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            Planning and Managing Territories

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            Planning and Managing Territories

            Establish territory models that give your sales teams the best coverage. Design models on a map by using Territory Planning, available as an add-on product. Then put your models into action by using Sales Territories. Continuous model optimizations help your company make the most of staffing, leadership, and economic changes.

            Required Editions

            Available in: Salesforce Classic for some features and Lightning Experience for all features
            Available in: Performance and Developer Editions and in Enterprise and Unlimited Editions with Sales
            • Bird’s-Eye View of Planning and Managing Territories
              Design territory models that align with leadership goals, promote equitable opportunities, and motivate sales teams by using Territory Planning. Then fine-tune account access and reflect leadership changes based on the hierarchy that you establish with Sales Territories.
            • Designing Territory Models
              Plan territory models on a map using Territory Planning, an add-on product that optimizes sales coverage and aligns teams with leadership goals. Assign records and users to territories based on rules and criteria that you establish. Or automate assignments using other methods that meet your requirements for distributing work equitably.
            • Managing Territories
              Keep sales reps focused on their individual areas of responsibility using territory models that you design in Territory Planning and then publish to Sales Territories. The model that you activate limits your reps’ access to only their assigned accounts, leads, and opportunities.
            • Optimizing Your Territory Model Continuously
              Account for staffing, leadership, and economic changes while you ensure the best coverage for your company’s accounts, leads, and opportunities. Optimize your model by fine-tuning assignment rules, redistributing work with consideration for skill levels and tenure, or balancing territories, all in Territory Planning. Publish your optimized model to Sales Territories, and then activate it when you’re ready.
             
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