{"id":3448,"date":"2022-03-29T17:54:28","date_gmt":"2022-03-29T12:24:28","guid":{"rendered":"https:\/\/staging.encaptechno.com\/blog\/?p=3448"},"modified":"2022-03-29T17:54:51","modified_gmt":"2022-03-29T12:24:51","slug":"territory-management-crm","status":"publish","type":"post","link":"https:\/\/staging.encaptechno.com\/blog\/territory-management-crm\/","title":{"rendered":"Everything about Territory Management in CRM"},"content":{"rendered":"

\"Everything<\/a>
\n<\/b><\/b>In case your business is spread across various regions and has many offices, departments, and numerous products\/services, it is not a simple endeavor to assign customer accounts to the sales teams without detailed planning. In fact, quite often it can be complex to offer access to selective accounts for individuals from different teams who work together for a mutual sales objective.<\/span><\/p>\n

A system in which the customer accounts can be grouped together based on well-defined criteria can be called <\/span>territory management<\/b>. With the use of territory management, different customer accounts can be shared with the sales team in an organization. This ensures suitable use of the credibility of the sales to increase business opportunities, offer excellent customer service, and expand the present customer relationships.<\/span><\/p>\n

The significant benefits of <\/span>territory management<\/b> include the following:<\/span><\/p>\n

<\/span>1. No Complex Data Sharing<\/b><\/span><\/h3>\n


\nThe organizations that have a difficult sales structure can pretty much use territories for sharing records with the users of different teams. It is relatively easy to group records based on the account\u2019s characteristics rather than individual ownership.<\/span><\/p>\n

<\/span>2. Organized Work Environment<\/b><\/span><\/h3>\n

\"Organized<\/a>
\nThe distribution of customer accounts by using territories helps in forming an organized work environment that ensures improved engagement by the sales force. This also increases the efficiency of the sales team by reducing the travel time and increasing the expertise of the industry.<\/span><\/p>\n

<\/span>3. Accurate Evaluation of Sales Performance<\/b><\/span><\/h3>\n


\nWith the use of <\/span>territory management<\/b> in CRM, it becomes easy to generate sales reports. These reports are based on territories and they help in evaluating and measuring the efficiency of the sales team by territory. In addition, one can also get a detailed insight into the sales contribution of every territory.<\/span><\/p>\n

<\/span>4. Forecasting Sales for All Territories<\/b><\/span><\/h3>\n

\"Forecasting<\/a>
\nYou can create separate forecast targets for every territory a user comes from. This helps in getting a clear picture of the goals that you have set for the different territories for users to stay entirely focused.<\/span><\/p>\n

<\/span>Understanding If your Organization Needs Territory Management<\/b><\/span><\/h2>\n


\nThe territory management feature in Zoho CRM<\/a><\/strong><\/span> allows you to create territories and specify criteria that also define a territory. You can effectively build a hierarchy in addition to the role hierarchy in your account.<\/span><\/p>\n

You can also access pre-defined reports on territories such as Star Performers across territories, Overall Sales Cycle Duration among territories and Revenue By Territories, etc. Finally, you can create custom reports on territories and set many forecast targets for users who belong to different territories.<\/span><\/p>\n

Territory management doesn\u2019t have to be a requirement for every organization. You must decide on the usage of territories for your organization\u2019s sales structures and data-sharing model. Below, we will know more about territory management so that we can understand if that is a right option for your company.<\/span><\/p>\n

<\/span>Role and Territory Management<\/b><\/span><\/h2>\n


\nIn the role and territory hierarchies, record ownership lies with just one owner. In role management, the record is accessible to the owner of the record, the users who are superior to the record owner in the role hierarchy, and the users who have access granted based on data sharing rules.<\/span><\/p>\n

On the other hand, in territory management, the record is accessible to the owner of the record, users who are superior to the record owner, other users in the record\u2019s territory, and users in the territories that are superior to the record\u2019s territory.<\/span><\/p>\n

In role hierarchies, the customer accounts can be segmented based on record ownership, and in territory hierarchies, the customer accounts can be segmented based on account characteristics. In role hierarchies, users can often be assigned to just one role and in territory hierarchies, users can be assigned to many territories.<\/span><\/p>\n

Lastly, the users can have a single forecast target in role hierarchies, but the users can have multiple forecast targets in territory hierarchies.<\/span><\/p>\n

<\/span>Understanding This Better With an Example<\/i><\/b><\/span><\/h3>\n


\nLet\u2019s take an example to understand the <\/span>lead allocation in CRM<\/b> much better. Assume that the workforce working in Development Inc. is made up of multiple teams all across the United States in different regions. In this kind of sales structure, you would not want the sales team from any region to access records of another region. There might also be some prospects that you would like to share with the senior representatives from different teams in different regions.<\/span><\/p>\n

Now it can be difficult to achieve this with the use of roles and data sharing policies all alone. Alternatively, in different territories based on a well-defined set of criteria, it can be possible to extend the Zoho CRM data-sharing model in the Zoho CRM account while easily sharing records with various users. This makes sure that the teams are dedicated to a defined goal and can achieve sales targets set under different time zones.<\/span><\/p>\n

Well before you set up <\/span>Territory Management<\/b> in a Zoho CRM account, there are a few topics that can be helpful in determining if territory management is suitable for your organization. These points are:<\/span><\/p>\n