach saves developers a lot of time.
3) Setting Up Locks
Certain functions and data sets in Territory Management must be locked in particular tasks.
Companies that split an area with a large number of consumers restrict the access authorizations of those in charge in the following ways: They can only alter the hierarchy for the territory given to them after that.
Adding, removing, or changing rules, as well as setting up access rights, can all be banned.
Salesforce Enterprise Territory Management allows those in charge to construct location-based hierarchies. On the one hand, this makes it easy to see which staff at different locations have particular duties. Those in charge, on the other hand, look at how much money each site brings in. Developers may test how the newly constructed corporate hierarchy affects business operations in advance.
Users can have a complete overview of the activities being done at many corporate sites using Enterprise Territory Management Salesforce. This allows regional teams to be compared to one another, making it easier to spot and fix inefficient business processes. Because the new structure promotes internal rivalry, the system also enhances staff motivation, resulting in increased sales and profitability.
Frequently Asked Questions:
Users can construct distinct job hierarchies in Salesforce Enterprise Territory Management. Employees are assigned to certain departments: This enables the creation of distinct hierarchies at different sites. Salesforce Enterprise Territory Management makes it easy to provide rights to multiple sales territories in Salesforce.
If a company has many sites, the geographical distribution of access authorizations is helpful. The spatial segmentation of distinct accounts gives a clearer perspective of obligations in sales. If a company has many sites, the geographical distribution of access authorizations is helpful.
The construction of distinct hierarchies for different firm locations, a clearer overview of tasks, profit and sales predictions for multiple locations, or a growth in sales and profits are all important purposes of Enterprise Territory Management Salesforce.
Before going live, Salesforce admins can create and test territory models. The assignment of areas, accounts, and opportunities is straightforward. Reports help teams in planning optimal coverage and evaluating area effectiveness. Forecasts may also be created by region using Collaborative Forecasts.