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Decision Guide for Territory Management

Deciding if your Organization needs

Territory Management

In Zoho CRM, the territory management feature lets you:

• Create territories and specify criteria that defines a territory.

• Build a territory hierarchy in addition to the role hierarchy in your account.

• Access predefined reports on territories, such as, Star performers across territories,

Overall Sales Cycle Duration among territories, Revenue By Territories, etc.

• Create custom reports on territories.

• Set multiple forecast targets for users belonging to multiple territories.

Territory management need not be a requirement for every organization. You need to decide on the
usage of territories for your organization’s sales structure and data-sharing model. This document will
guide you and help you decide if Territory Management is required for your company.

Role vs Territory

Let’s take a look at the advantages that territory management has to provide, when compared to roles.

Role Hierarchy Territory Hierarchy

Record ownership is with one owner. Record ownership is with one owner.

Record is accessible to: Record is accessible to:
• Owner of the record • Owner of the record

• Users who are superior to the record • Users who are superior to the record

owner in the role hierarchy owner in the role hierarchy

• Users who have access granted • Other users in the record’s territory

based on the data sharing rules. • Users in the territories that are

superior to record’s territory.

Segment customer accounts based on the Segment customer accounts based on the
record ownership. account characteristics.

Zoho CRM Resources 4