When a salesperson or a sales team have responsibility of group of customers or a geographical area then that particular group or area is called as sales territory. These sales territory can be a geographical location, group of customers, market segment, product, product line or sales history. The ultimate goal of segmenting customers on the basis of territories is to maximize sales and profit, and to allocate sales reps and team properly.
Sales Territory management lets you assign customer groups to salesperson or team with proper planning such as some people can handle large territories and can travel to the associated places some can’t, some territories are good for experienced sales rep and other are for new sales rep, some best performing sales rep should be allocated to the territory where sales is low. With similar conditions and possibilities the territories can be allocated to different group of customers however one thing should be kept in mind that a territory does not always represent a geographical area it can be a market segment, different modules of a product etc.
Let us assume that a company has 6 sales team or representative spread across the European territory as can be seen in the sales hierarchy below. Sales Representative of any specific region will not have access to the data of any other region but the manager at the top of these sales representatives will have access to the records of both the reps under him.
Creating Sales Territory in Fusionmint
(Taking the above sales tree structure as example to create sales territory in Fusionmint)
1. Go to Field Setup of contact app. For detailed information on how to create and setup fields click here.
2. Make use of Status fields to create sales territories. (Multilevel territories will require multiple status fields, like the above diagram would require 3 status fields as it has got 3 levels i.e. Territory, Region and Country and region and country is further segmented.
3. Add values to Status fields for adding values of territory, region and country. (Like the territory field can have values such as Asia, Europe, America etc). All the created fields (Territory, Region, Country) should be required.
4. Now go to Access Control tab present in workspace.
5. Create Restricted Domains for all the levels and their segments present in the sales tree structure. For detailed information on how to create restricted domains and setting up sharing rule click here.
6. Create Restricted Domain for the top most element of the sales tree structure (Europe in this example).
- Give access to Applications depending on what actions you want the members at the topmost position should be able to perform.
- Add members from Role or add them individually (Create Roles with member/members for the type of access you want them to have. Taking above diagram as example the Roles for division manager of north, south, west europe can be created and the members of these domains can be added to the corresponding domain directly as roles). For detailed information on how to create roles and add members to it, click here.
- Select contact app from the target application and the topmost element of the sales tree structure as field filter (Europe in this example).
- Select filter condition "contains" with filter value be the territory name (Europe). Now click on "Save & Apply Rule" button
6. Similarly create domains for different regions of Europe and countries in a European regions. Give access to the application, add members and setup the sharing rule. (Taking above diagram as example there will be 3 domains for region and 6 domains for country).
7. The bottom most segment in the sales tree structure does not require to have sharing rule (the above diagram have countries at the bottom, so they do not require any sharing rule). But Application access (View, Create, Edit and Delete) and adding members to the domain has to be done.
(Form view of field Setup)