Page 6 - decision-guide-for-territory-management

Decision Guide for Territory Management

Before you plan to set up Territory Management in your Zoho CRM account, consider the following
topics that will help you determine if Territory Management suits your organization

Sales Structure and Sharing Needs - A CRM data sharing structure, which requires individuals
belonging to multiple territories to access multiple customer accounts.

Forecasting - Forecasts based on territory hierarchy. The need to set forecasts targets for each

territory a users belongs.

Administration - Territories can be managed as individual units to reduce the burden on the

administrators.

Sales Structure and Sharing Needs

How is your data shared with other users? It is crucial to analyze if the role-based hierarchy, data
sharing rules, groups and assignment rules provide the best options to share accounts as per your

sale structure. Your organization may have the need to share records based on the products or
services, revenue, zip code/region, or industry, and not based on the record ownership. For such
a complex and collaborative sharing model, you need territories that ensure effective grouping of
customer accounts and sharing records with different sales teams.

Does the sales structure in your organization require you to share customer accounts with many

people from different teams? Take this as an example: You have a ground sales representative who
makes calls to the prospect and arranges for a meeting. You also have a field sales representative
to visit the prospect for a demo of the product. How do you share accounts with both these sales

reps?

An organization’s sales structure may either be linear or a complex matrix, where data sharing is
one to many. Territory Management will be right for your organization, if

• Your company’s sharing needs depend more on account’s characteristics rather than the

individual ownership of the records.

• Your organization has a matrix sales structure, which requires individuals belonging to

multiple territories to access multiple customer accounts.

Zoho CRM Resources 6