Keep sales and service management aligned with leadership’s targets when you plan
territories from the top down in Territory Planning. Design territories based on your company’s
overall business strategies, starting with the largest areas in your territory model.
Required Editions
Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available in: Professional, Enterprise, Performance, Unlimited, and Developer Editions with Web Services API enabled
Create an Alignment for Top-Down Territory Models Build a territory model from the top down so that sales and service teams work toward meeting leadership targets for each top-level area in Territory Planning. For example, create an alignment that includes regions at the top. Then let each region owner branch into smaller areas, such as districts, states, and postal codes.
Establish Areas and Distribute Units in Top-Down Territory Models Structure your model so that subordinate areas support leadership goals within top-level areas in Territory Planning. Branch top-level areas into smaller ones, such as districts, states, and postal codes. Then distribute units in a way that gives you the best chances of meeting and exceeding leadership goals.
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