Creating the territory hierarchy

Territories define the hierarchical structure used to organize the sales organization into sales teams. Leads, opportunities, organizations, and accounts are all managed within the structure of territories. Functionality, such as forecasting and operator access, is also based on the territory hierarchy.

In this lesson, you will learn how to use and create territories.

A territory is a hierarchical unit that is used to organize your sales organization into sales teams.

A territory is typically a geographic area.

However, a territory can be any grouping, for example, by industry

or by product line.

Operator access is based on territories.

An operator has a default territory.

By default, the operator has full access to organizations, accounts, contacts, leads, and opportunities for the primary territory.

You can customize the operator to include access rights to other territories and limit access to the primary territory.

Each territory has an owner, or forecast manager.

This is the forecast for Terry Mason, a sales representative who owns the North East territory.

The forecast manager is authorized to adjust the forecast for the given territory level.

To create a territory, you need to be a sales operations user.

Open the Territories landing page.

Click Create territory.

Enter a Name.

Use the Parent territory to create a hierarchy.

The highest level in the territory hierarchy is Global.

Specify a Forecast manager that manages the forecast for the territory.

The Forecast delegate can act as the forecast manager in case the forecast manager is unavailable.

Select Reserved for partner if the territory is managed by a partner organization.

Click Create to save the territory.

Select Tree view to display the new territory.

You have reached the end of this demo. You now know how to use and create territories.