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Decision Guide for Territory Management
Sales reps need a thorough product/service knowledge and expertise that help boost sales. In
travel business, if you are in charge of a Caribbean cruise, you have to be familiar with the tour
packages, the pricing, itinerary, ship information, its special features, excursions and so on.
Create a territory that includes customer accounts interested in the Caribbean cruise. Belonging to
this territory that gives you enough experience and opportunities to develop your proficiency and
negotiating skills is definitely good for sales.
Does your business structure provide cross-selling opportunities? If so, do you need
a flexible data sharing system that helps cross-selling to promote both customer
retention and revenue growth?
With a business that deals in software for HR management, financing, staffing, and project
management you may have a sales group focused on each of these products. When a prospect is
interested in two of these products, how do you share the customer account with individuals from
different teams who are involved in the sales cycle! Having a territorial hierarchy based on the
product lines and granting access to sales reps from multiple teams is an efficient way to manage
this scenario. It helps in collaborative cross selling for your business.
Your Decision
Make sure you choose the right data-sharing model for the smooth running of your business. If you
would like to find out how Territory Management will suit your business needs, you can also refer
to the online help for more details on how it works.
To conclude, use territory management if you:
• Have a complex sales structure with the need to often change users to different sales
teams/territories.
• Need to segment customer accounts based on the account characteristics rather than the
record ownership.
• Want an easy to maintain process for the administrators to manage sharing of data among
multiple users of different teams.
• Require multiple forecasts targets for users belonging to different sales territories.
Zoho CRM Resources 10
