Salesforce Enterprise Territory Management (ETM) Guide

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 like a complex and daunting setup, 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 more effectively configure and manage their sales territories.

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 per 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.

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
getting started with salesforce territory management 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 in a more granular way.
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 type of territory management is right for your business.

Conclusion

Salesforce Enterprise Territory Management offers businesses a way to manage their sales teams and territories better. 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.

References:

  1. Official Website
  2. Official Documentation