In Salesforce, territory management is important for enhancing the handling of opportunities and ensuring sales growth. The Salesforce CRM provides tools to manage territories so that we can improve the territory models efficiently in our org.
In this Salesforce tutorial, we will learn to manage territories and territory models for opportunities in Salesforce Lightning and Salesforce Classic Edition.
What is Salesforce territory management
In Salesforce, Territory Management is a feature that enables businesses to manage and organize their sales territory effectively. For example, a sales team’s designated geographic region for managing customer accounts and records like opportunity and leads is a sales territory. Salesforce’s Territory Management feature enhances sales processes and ensures managed sales.
Manage Territories and Territory Models for Opportunities in Salesforce Lightning
This section will discuss the territory management of the opportunities for the Salesforce Lightning edition.
Enabling Territory Management in Salesforce Lightning
To enable Territory Management in Salesforce, navigate to Lightning’s Setup page and follow the steps below.
1. On the Setup page of Salesforce Lightning, go to the Quick Find box and search territory, and from the options in the dropdown, select Territory Settings.
In the territory settings window, click Enable Enterprise Territory Management.
2. In this step, select the default access levels for the users in the territory who can access the opportunity.
In this example, I have given all users the view and edit access, irrespective of who owns the opportunity.
3. On the same page, scroll down to the section Opportunity Territory Assignment and select the access for the parent territories. After this activate checkbox, Enable Filter-Based Opportunity Territory Assignment to apply filters during the assignment of territories.
Now, we have successfully enabled the territory management for the org.
How to create Territory Types and Territory Models in Salesforce Lightning
As we enable territory management in the Salesforce environment, Territory Types, and Territory Models will be activated.
1. Go to the Quick Find box and search, then select Territory Types. In the territory types setup window, click the New Territory Type button.
2. In this step, go to the information section and enter the field Label, and the Territory type name will be auto-filled according to the entered label.
After this, you have to enter the priority of the territory type, like 001, 002, 005, 009, and so on. You don’t have to enter the priority in a serial number.
For example, if the company has more sales in Texas, it will be at priority 001, and out of 5 territories, if Colorado has the lowest sales, then we can assign the priority for it as 005, and in between, the sales increased for territory North Carolina then we can assign it as 002.
At last, click on the Save button.
Till now, we have created the Territory types with the relevant priorities. In the further steps, we will create the Territory models and assign the created territory types to them.
3. To create the Territory models, go to the Quick Find box on the setup page, then search and select Territory Models.
In the setup window of territory models, click on the button New Territory Model.
4. Enter the Label for the new territory model, and the Territory Model Name will be auto-filled according to the entered Label field. As of now, the State field will appear as Planning.
At last, click on the Save button.
5. The territory model will be created; click the Activate button to activate it.
As we click on the Activate button, activating will take a while; after activation, the State field will change to Active.
6. After activation, the territory model is ready to use. Here, we will assign hierarchy models to this territory model, and for that, click on View Hierarchy.
7. In the Territory model hierarchy chart, click Create Territory.
8. In this step, enter the below details to create a child territory of the territory model.
- Enter the Territory Label field. For example, I labeled it Opportunity Florida State.
- The Territory Name will be auto-filled according to the entered label.
- In the field Territory type, select the type of territory from the lookup list.
- In the Territory Access Levels section, select the access level for the Opportunity. In this example, I have selected view ads view and edit for the associated accounts of the opportunity.
9. Similarly, we have to create child territories for all the available territory types to have a lookup list of the territories.
After creating territories for all territory types, the hierarchy chart of the Territory model will appear as shown in the image below.
Now that we have created the Territory models, we need to customize the Opportunity Page layout to make the territory field appear in the Opportunity record page.
Add the Territory field to the page layout in Salesforce Lightning
To Add the Territory field to the page layout, navigate to the setup page of Salesforce Lightning and follow the below steps.
1. On the setup page of Lightning, click on the Object Manager tab.
2. Search and select the Opportunity object in the object manager window.
3. In the setup window of the Opportunity object, click on the option Page Layout in the left sidebar. In the next window, click on Opportunity Layout.
4. In the page layout setup, select Fields from the scroll bar at the top, then drag the Territory field to the Opportunity information section and click the Save button to apply changes.
The territory field will be added to the record page layout on applying changes.
5. To view the territory field and assign territory to an opportunity, navigate to an Opportunity record. There, you will see the territory field in the edit window, and from here, you can assign territory to the opportunity.
