Salesforce Territory Management – Best Practices

Salesforce Territory Management is an account sharing system that, based on the account characteristics, permits access to accounts. Companies are able to structure Salesforce users and data just as they would their territories of sales. Should a company have a sharing model that is private, users will need to be granted access, this is to be based on criteria that may include: industry, postal code, revenue or a customized mind that is particularly relevant to the company’s industry.

Salesforce Territory Management – Best Practices


  • Sales reports that are based upon territory
  • Private sharing models can be expanded via the use of account criteria
  • The transfer of users between territories is supported as well as the option of opportunity retention is offered
  • Based upon the membership of a territory, there can be multiple forecasts made per user
  • Should an organization have sales structures that are complex and/or change frequently, they are able to receive support

Leverage Success

The tasking of taking over a sales territory can be quite daunting due to the amount of opportunities and the lack of an abundance of time. As a member of a Salesforce Territory Management team, the following will help you on your journey to success.

  • Create a Strategic Plan – Divide the territory while applying discipline. Devise a schedule. For example, Monday can be used in order to address unexpected occurrences/items as well has handling administrative priorities; while the remaining days can be dedicated to a territory per day, etc.
  • Schedule Daily Prospect Time – Prospecting allows you to keep the pipeline filled and doors opening. Setting a static schedule will allow you to focus and resist the temptation to full after an abundance of leads that [at the time] appear plausible.
  • Maintain the Database – As new clientele is added, ensure that proper and concise notations are added for efficiency. If promises are made, follow through on them while building proper consumer relations. Your database should always be current and concise.

Avoid Customer Loss

Customers can be lost for reasons that are purely unavoidable, such as: loss of budget, or your services are only needed on a temporary basis. Other reasons for a customer to be lost are avoidable and should remain that way. Below are situation that are preventable, yet cost a multitude of people clients each year.

  • Complacency – Once a client believes that they are being taken for granted, they are open for recruitment by the competition. Additionally, should they feeling that you are merely delivering them the bare minimum and “coasting by” they will begin searching for someone that will take pride in providing the best service every day.
  • Decrease of Trust – As the relationship with a client increases in time, miscommunication, missed deadlines, exaggerated expectations can all cause their trust in you to decrease. Always ensure that clients are kept abreast of changes, etc. This will show your dedication and continuously increase their trust in you.
  • Poor Chemistry – It is not required that you become best friends with a customer, but it is imperative that you listen to them and appease them as much as possible. There may be things that are personally irritating or repulsive to you, but you must protect and maintain professional chemistry at all times.


In order to remain relevant as well as to stay competitive, you will need to elevate your Salesforce Territory Management. Once you have learned the sales history for the territory, gotten a good sense of its potential you must also ensure that you have a working understanding the skills and abilities of your representatives. From there, adhere to the following:

· Have Frequent Reviews – The reviews should be done one-on-one as an opportunity to share experience and sales knowledge regularly with the members of your sales team. This is also a way to determine their support needs while developing a highly successful team.

  • Review, Evaluate and Analyze – Review the past production of the territory then create a customer listing based upon their growth potential as a business that is ongoing. From there it will be easier to predict future prospects.
  • Plan Strategies and Set Goals – Keep in mind that your prime objective is growth. Work with your team so that the goals that are set are plausible and attainable within the static territory. Additionally, collaborate with your sales team regarding the strategies that will be used to achieve (and possibly exceed) the goals that have been set.
  • Identify Target Customers – Gather as much information as possible regarding the customers working style and techniques that have previously worked.

Generate Revenue

As a Salesforce Territory Manager generated revenue is the primary success metric; therefore it is highly important that your sales team is as productive as possible so that the territory is generating as it has been forecast.

  • Know the Occurrence of Change – In order to plan proactively and/or make adjustments to existing plans, regular reviews are essential.
  • Know the Data – Before you are able to properly dived a territory you need to know who is buying, both currently as well as who as the potential to buy in the [near] future. Make sure that you are diligently tracking the financial facts of your territory and analyzing the collected data regularly.
  • Customer Rankings – Know your customer base well enough to be able to rank them. Rank your client base according to who provides the most reliable prospects and who are your best customers. This is a way to ensure that the lion’s share of your time will be spent actively generating revenue rather than attempting to convince revenue to be made.


Following the best practices as outlined above will ensure that your territory will be more than effective. With changes that are occurring within the realm of Salesforce Territory Management that pertain to mobility, social and potential; there is becoming more ease in regard to success. Simply remember that diligence, organization and professionalism is key and will enhance all things beneficial to your territory, team and revenue generation.  Being successful within Salesforce Territory Management is a process that requires a heightened level of diligence; but it is attainable and requires not an ounce of rocket science



Amanda is the Lead Author & Editor of Rainforce Blog. Amanda established the Rainforce blog to create a source for news and discussion about some of the issues, challenges, news, and ideas relating to Salesforce usage.