Territory Management

Dividing up sales territories effectively can be the difference between a happy and harmonious commercial operation that exceeds the needs of its customers and a situation where commercial teams are competing with each other at the expense of those customers. Modeling and managing sales territories can be complex and labor-intensive if all changes have to be made manually.

By the end of this chapter, you will understand why organizations divide their areas of commercial business into sales territories, and why they actively manage these. You will look at the information you need to gather to understand how your organization manages territories. You will then learn what Sales Cloud Enterprise Territory Management is, its capabilities, and when to use it. You will look at how to translate your business needs into a design, and finally, you will learn the steps to enable and set up Enterprise Territory Management. This will allow you to determine whether you should...