how to make someone a territory rep in salesforce

From the Setup, go to Territory Models, you can locate it by Quick Find Box and then click it. Go to view Hierarchy. And click on Create Territory.

Full Answer

How to enable territory management in Salesforce?

Steps to Enable Territory Management in Salesforce 1 Create your territory hierarchy. 2 Assign users to territories and create rules for account assignment. 3 Preview your account assignments. 4 Activate your territory model. More ...

How do I assign named accounts in Salesforce territory management?

These “named accounts” should follow a clear assignment process put in place by you and your company. Salesforce Territory Management can streamline this process in two ways: rule criteria and customization. Rule criteria is a feature that allows users to assign accounts based on field information, such as account name or number.

How to create a profit-driven Salesforce territory management plan?

Here is a step-by-step guide to create a profit-driven Salesforce Territory Management Plan for your sales team. The first thing you need to do is to take stock of your existing leads, prospects, and clients before you can think about formulating an effective sales territory plan.

How do you plan your sales territories?

Align strategy teams, sales leadership, and field operations to plan sales territories. At Salesforce, we put a lot of thought into how we plan our sales territories. The process starts about five months before our fiscal year begins, and we have a fairly large team that tackles it — there's a huge amount of data to get through.

See more

How do I assign a user to a territory in Salesforce?

Assign Users to TerritoriesFrom the territory model hierarchy, open the territory where you want to assign users.On the territory's detail page, in the Assigned Users related list, click Manage Users.On the Assign Users page, select or search for the user you want to add.Click Save.

How do you assign a role to a territory?

Open the record of the territory where you want to assign territory roles. In the Assigned Users list, click Edit next to the name of a user to whom you're assigning a territory role. From the Role in Territory picklist, select the user's territory role. Click Save.

How do I enable territories in Salesforce?

How Do You Activate Territory Management in Salesforce?Go to Setup.In the Quick Find box, enter territories then select Territory Settings.Click Enable Enterprise Territory Management.To start out, select the most restrictive access levels, then click Save.

How do you activate a territory model?

Activate a Territory ModelPreview account assignments before activating the model.Open the record for the territory model you want to activate and click View Hierarchy.Click Activate. The model state changes to Activating while Salesforce processes your request.

How do I assign a role to a user in Salesforce?

From Setup, in the Quick Find box, enter Roles , then select Roles.Click Assign next to the name of the desired role. ... Make a selection from the dropdown list to show the available users.Select a user on the left, and click Add to assign the user to this role.Click Save.

How do territories work in Salesforce?

Territories organize groups of accounts and the Salesforce users who work with those accounts. Territories are created based on territory types. The territory record shows assigned users, manually assigned accounts, the forecast manager, and rules that assign accounts automatically.

How do you manage a sales territory?

8 Steps to Create a Winning Sales Territory PlanAnalyze Your Customers. ... Analyze and Develop Your Team and Resources. ... Set Measurable Goals. ... Define Sales Territories. ... Create A Territory Routing Plan. ... Assign Reps to New Sales Territories. ... Monitor Rep and Territory Performance. ... Field Data Entry – “Notes as you go”

What is Salesforce territory hierarchy?

The territory hierarchy shows a model's territory structure and serves as its main interaction point. Start from the hierarchy to create, edit, and delete territories; run assignment rules for territories, and navigate to territory detail pages for more information.

How many territories can an instance of Salesforce have?

By default, each territory model can have up to 1,000 territories.

How do I create a territory model in Salesforce?

To create a top-level territory, hover over the territory model name and click Create Territory. To create a child territory from an existing territory, hover over the territory name and click Create Territory. On the New Territory page, define the territory: give it a meaningful label, choose its territory type.

What is considered when enabling territory management?

Territory Management affects the following areas: Sharing rules and access to records, Reports, Dashboards, Folders, Views, Forecasts, Groups, Account Visibility, and Opportunity Visibility. When the feature is activated, all Custom Report Type based reports will solely use the Territory Hierarchy.

Why is territory management important?

Territory management can help spread out the workload for your sales team, allowing them to complete tasks more efficiently, build better customer relationships and increase the good-quality leads that they get.

