1. STUDY GROUP 1:
TERRITORY MANAGEMENT
LADIES BE
ARCHITECTS

5. AGENDA
• Overview of Territory Management
• Territory Management decision guide
• Deploying Territory Management
• Territory Account Assignment Rules
• Q&A
• Next Steps for Study
• Great Resources

6. TERRITORY MANAGEMENT
• Applies to Accounts only
• You can enable Filter-Based Opportunity Territory Assignment - it needs an Apex class
• Cannot be enabled if you are using Collaborative Forecasting
• Can be enabled by an administrator

7. BENEFITS OF TERRITORY MANAGEMENT
• Better coverage of your organisation’s sales territories
• Reduced selling costs
• Improved customer service
• Accurate measurement of how your organisation’s sales teams are performing

8. WHY SALESFORCE TERRITORY MANAGEMENT?
• You can use it to allocate sales responsibilities based on fields
• You can create and define a territory hierarchy – independent of the role
hierarchy
• Accounts can be easily moved from one territory to another

9. ENTERPRISE TERRITORY MANAGEMENT
• The NEWER, improved Territory Management solution in Salesforce
• Territories organise groups of accounts and the users who need to work with
them
• Territory Types help you organise territories by areas of strategic importance to
a business. E.g. Telco Named Accounts.
• A Sales Manager would define these as she builds out the sales strategy for the year

10. TERRITORY TYPE EXAMPLE:
Your organization uses territory type priority to reflect your sales strategy for the
year. Your organization expects more opportunities within the US east coast than
the US west coast in the coming year, so the East Coast territory type is assigned
priority 001 and the West Coast territory type is assigned 005. These priority
assignments help those creating territory records make the right territory type
choice.
At mid-year, you project unexpected growth opportunities in the Great Lakes
region, so you create a new territory type called Great Lakes and assign it priority
003 to reflect the change in your sales strategy.

11. TERRITORY MODEL
• This represents an entire territory management system for your company
• You can create and preview your model
• You are given a graphical hierarchy to show your territory structure
• You can have up to 4 territory models in Salesforce, but only one can be active at one
time

12. TERRITORY HIERARCHY
• The main interaction point – it shows how all your territories fit together
• You can:
• Create territories
• Edit territories
• Delete territories
• Run assignment rules
• Activate / archive the model

13. TERRITORY MODEL STATES
• There are 3 states:
• Planning
• Preview the model before deploying it
• Active
• Active and all processing is complete
• Archived
• No longer provides access to users
• Cannot be re-activated

14. PERMISSIONS NEEDED FOR TERRITORIES
• Manage Territories
• Create models and related territories and types
• Create or edit account assignment rules
• View Setup and Configuration
• Needed to view active territory models
• View all account records assigned to territories within the active territory model

15. HOW DO TERRITORIES AFFECT FORECASTING?
• The territory hierarchy becomes the forecast hierarchy, when TM is enabled.
• Your forecast data is summarised from the opportunities that are associated with
the accounts in your territories.
• Users have a different forecast for each territory to which they are assigned.
• For example, if you are assigned to both “California” and “Arizona,” you have a
separate forecast for the opportunities you have in each of these territories.”

16. TERRITORY FIELDS
• Name
• Description
• Account Access
• Case Access
• Confine Opportunity Assignment
• Stops sales reps losing their Opps when account assignment rules are run

17. TERRITORY FIELDS
• Contact Access
• Forecast Manager
• Opp Access
• Parent Territory
• Sharing Groups

18. PRE-REQUISITES FOR ENABLING TM
• Customisable Forecasting enabled
• Sandbox!
• Optimised role hierarchy
• You can optionally create a territory hierarchy from your role hierarchy

19. STEPS TO BUILD A TERRITORY MODEL
• Create a territory model
• Create territory types
• Create territories
• Define territory user roles
• Add users to territories
• Run territory assignment rules

20. DECISION GUIDE
Keep This, You’ll Need It:
https://resources.docs.salesforce.com/sfdc/pdf/tm_decision_guide.pdf

21. TERRITORY ACCOUNT ASSIGNMENT RULES
• Automatically move Accounts and their associated Opps and Cases into a territory
• Based on any standard or custom field
• Based on rows of criteria
• Types of assignment:
• Inherited – meaning an account was moved because rules were created higher in the
hierarchy and that account was impacted as a result
• Locally-defined – rule was created at the given territory
• Can be run manually – PLEASE BE CAREFUL! 

22. GREAT RESOURCES
• Must read: Exam Resource Guide
• Territory Management Implementation Guide
• Territory Management Best Practices
• Cute Video here

23. NEXT STEPS
PRACTICE!

24. THANK YOU FOR COMING!
• Join our Trailblazer Community group – don’t forget to fill out your personal profile!
• Feedback is a gift…and it’s Christmas :0)
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• Volunteer – run a study group
• Vote for the next topic you want to study