Now, we have successfully added the Territory field to the page layout of the Opportunity record page.
In this way, We can Manage Territories and Territory models for opportunities in Salesforce Lightning by following the above steps.
Manage Territories and Territory Models for Opportunities in Salesforce Classic
This section will discuss the territory management of the opportunities for the Salesforce Classic edition.
Enabling Territory Management in Salesforce Classic
1. Navigate to the setup page of Salesforce Classic, and in the Quick box, search for Manage Territories, then select Settings under the heading Manage Territories.
2. In the settings window, click on the button Enable Enterprise Territory Management
3. After enabling the enterprise territory management, select the default opportunity access for users in a territory. After that, select the access for the users of the parent territory.
At last, click on the Save button to apply the changes.
Now, we have successfully enabled the territory management for the org. As we enable territory management, two additional fields will be visible: Territory types and Territory models.
How to create Territory Types and Territory Models in Salesforce Classic
To create Territory Types and Models, navigate to Salesforce Classic’s setup page and follow the steps below.
1. On the Setup page, go to the Administrator section in the left sidebar and select Manage territories -> Territory types. We can also access this field from the quick find box.
2. In this window, click on the New Territory type button.
3. To create a territory type, enter the Label for territory; this label can be any geographical division like city, state, or region. In this example, I have entered the label as Arizona State, and the Territory Type Name will be auto-filled according to the entered label.
After this, we have to set the priority of the territory type. For this territory type, I have set it as 3. At last, click on the Save button.
The priority in the territory is defined according to the performance ranking in any aspect. For example, if the company has the highest sales in Michigan, it will be at priority 001. In the same way, out of all territories, if Colorado has the lowest sales, we can assign the priority as 005 or any lowest number according to the number of territories in the org.
In the further steps, we will create the Territory models and assign the created territory types to them.
4. To create the Territory models, go to the left sidebar on setup, and in the section Administrator, select Manage territories -> Territory Models.
In the setup window of territory models, click on the button New Territory Model.
5. In this step, enter the label for the territory model, and the Territory Model Name field will be auto-filled according to the entered Label.
At last, click on the Save button.
6. Now, the territory model is created, and to add child territory to the territory model, click on View Hierarchy.
7. To add territories in the territory model, we first need to activate the territory model, and for that, click on the Activate button.
It might take some time to activate, and after activation, click Create Territory.
8. Enter the following fields to create the territory for the territory model.
- Enter the Territory Label field. For example, I labeled it Colorado Opportunity.
- The Territory Name will be auto-filled according to the entered label.
- In the field Territory type, select the type of territory from the lookup list.
- In the Territory Access Levels section, select the access level for the Opportunity. In this example, I have selected view ads view and edit for the associated accounts of the opportunity.
In the same way, you have to create child territories for the territory types available in your organization.
9. The hierarchy chart will look as shown below after adding child territories to the territory model.
We have created the Territory models, now we need to customize the Opportunity Page layout to make the territory field appear in the Opportunity record page.
Add the Territory field to the page layout in Salesforce Classic
To add the Territory field to the page layout of the opportunity, navigate to the setup page of Salesforce Classic and follow the below steps.
1. On the setup page of Salesforce Classic, go to the build section in the left sidebar and select Customize -> Opportunites -> Page Layouts.
2. In the page layouts, select the default opportunity page layout.
3. In the Opportunity page layout setup, select Fields from the scroll bar at the top, then drag the Territory field to the Opportunity information section and click the Save button to apply changes.
4. To view the territory field and assign territory to an opportunity, open the Opportunity tab and edit or create an opportunity record. There, you will see the territory field in the form, and from here, you can assign territory to the opportunity.
Now, we have successfully added the Territory field to the page layout of the Opportunity record page.
In this way, We can Manage Territories and Territory models for opportunities in Salesforce Classic by following the above steps.
Conclusion
In Salesforce, territory management is very crucial when it comes to managing sales in the organization. We can enhance our sales process by assigning territories to opportunities, leads, and accounts.
In the above steps, we have learned about managing territories and territory models for Opportunities in Salesforce. In that process, we learned to enable territory management, creating Territory models and Types. After that, we added the territory field to the page layout of the Opportunity object.
You may like to read:
- How to Import Opportunity Contact Roles with Data Loader in Salesforce
- How to Add Values to Opportunity Stage Picklist in Salesforce
- Mass Update Territory on Opportunity records via Data Loader in Salesforce
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