A territory is the demarcation of the sales force structure by which customers accounts are grouped and shared with the sales people of an organization. Territories can be based on various factors such as geography, industry, product line, the expected revenue, verticals, etc.
When your business is spread across regions and you have multiple office divisions, departments and numerous products/services, it is not an easy task to assign customer accounts to sales teams without proper planning. In some cases, it is equally complex to provide access only to selective accounts, for individuals from different teams to work together for a common sales objective.
Territory Management is a system by which customer accounts are grouped based on a defined set of criteria. This makes for easy sharing of customer accounts among different sales teams in your company. It ensures proper and effective usage of the sales force to maximize sales opportunities, provide excellent customer service and expand the existing customer relationships. See Also Decision Guide for Territory Management
Territory Management in Zoho CRM
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