Salesforce Enterprise Territory Management (ETM) Guide

Last updated on by Editorial Staff
Salesforce Enterprise Territory Management (ETM)

You’ve just been given a new territory to manage as part of your salesforce role. That is an excellent opportunity for you, but it’s also much extra work.

Enterprise territory management can seem complex and daunting, but our guide will make it easy for you. We’ll show you how to enable enterprise territory management in Salesforce, the benefits, and how to get started.

Follow our simple guide to learn everything you need to know about Salesforce enterprise territory management! You’ll be an expert in no time.

Salesforce enterprise territory management (ETM) is a powerful feature that allows businesses to configure and manage their sales territories more effectively.

ETM can be used with Salesforce CRM to improve sales data accuracy, optimize sales processes, and allocate resources more efficiently.

New version: aka TM 2.0

Release date: As of July 2022

What is Enterprise Territory Management in Salesforce?

Enterprise territory management is a feature in Salesforce that allows you to set up territories for your sales reps and define the rules for how they should work within those territories.

With ETM, you can also specify which opportunities should be assigned to each territory and the sales quotas for each territory.

How to Enable ETM in Salesforce?

To enable enterprise territory management in Salesforce, go to Setup, enter “Territories” in the Quick Find box, and select Territories. Then, check the Enable Enterprise Territory Management box in the Territory Settings section.

Once you’ve enabled enterprise territory management in Salesforce, you’ll need to set up your territories. You can do this by going to the Territories tab and clicking on the New Territory button.

You’ll need to enter a name for your territory and select the type.

Below three territories are popularly created territories.

Salesforce Sample Territories
  1. Geographic: This type of territory is based on physical location, such as a city, state, or country.
  2. Account: This type of territory is based on the account record, such as all accounts in a particular industry or with specific annual revenue.
  3. Opportunity: This type of territory is based on the opportunity record, such as all opportunities for a specific stage of the sales process.

After you’ve selected the type of territory, you’ll need to define the rules for that territory. The rules will determine which records should be included in the territory.

For example, if you’re creating a geographic territory, you’ll need to specify the countries, states, or cities included in the territory.

If you’re creating an account-based territory, you’ll need to specify the industry, annual revenue, or other criteria that should be used to include accounts in the territory.

Components of Salesforce Enterprise Territory Management

Six components are there in SalesForce enterprise territory management.

Infographics of Components of Salesforce Enterprise Territory Management


Account groups and the sales professionals who work with them are organized by territory. Territories are used to construct regions.

Territory type

Assigning a territory type to every newly established region allows you to organize areas better, such as distinguishing between core and overlay employees or named accounts and geographic regions. However, remember that territory types are not visible in territorial model hierarchies.

Territory type priority

The custom priority scheme allows you to select the right territory type for a newly created or changed territory. 

For example, a 001 might denote the greatest priority of a region type. Similarly, it is just as important to identify the scheme scales when new area types are introduced.

Territory model

A company can use Salesforce’s comprehensive territory management system to develop and preview multiple territorial structures and various account and user mappings using the model builder before activating the ideal model.

In addition, the Salesforce edition will determine how many territory models may be developed in production and sandbox.

Territory model status

This territory planning tool will help you indicate which areas are being actively utilized, in the planning stage, or have been archived. Of course, you can only have one active territorial model at a time for forecasting purposes.

Still, you may construct and preserve numerous models in the experimentation phase or later use them as needed.

Territory hierarchy

The hierarchy function allows you to see a model’s region structure and is used to interact with the regions.

Creating, updating, and removing regions can all be done through the hierarchy. Additionally, accessing more information on region detail pages and using region mapping rules is possible through the hierarchy. 

It is also possible to use the hierarchy tool to assign regions to opportunities while archiving or activating models simultaneously. Last but not least, territory forecasts will follow suit from Territory hierarchies that have already been assigned in an active territory model.

Salesforce Enterprise Territory Management Implementation Guide

The steps for implementing enterprise territory management in Salesforce are as follows:

  • Go to Setup, enter “Territories” in the Quick Find box, and select Territories.
  • Check the “Enable Enterprise Territory Management” box in the Territory Settings section.
  • Go to the “Territories” tab and click on the “New Territory” button.
  • Enter a name for your territory and select the type.
  • Define the rules for the territory.
  • Save the territory.
  • Assign accounts and opportunities to the territory.
  • Set up sales quotas for the territory.
  • Test the territory to ensure it is working as expected.
  • Go live with the territory.
Salesforce Territory Settings
Territory settings
Territory Settings
Default access level
getting started with salesforce territory management Territory Type
New territory type

Salesforce Enterprise Territory Management Limits

  • You can create a maximum of 1000 territories in Salesforce.
  • You can create a maximum of 10,000 rules for all territories combined.
  • A maximum of 1,000,000 records can be included in all territories combined.

Salesforce Territory Management vs Enterprise Territory Management

Salesforce offers two different types of territory management – standard and enterprise. Standard territory management is available to all Salesforce users, while enterprise territory management is a more advanced feature that requires an enterprise edition license.

The main difference between standard and enterprise territory management is the level of automation and available flexibility.

Salesforce Territory ManagementEnterprise Territory Management
It is one of the standard features in Salesforce to manage sales territories.It is an extension of standard territory management that will enable you to collect your sales territories more granularly.
It is available to all salesforce users.It is a more advanced feature that requires an enterprise edition license.
With standard territory management, you must manually create and assign territories. That can be time-consuming, especially if you have many sales reps.With enterprise territory management, Salesforce automatically creates and assigns territories based on your specific criteria. That can save you time and effort and ensure that your territories are always up-to-date.
You can only assign leads, opportunities, and cases to a territory.You can assign accounts and custom objects to territories along with leads, opportunities, and cases.

If you’re considering using salesforce territory management, it’s essential to understand the differences between standard and enterprise territory management. That will help you decide which territory management is right for your business.


What is the purpose of territory management in Salesforce?

The purpose of Salesforce Territory Management is to organize and manage different areas or territories within a company. It does this by creating rules that determine which salespeople, sales managers, opportunities, and customers belong to each territory. This helps sort data in the CRM (Customer Relationship Management) system by region, providing a clearer view of the business for executives.

How do you align territory in Salesforce?

Navigate to the dataset where you want to add an alignment.
Select “Add Alignment.”
Enter a name for the alignment and click “Next.”
Add the largest areas that represent the top of your territory model, like regions or higher-level units.
Click on “Options,” then select “Leave Units Unassigned.”
Finally, click “Finish” to complete the territory alignment process. This allows you to create or adjust territory models effectively in Salesforce.


Salesforce Enterprise Territory Management offers businesses a better way to manage their sales teams and territories. It can be enabled through the setup area of Salesforce and provides more options for managing customer data and assigning quotas.

There are also limits to how much data can be managed with Enterprise Territory Management, so it is essential to set up this feature correctly for your business.

Nevertheless, Salesforce ETM can be a valuable tool for managing your sales team and territories with the proper implementation.


  1. Official Website
  2. Salesforce enterprise territory management