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Sales Performance Management
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            Designing Strategic Territories

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            Designing Strategic Territories

            Meet and exceed sales and service goals when you adjust territory plans for the changing times in Territory Planning. Optimize territories for in-person and remote visits, and focus on key areas using heat and choropleth maps that you set up with relevant attributes.

            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
            • Aligning Territories to Reach Leadership’s Goals
              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.
            • Structure Territories Without a Map
              Carve territories faster in a table format instead of on a map with geographic data. Later, and if your teams rely on geographic boundaries, add the boundaries and continue carving on a map in Territory Planning.
            • Plan Territories for In-Person and Virtual Business
              Design territories that include a mix of contiguous and noncontiguous areas in Territory Planning. Give all your sales and service reps opportunities to meet customers in person and remotely when you limit assignments within an area. Indicate whether to assign more or fewer units or containers to an area relative to others within the focus.
            • Assigning Units Based on Rules and Criteria
              Ensure that your sales and service reps nurture accounts that fall within their areas of responsibility using assignment rules and criteria in Territory Planning.
            • Distributing Units Based on Your Company’s Metrics
              Determine the value of accounts and reveal potential opportunities when you create formulas to better evaluate and customize the makeup of your territories. Weigh and compare accounts based on metrics that align with business priorities in Territory Planning. Then, distribute units based on your metrics and formulas during optimization.
            • Designing Territories with Visualizations Using Overlays
              Discover areas of high and low concentrations on a heat map using attributes that matter to you. Differentiate and identify changes to boundaries when you compare them with another alignment’s and overlay other types of boundaries in Territory Planning.
             
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