Trailblazer Guide for Sales

Structure for Success: Territory Management

Welcome to the second in a three-part series to help you get even more from Salesforce. In this guide, you’ll learn how to carve territories like a master, divvy them up without a hitch, and put the pieces in place for everyone to win.


Take 7 steps to manage your territories like a Trailblazer.

It’s a great big world out there with potential customers in every corner of the globe. You can put more of them in your column by blazing your trail to better territory management. Your sales reps will be more productive and ultimately better serve your customers when your territory plan is aligned to the strategic goals of your company. Yet the process of carving territories is one that sales managers and sales ops teams alike often dislike. Here are some tips to help you simplify the process, lessen the stress, the increase the rewards for everyone. Whether you carve territories once a year, once a quarter, or even on a monthly basis, the following best practices will help you execute a winning strategy.

Trailblazer Sales Tip

We use data to ensure that every AE has an equal shot at quota attainment. We have lower AE attrition when more people make their number or are close. And when you have balanced productivity across all of your AEs, your business is healthier.”

Adam Gilberd | SVP, Commercial Sales, Salesforce

Feature Spotlight: Enterprise Territory Management

Model your sales territories into a logical and flexible structure that maps the right sales reps to the right customers.

Find breakthrough solutions with territory modeling.

Easily copy any territory model, so you can safely explore alternative modeling options and learn what will perform best. Sit back as accounts are automatically assigned across your org when you activate the winning model. 

Move faster by running territory rules within the territory hierarchy.

The ability to run rules for individual territories without leaving the context of the hierarchy can save several steps. After you’ve created your territory rules and built the desired model(s), ETM allows you to run simulations and reports against different models.

Save time by setting an assignment rule once for multiple territories.

Save time by assigning a single rule to multiple territories. If you start from a territory record, you can also apply the rule to the territory’s descendants.

Promote team selling — and more wins.

Territory roles can help assigned users identify colleagues, collaborators, and other key resources to help close deals. Territory users can even have different roles in different territories.

Refine your territory model to boost performance.

Tap into reports that show the accounts in each territory, which accounts have no territory assigned, and how much revenue you can expect from different territories.


How Elastic Updates our Go-To-Market Strategy Twice a Year, in Less Than an Hour

Kristina Frost, Senior Manager of Sales Strategy and Operations, Elastic
At Elastic, we have a simple goal: solving the world’s data problems with products that delight and inspire. As the company behind the popular open-source projects Elasticsearch, Kibana, Beats, and Logstash, we help people around the world do great things with their data.

Because we make changes to our go-to-market strategy twice a year, we need to have territory management down to a science. We send out reports to sales managers the week before, so they know which accounts are changing hands and which opportunities will be affected. Then we deploy the changes in less than an hour.


We keep things moving with Enterprise Territory Management, and these are my top tips for using it well:


Keep exploring.

Go further into territory management with these expert guides, resources, and paths to learning. 



Success Journey

Are you dreaming of fresh ways to engage with data, reps, and customers? You can make your dreams come true with these additional Trailblazer Guides for Sales and the CRM you already have: