Get Started with Enterprise Territory Management

Learning Objectives

After completing this unit, you’ll be able to:
  • Define essential Enterprise Territory Management terms.
  • Turn on the Enterprise Territory Management feature and define default access levels.
  • Create territory types, territory models, and territories.


Sometimes being territorial is a good thing. For example, a sales team needs to keep track of who’s assigned to work which accounts, right? What better way to do that than to set up sales territories for the team?

A map of a geographic entity divided into territories

With sales territories, it’s easy to keep track of which reps are assigned to which accounts and opportunities. If you manage territories effectively, you’re allocating resources efficiently, so you’re more likely to maximize sales and profits. And territory management keeps things fun, because it encourages healthy competition within your team. For example, which territory will meet its quota first this quarter: Northeast or Southeast?

Lance Park juggling maps and spreadsheets in an effort to manage territories

Without a territory-management system in place at Ursa Major Solar, Lance Park has been keeping track of his sales territories via his own maps and spreadsheets. It’s not very efficient.

Lucky for Ursa Major, Lance recently heard about the Enterprise Territory Management feature in Sales Cloud. He learned that Enterprise Territory Management gives reps access to accounts based on criteria such as postal code, industry, revenue, or a custom field. And with Enterprise Territory Management:

  • Salesforce admins can set up and test territory models before implementing them.
  • It’s easy to make assignments between territories, accounts, and opportunities.
  • Reports help teams organize for optimal coverage and assess territory effectiveness.
  • If you use Collaborative Forecasts, you can forecast by territory.
Enterprise Territory Management sounds like the perfect solution for the Ursa Major sales team—no more spreadsheets! Lance asks Maria Jimenez, their Salesforce admin, to set it up. It’s easy to do, and Maria’s a whiz at Salesforce.

So What’s Enterprise Territory Management All About?

Before she gets to work, Maria takes some time to get acquainted with the elements of territory management. That way, she’ll be prepared when it comes time to set up the feature for her team.
What It’s Called What It Does
Territory Helps you organize groups of accounts and the sales reps who work with those accounts. You create territories based on territory types.
Territory type Helps you group territories according to a common denominator such as core reps versus overlay, or named accounts versus geographic territories. Every territory you create has a territory type. You use territory types only to organize and create territories. They don’t appear on territory model hierarchies.
Territory type priority Helps you choose the appropriate territory type for territories you create or edit. You create your own priority scheme. For example, 001 can indicate that a territory type is the highest priority or the lowest.

Make sure that your scheme can scale as you add more territory types.

Territory model Represents a complete territory management system for your company. Modeling lets you create and preview multiple territory structures and different account and user assignments before you activate the model that works best.

Your Salesforce edition determines the number of territory models you can create in production and sandbox.

Territory hierarchy Shows a model’s territory structure and serves as its main interaction point. You start from the hierarchy to create, edit, and delete territories; run assignment rules for territories, and navigate to territory detail pages for more information.

From the hierarchy, you can also assign territories to opportunities, run assignment rules at the model level, and activate or archive the model. Your territory hierarchy in the active territory model also determines the forecasts hierarchy for territory forecasts.

Territory model state Indicates whether a territory is in the planning stage, in active use, or archived. You can have only one active territory model at a time, but you can create and maintain multiple models in planning or archived state to use for additional modeling or reference. Territory forecasts are based on your active territory model.
Now that Maria knows all about territory management, she’s ready to start setting up some cool stuff.

Ready to Get Hands-on with Enterprise Territory Management?

Launch your Trailhead Playground now to follow along and try out the steps in this module. To open your Trailhead Playground, scroll down to the hands-on challenge and click Launch. You also use the playground when it's time to complete the hands-on challenges.

Let’s Turn It On

First Maria needs to turn on the feature and define the default settings for how users can access and modify records associated with sales territories. For now, Lance wants to keep the access levels as restricted as possible. Here’s what Maria does.
  1. From Setup, enter Territory in the Quick Find box, and then select Territory Settings.
  2. Click Enable Enterprise Territory Management.
    The Territory Settings page, with the most restrictive default access levels defined
  3. Select the most restrictive access levels, and then click Save.
Now the feature is on and the user access levels are set.

Create a Territory Type

Lance wants a territory type called Named Accounts to categorize and define individual territories. Maria follows these steps.
  1. From Setup, enter Territory in the Quick Find box, then select Territory Types.
  2. Click New Territory Type.
  3. For the label, enter Named Accounts.
  4. For the description, enter Accounts named for businesses or people.
  5. Specify a priority of 100 so there’s room to add priorities above and below this one.The New Territory Type page in Setup, with the Named Accounts territory type and priority of 100 ready to save
  6. Click Save.
Maria repeats these steps for the other territory types Lance wants to add. But for now, we’ll skip ahead and talk about creating territory models.

Create a Territory Model Record

Your territory model record connects your territories, user assignments, and account assignments. After you create the record, Salesforce creates a territory hierarchy based on it. Then you access the territory hierarchy to complete most of your territory management tasks.

Here’s what Maria does to create her model record, which Lance wants to call Current Fiscal Year.
  1. From Setup, enter Territory in the Quick Find box, then select Territory Models.
  2. Click New Territory Model.
  3. For the label, enter Current Fiscal Year.
  4. For the description, enter Territory model for the current fiscal year.
    The New Territory Model page in Setup, with the Current Fiscal Year territory model ready to save
  5. Click Save.
Maria’s making good progress. Next up: creating territories.

Create a Territory

First Maria establishes a Northern California territory, Lance’s favorite. Here are the steps she takes.
  1. From Setup, enter Territory in the Quick Find box, then select Territory Models.
  2. Click View Hierarchy.
  3. Next to Current Fiscal Year, click Create Territory.
  4. On the New Territory page, for the label, enter Northern California and select the Named Accounts territory type.
  5. For the description, enter Accounts in Northern California.The New Territory edit page in Setup, with the Northern California territory ready to save
  6. Click Save.
Maria repeats these steps to create a Southern California territory. The territories Maria creates appear in her territory hierarchy.

The Current Fiscal Year territory hierarchy listing two territories: Northern California and Southern California

Now it’s your turn to try!

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