New Territory Planning capabilities support field, digital, and hybrid selling models, and factor in rep skill sets, seniority, and other capacity constraints
Today, Salesforce announced new Salesforce Maps Territory Planning innovations, making it easier for sales operations leaders to assess territory mapping needs, enhance selling models, and realign coverage based on multiple factors including role, location, and level of expertise.
For many companies, sales teams have typically been responsible for selling within territories where they live and work — and the process for designing those territories has been tedious and manual. Companies need to know how many sales reps they need, and where, to drive revenue growth. With the shift over the last two years away from in-person selling to more hybrid or fully digital engagements, it has become even more complicated to effectively design territories.
“In today’s work-from-anywhere world, companies need a smart solution to ensure territories are balanced effectively — regardless of where their sales reps are located,” said Taksina Eammano, SVP, Product Management, Sales Cloud. “Salesforce Maps Territory Planning enables precision for sales leaders to drive maximum revenue growth from their sales team’s capacity.”
New Salesforce Maps Territory Planning innovations include:
Territory Planning for Digital Selling: Enables sales operations leaders to create territory planning models that flexibly support field, digital, and hybrid selling models. Within a single plan, companies can specify whether a given territory should be contiguous or non-contiguous — allowing them to quickly and easily design equitable territories that match their sales process.
Territory Planning for Workload Variation: Sets sales teams up for success by factoring in rep skill sets, seniority, and other capacity constraints when balancing territories. With Territory Planning for Workload Variation, new hires get up to speed quickly and confidently, assigned to territories with reduced scope, while senior reps are assigned broader yet manageable scopes.
Territory Planning for Team Selling: Empowers teams to plan related territories in order to foster team collaboration and continuity across different roles. Now, instead of designing territories from scratch, companies can visually overlay an existing territory plan on top of a new or proposed plan. For example, aligning a sales rep’s territory with a solution engineer’s territory improves collaboration and sales effectiveness.
DocuSign Carves 3,000 Territories with Salesforce Maps
DocuSign, the Agreement Cloud company and Salesforce partner, uses Salesforce Maps Territory Planning’s advanced optimization engine to automatically carve 3,000 global territories for its sales reps – which would otherwise take hours, days, or even months to complete. Now DocuSign can summarize large and complex datasets in meaningful visualizations and share them across stakeholders, enabling leadership to make informed decisions and create equitable territories. The ability to create a territory by referencing an existing, related one will make their carving even more impactful.
“The more our related sales roles can work together consistently, the more effective they become. The new Territory Planning functionality will help us accelerate our team selling motion, which means we’ll be better positioned to close more deals,” Grace Carter, Senior Manager of GTM Strategy & Operations, DocuSign.
- Territory Planning for Digital Selling and Territory Planning for Workload Variation are available globally today.
- Territory Planning for Team Selling will be available in February 2022.
Watch the Salesforce Maps Territory Planning demo video to learn how companies can balance territories more efficiently and effectively.
Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase Salesforce applications should make their purchase decisions based upon features that are currently available.