What is Salesforce Territory Management?

Salesforce Territory Management allows Sales reps to create well-balanced and effective sales territories based on certain criteria. It provides the ability to create reports that can track the effectiveness of territories. Accounts can be assigned to territories, either manually or by setting the assignment rules.

How to manage territory?

How can Territory Management Increase Your Sales? 1 Save money and increase sales by optimizing resources – With sales territories, you can make sure you’re allocating your resources effectively. 2 Increase customer satisfaction with effective customer service – Service territory management ensures that you have adequate resources to cover the number of customers in each region. 3 Faster onboarding – With well-organized territories, it’s faster and easier to onboard new employees like sales reps. They can easily see who their clients and leads are and where they’re located.

How can accounts be assigned to territories?

Accounts can be assigned to territories, either manually or by setting the assignment rules. The key benefits of Territory Management are increased sales with complex structure, generate category wise sales reports, transfer sales reps between territories, and evaluate sales performance with greater accuracy. Author: AJ.

What is a territory model state?

Territory Model State. The territory model state represents whether a territory is in the planning stage, active use, or archived. You can have only one active territory model at a time but you can create and maintain multiple models in planning or archived state to use for additional modeling.

What is a territory type?

Every territory you create should have a territory type. Territory types are basically used for organizing and creating territories.

What is the territory hierarchy?

Territory Hierarchy. The territory hierarchy defines a model’s territory structure and serves as its main point of interaction. You can start from the hierarchy to create, edit, and delete territories; run assignment rules for territories, and navigate to territory detail pages for more information.

Manage Sales Territories Easily with Salesforce Territory Management

Haidong Song may seem like a mild-mannered Director of Product Management, but he’s a superhero. At least to Charlie Sides and the thousands of other Salesforce users who can now incorporate Territory Management into their CRM.

Why Territory Management?

Companies use territory management to operate their business more efficiently by dividing accounts; usually territories are defined by geography. Territories are often covered by teams and many companies find a greater sense of team cohesion, morale, and increased sales when sales organisations are divided by territory.

Define, Review, Deploy, and Realign

Territory management is the process of allocating sales responsibilities across an organisation. The territory management lifecycle defines the process of managing territories into 4 stages: define, review, deploy, and realign. Defining territories is the first of the territory management lifecycle.

Why is Sales Territory Optimisation Important?

Companies see many advantages when dividing their sales into territories. First, territory management helps better cover the organisation's sales. Assigning specific reps to specific territories make sure of coverage throughout an area and allows the business to dIvide up the responsibility throughout the sales team.

Setting Up Territories in Salesforce Territory Management

Salesforce Territory Management allows territories to be defined through a set of rules. Classifying sales reps, sales managers, opportunities, and customers by territory, give another way to sort CRM data and gives executives a better picture of the business by area.

Sales Territory Plan

Being able to sort data by territory is an important feature of Salesforce sales territory mapping software. Instead of just having individual rep performance, or overall department performance, the data can be mapped out by territory.

Do salespeople need access to accounts?

Individual salespeople, for instance, probably only need access to accounts within their territories. Managers and directors will need access to account information for all the salespeople they oversee. Access given through Salesforce Territory Management is already rolled into your role hierarchy.

Does Salesforce have a sandbox?

Salesforce offers different types of sandboxes to its customers, from basic developer sandboxes to full sandboxes that replicate your entire live system, each with varying levels of testing capabilities. Beware of the details in data and permissions management.

What happens when you run rules in a territory model?

If your territory model is in Active state when you run rules, accounts are assigned to territories according to your rules. Rules can work together within territories and child territories. For example, you create a territory called Western US States, with child territories Washington, Oregon, and California.

What is a rule in a territory?

A rule identifies one or more characteristics you use to define that territory, and tells Enterprise Territory Management to assign accounts with those characteristics to that territory. If your territory model is in Planning state, running rules lets you preview account assignments. If your territory model is in Active state when you run rules, ...

What does Maria see when she runs a rule?

Maria sees a message stating that the rule is running. She gets an email when the process is complete. For now, the territory model isn’t activated, so running rules is just a test. That gives Maria a chance to make changes, if needed, before activating the model.

