Salesforce: Sales Territories (I)

Sales Territory

As per the Summer '24 release, Enterprise Territory Management is now called Sales Territories. 

Out-of-the-box sharing mechanism to share record access to users based on the territory setup:

• Account (View OR View and edit OR View, edit, transfer, and delete) 
• Contact (No access OR View all OR View and edit all contacts associated with accounts)
• Opportunity (No access OR View all OR View and edit all opportunities associated with accounts)
• Case (No access OR View all OR View and edit all cases associated with accounts)
• Leads (View, edit, and transfer OR View, edit, transfer, and delete)

* You can set access for the Contact and Lead if you use Private as the default internal access for contacts or cases.

Default access levels determine the default selection when creating new territory.

Territory Model

• Defines the structure and assignment of sales territories and their associated accounts and users.
• It's a hierarchical structure that organizes sales teams and their responsibilities.
• Allow for flexible assignment of accounts and users to territories based on various criteria.
• You can create and preview multiple models (2 for EE, 4 for UE/PE), but only one can be active at a time.
• Once a model has been created, you can open it to Clone, Activate/Archive, or view more info, such as the activation date, etc.

Territory Type

• It can help you group territories based on geography (e.g., North America, Europe), industry (e.g., Financial Services, Retail), or other factors.
• To categorize territories at a more abstract level, not within the hierarchy itself.
• Can be used in reports to analyze sales performance by type (e.g., compare sales across geographical regions). 
• Every territory you create must have a territory type.
• Territory types are used for organizing and creating territories only: they do not appear on territory model hierarchies.
• Each territory type has a priority (it must be a number). For example, "1" indicates the highest or lowest priority.

Create New Territory

Once the Territory Type and Territory Model are created (Territory Model does not need to be activated), you can add the Territory from the "View Hierarchy" in a Territory Model. When creating a new territory, you need to select:

• Territory Type 
• Parent Territory, this is populated by default
• Description (optional)
• Access level for: Account, Contact, Opportunity, and Case

After a territory is created, you can:

• Edit the Territory to set the Forecast Manager (for forecasting purposes)
• Assign users
• Manually add accounts
• Create assignment rules

- An assignment rule can be assigned to multiple territories
  - You need to run the rule when the account or assignment criteria are changed

• Create a child territory

- Inherited Assignment Rules from the parent territory

• Click the 'View Accounts' button to see all Accounts that fit into the rule. 

Account

Add the Assigned Territories related list to the Account page layout, and you will see all Territories related to the Account

Reference:

• Enterprise Territory Management Is Now Sales Territories
• Salesforce Sharing Using Enterprise Territory Management
• What's new in Enterprise Territory Management
• Managing Users and Roles Within Territories