Territory management is critical to businesses of all size. By aligning sales teams to specific territories (industry, geographic, product-based), companies can make the most of their resources at the lowest cost. Aside from the boost in productivity, businesses are able to increase overall revenue by ensuring that all market segments are covered. Having an informed, data-driven plan in place allows companies to focus on growth and scaling up for the future.

In particular, small businesses can benefit from a thorough territory management plan, where resources and budgets are limited. You don’t have to be a large enterprise company to strategize like one.

What the E-Book is About

In our new e-book, we will demonstrate how Salesforce maps territories and aligns its sales teams to the most appropriate region or group of customers. We share with you the 5 pillars of planning that our own teams use to drive our business.

The Structure of the E-Book

In this e-book, you will learn the 5 pillars that the Salesforce team uses to map out a sales territory. Each pillar builds upon the lesson of the previous, ultimately creating a complete master plan for businesses of any size. Download the free e-book for more in-depth tips on data quality, territory structure, and optimizing your sales team.


One of the most overlooked components of building a territory management strategy is evaluating the quality of data within the CRM. Creating a strong data strategy and using tools like Data.com to keep your data clean is essential to the initial steps in segmenting customers and setting up your sales team for success.


After completing your initial analysis of customer base and sales resources, establish a firm sense of balance by setting realistic quota targets for your sales team based on geographic territories and skill sets. Achieving balance allows for maximizing sales productivity, while motivating and building confidence within your team.


Involve your sales leadership early in the decision-making process and build a culture of transparency. Empowering your management team creates a sense of territory ownership, which aids companies in enforcing territory goals.


Salesforce has set up its own rules and workflow processes for territory coverage to maximize efficiency — and your company should too. Once your territories, rules and workflow are set, the engine takes over and assigns resources to accounts and opportunities.


Territories are constantly evolving due to company growth and personnel. It’s important to consistently review and refine your territories to adjust your business strategies and figure out where there are weaknesses. Establishing a reviewing cadence with your leadership team can ensure the best possible outcomes.

Get the E-Book

You can now download this e-book at no cost. Click the button below to read Data.com: Master Territory Management: