When to use Sales Cloud Territory Management

As part of your implementation, you need to decide whether you are going to use the Enterprise Territory Management functionality. It is important to note that just because your organization has sales territories it doesn’t automatically mean that you should implement Sales Cloud Enterprise Territory Management. You will still want to carry out an assessment of whether to use it. ETM provides much-needed functionality for organizations whose territories are complex or change regularly. However, if an organization’s requirements can be met by using the standard role hierarchy and reporting, you should just use that as enabling Territory Management will increase the complexity and maintenance required.

There are some key questions that will help you decide:

• Are you going to forecast in Sales Cloud?
• If yes, are you using Collaborative Forecasting and does it meet your needs by using the Role Hierarchy, or do people...