Territory Planning in Salesforce: A Complete Guide

Territory Planning in Salesforce

Most sales teams use Salesforce. Most sales teams need territory planning. But most sales teams don't know how to do territory planning in Salesforce effectively.

Salesforce has territory management features, but they're complex. They're not intuitive. They require setup and configuration. Most teams don't use them effectively.

Here's a complete guide to territory planning in Salesforce — how to set up territories, assign accounts, and optimize for performance.

What Is Salesforce Territory Management?

Salesforce Territory Management is a feature that lets you organize accounts and opportunities into territories and assign them to sales reps. It's designed for complex sales organizations that need to manage territories, hierarchies, and assignments.

What it does:

• Creates territory hierarchies
• Assigns accounts to territories
• Assigns opportunities to territories
• Tracks territory performance
• Manages territory rules and assignments

Why it matters: Salesforce Territory Management provides structure for territory planning. It helps you organize accounts, assign territories, and track performance.

Who it's for: Sales organizations that need territory management, especially those with complex territory structures or multiple sales teams.

Setting Up Territory Management

Here's how to set up territory management in Salesforce:

Enable Territory Management

What to do:

• Go to Setup → Territory Management
• Enable Territory Management
• Configure territory settings

Why it matters: Territory Management must be enabled before you can use it.

How to do it: Follow Salesforce's setup wizard. Configure settings based on your needs.

Create Territory Model

What to do:

• Create a territory model (geographic, industry, account-based, or hybrid)
• Define territory hierarchy
• Set up territory structure

Why it matters: Territory model determines how territories are organized.

How to do it: Create model in Setup → Territory Management → Territory Models. Define hierarchy and structure.

Define Territory Hierarchy

What to do:

• Create territory hierarchy (regions, districts, territories)
• Define parent-child relationships
• Set up territory levels

Why it matters: Territory hierarchy organizes territories. It enables reporting and management.

How to do it: Create hierarchy in Territory Models. Define levels and relationships.

Create Territories

What to do:

• Create individual territories
• Assign territories to hierarchy levels
• Define territory boundaries

Why it matters: Territories are the foundation of territory management.

How to do it: Create territories in Territory Models. Assign to hierarchy. Define boundaries.

Assigning Accounts to Territories

Here's how to assign accounts to territories in Salesforce:

Manual Assignment

What to do:

• Go to Account record
• Select Territory field
• Choose territory
• Save

Why it matters: Manual assignment gives you control over assignments.

When to use: For small numbers of accounts or when you need precise control.

How to do it: Edit Account records. Select Territory field. Choose territory.

Territory Rules

What to do:

• Create territory assignment rules
• Define criteria (geography, industry, account attributes)
• Set up automatic assignment

Why it matters: Territory rules automate assignment. They save time and ensure consistency.

When to use: For large numbers of accounts or when you have clear assignment criteria.

How to do it: Create rules in Setup → Territory Management → Territory Assignment Rules. Define criteria. Activate rules.

Bulk Assignment

What to do:

• Use Data Loader or other tools
• Import account-territory assignments
• Bulk update assignments

Why it matters: Bulk assignment saves time for large assignments.

When to use: For initial setup or large-scale changes.

How to do it: Use Data Loader to import assignments. Map fields. Execute import.

Territory Assignment Rules

Territory assignment rules automate account assignment:

Creating Rules

What to do:

• Go to Setup → Territory Management → Territory Assignment Rules
• Create new rule
• Define criteria (geography, industry, account attributes)
• Set assignment logic

Why it matters: Rules automate assignment. They ensure consistency.

How to do it: Create rule. Define criteria. Set logic. Activate rule.

Rule Criteria

What to consider:

• Account geography (state, city, zip code)
• Account industry
• Account size or revenue
• Account attributes or custom fields

Why it matters: Criteria determine which accounts get assigned to which territories.

How to do it: Define criteria based on your territory structure. Use fields that match your criteria.

Rule Logic

What to consider:

• Assignment priority (which rule applies first)
• Multiple territory assignment (can accounts be in multiple territories?)
• Default assignments (what happens if no rule matches?)

Why it matters: Rule logic determines how assignments work.

How to do it: Set priority. Configure multiple territory settings. Set defaults.

Managing Territories

Here's how to manage territories in Salesforce:

Territory Performance

What to do:

• Use territory reports and dashboards
• Track territory revenue, pipeline, and activity
• Analyze territory performance

Why it matters: Performance tracking helps you optimize territories.

How to do it: Create territory reports. Build dashboards. Analyze metrics.

Territory Balance

What to do:

• Analyze account potential by territory
• Count accounts by territory
• Assess territory balance

Why it matters: Balance analysis helps you optimize territories.

How to do it: Create reports. Calculate metrics. Analyze balance.

Territory Updates

What to do:

• Update territory assignments as needed
• Adjust territories based on performance
• Rebalance territories regularly

Why it matters: Regular updates keep territories current and optimized.

How to do it: Review territories regularly. Update assignments. Rebalance as needed.

Best Practices for Salesforce Territory Management

Here are best practices:

Plan Before You Build

What to do: Plan your territory structure before building in Salesforce.

Why it matters: Planning prevents rework and ensures structure fits your needs.

How to do it: Define territory model. Plan hierarchy. Design structure.

Use Territory Rules

What to do: Use territory rules for automatic assignment.

Why it matters: Rules automate assignment and ensure consistency.

How to do it: Create rules based on clear criteria. Test rules. Activate.

Document Your Structure

What to do: Document your territory structure and rules.

Why it matters: Documentation helps team understand structure and prevents confusion.

How to do it: Document hierarchy. Document rules. Share documentation.

Review Regularly

What to do: Review territories regularly and adjust as needed.

Why it matters: Regular reviews keep territories current and optimized.

How to do it: Schedule reviews. Analyze performance. Adjust territories.

Common Challenges

Here are common challenges:

Complexity

The challenge: Salesforce Territory Management can be complex.

The solution: Start simple. Build gradually. Get training.

Setup Time

The challenge: Setting up territory management takes time.

The solution: Plan carefully. Allocate time. Get help if needed.

Rule Conflicts

The challenge: Territory rules can conflict or create unexpected assignments.

The solution: Test rules carefully. Review assignments. Adjust rules.

The Bottom Line

Territory planning in Salesforce requires:

• Enable Territory Management — Turn on the feature
• Create Territory Model — Define structure and hierarchy
• Create Territories — Build your territories
• Assign Accounts — Use rules or manual assignment
• Manage Territories — Track performance and optimize

Best practices: Plan before building, use territory rules, document structure, review regularly.

Common challenges: Complexity, setup time, rule conflicts.

The sales teams that succeed in Salesforce aren't the ones that wing territory management. They're the ones that plan carefully, use territory rules, and manage territories systematically.

That's how you do territory planning in Salesforce — by planning carefully, using territory rules, and managing territories systematically.