What is Sales Cloud Enterprise Territory Management?

Enterprise Territory Management (ETM) in Salesforce Sales Cloud, also referred to as Territory Management, is the capability designed to allocate Accounts to sales territories and individuals based on various criteria. The functionality allows you to specify types of territories, define your territories and their hierarchy in a model, and then automatically assign Accounts to territories based on rules. It provides the flexibility to assign Accounts to multiple territories and increases the flexibility in reporting with additional ways to filter data in both reports and Collaborative Forecasting.

As already mentioned in the What are sales territories? section, this capability is not explicitly designed to enable territory mapping. Salesforce does have a product to map territories, called Salesforce Maps or Territory Planning. We will not be looking at these in this book as it is not available in the Salesforce Enterprise edition...