Can you apply a rule to a child territory?

For any child territories for the California territory, you don’t need to specify the state in the criteria if you mark the California territory rule as inheritable ...

Can you activate a model in Planning?

You can also maintain models in Planning and Archived states for further modeling and reference. Only one model can be in the Active state at one time, and you can activate a model only if it’s in the Planning state. After activating a model, you can’t reset it to Planning state. You can set it only to Archived.

1. Get a head start on territory planning

When planning sales territories, it's really important to get a fast start on the new fiscal year, which for us starts on February 1.

2. Plan for what you will need

We're growing at a rate of 25%–30%, so the way to continue to drive that growth as a company is to add that much distribution capacity — or about 25%–30% more salespeople — every year. That means we have to create room for all those new people, and have their territories ready so that when they are hired, there is somewhere for them to move into.

3. Avoid sales territory disruption

Another advantage of formulating the sales territory plan before the fiscal year starts is that it allows us to not have to recut every 30, 60, or 90 days to account for the number of AEs we have at that instant. The latter is a really, really disruptive way to do it.

4. Lessen your AE ramp time

As we hire AEs, they can jump right into a territory that's already been predetermined, as opposed to waiting around for a month or two while we decide if and how we can create another territory for them. They are also immediately assigned a territory that has already been pre-vetted and deserves to have an account executive dedicated to it.

5. Make data-driven decisions

We examine a ton of data. We look at industries. We look at the percentage of customers versus prospects in a territory. We ideally want to have a balance so that we avoid having two reps working right next to each other, where one has all the best accounts and no prospects and the one next door has all the prospects and no accounts.

6. Give every rep an equal chance

We also use data to ensure that every AE has an equal shot at quota attainment. There’s a couple of reasons for this. First of all, it allows us to retain more reps. We have lower AE attrition when more people are making their number or are close.

7. Shift your sales territories annually

This territory planning tactic is really a byproduct of our growth as a company and the number of people that we promote every year. Let’s go back to our annual practice of cutting all the territories that we will need before the year begins: That exercise alone means there are a lot of customers who are going to have a new rep.

Why is Salesforce Territory Management important?

Salesforce Territory Management is critical to the success of a business and its benefits are countless, including but not limited to increased responsiveness to emerging trends, efficient coverage of territories, and empowering your sales team . Territory Management is important to achieve targets, especially when sales managers have little ...

What is a territory in sales?

Usually, territories are defined based on the sales potential, its history, geography, sales potential, customer names, competitive activities, or a combination of these factors. Sales Managers can maximize productivity ...

Why is mapping of territories important?

The primary task before any sales organization is to enhance the amount of time available with salespeople for selling products and services while ensuring the right product is sold to the right customer at the right place and price. Proper alignment of territories will result in improved career satisfaction, balanced workloads, and greater earning potential for salespeople. This, in turn, results in lower staff turnover, higher motivation, and more sales. Mapping of territories also offers route optimization capabilities that can enhance fuel efficiency, minimize travel costs, and increase the number of customers that are served by the field sales teams within their respective territories.

How can a sales manager maximize productivity?

Sales Managers can maximize productivity and improve on the economies of scale in field sales by assigning sales territories to individual representatives. However, it is imperative that well-balanced and easily-manageable territories are established to ensure efficient usage of time and resources.

What are the problems with Territory imbalance?

Some of these include distorted compensation among representatives of your sales team, unfair distribution of sales potential among the sales team members, and reps quitting the work to find out reasonable and better compensation and work balance elsewhere.

What happens when a sales territory gets out of balance?

In the case of under-serviced territories, the salesperson or the sales team is spread thinly and this results in sub-optimal activity levels . Furthermore, those responsible for the territories would be overworked and will thus get less time with customers and therefore will seek out too few leads . In other words, the customers will leave the business and head to the competitors and this obviously means loss of sales opportunities.

What to do once you have gained a clear and complete understanding of the goals and customer segments?

Once you have gained a clear and complete understanding of the goals and customer segments, it would now be time to start creating a plan with the representatives for smartly targeting the most lucrative avenues and derive the maximum possible coverage.