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Sales Basics
Designing Territory Models

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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.

Required Editions

Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available in: Enterprise, Performance, Unlimited, and Developer Editions

Get an idea of what’s involved in planning and managing territories when you pair Territory Planning with Sales Territories. After you get your Territory Planning license, design a territory model and then publish it to Sales Territories. Here’s how.

Creating models in Salesforce Maps Territory Planning and publishing them to Enterprise Territory Management
High-Level Flow How It Helps Your Business
Get a license for Territory Planning

Plan strategic territories aligned with leadership goals on a map with consideration to:

  • Geographic location
  • Equitable distributions of work based on rep performance
  • Visualizations for identifying boundaries, trends, and business patterns
  • Economic conditions, leadership changes, and product offerings

If you don’t have a license, discuss your options with your Salesforce account executive.
Import data from Salesforce

Create models that include accounts, leads, and opportunities from Salesforce based on your datasets from Territory Planning. Reports and queries gather the Salesforce data that you specify for your planning efforts.

Import supplemental data from other sources using CSV files that contain metrics, product details, or other relevant business data that helps you plan with intention.
Create models in Territory Planning

Visualize how your optimized models:

  • Appear on a map
  • Compare with your other modeling scenarios
  • Result in balanced and equitable assignments
  • Contribute to your business’ sales goals

Import supplemental data into your scenarios from CSV files that contain any relevant business data that helps with your analysis.
Publish models to Sales Territories

Apply your model throughout your sales hierarchy. That way, you:

  • Ensure that each rep accesses and focuses on only their individual areas of responsibility
  • Fine-tune assignments using rules that you run periodically
  • Align your sales teams with your company’s leadership goals
 
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