Territory management
Define sales territories, for example by region or account attributes, and assign records to them by rule.
On this pageWhat it is
What it is
Territory management lets you divide customers and prospects into sales territories, for example by region, industry or company size, and assign records to the right owner by rule. For example, every lead from Scotland can be routed to the salesperson who covers Scotland. Salesforce and Zoho CRM are among the tools that offer this.
Why it matters
When several people sell to the same market, you need clear rules on who owns which account. Without them, two people contact the same customer, or leads sit unclaimed. Rule-based assignment removes the argument and the manual sorting. A team with a handful of sellers who can agree ownership in a chat usually does not need this. It matters when accounts, regions or reps are many and they change often.
What to check
- Ask which attributes can define a territory, such as country, postcode, industry or company size.
- Check whether territories can overlap and what happens when a record fits more than one.
- Test how reassignment works when a salesperson leaves or a territory is redrawn.
- Find out whether this is included in the plan you would buy or a paid extra.
Tools with Territory management
Manages contacts, leads, opportunities and pipelines with deep customisation and automation for B2B sales teams.
Manages contacts, deals and pipelines for B2B sales teams with built-in phone and AI lead scoring.
Dedicated customer relationship management platform for sales teams managing leads, deals and pipelines.
Sales management system for leads, deals and customers with built-in forecasting and workflow automation.