What is Territory Management in Zoho CRM
Introduction
A territory is a way to group customer accounts based on shared characteristics like:
- Geography (e.g., country, region, zip code)
- Industry
- Product line or service
- Expected revenue
- Verticals (e.g., healthcare, finance)
This grouping helps organizations strategically assign accounts to sales teams and manage access permissions more effectively.
Territory Management:
Territory Management is a structured method of organizing customer accounts based on specific criteria to:
- Streamline account ownership
- Enable team-based selling
- Simplify data access and sharing
- Enhance sales efficiency
It empowers companies to segment accounts by business logic rather than limiting assignment strictly by user roles or individual ownership.
Availability
- Available in: Enterprise and above editions
- Permission Required: Users with the Administrator profile
Key Benefits of Using Territory Management
1. Simplified Data Sharing
Easily share customer records among sales teams based on territory membership instead of building complex sharing rules manually.
Example: A sales rep in the Northern Region can access accounts under the “North Zone” territory without needing explicit record sharing.
2. Focused Work Environments
Territories allow teams to specialize by region, industry, or product, improving their efficiency and reducing travel or misalignment.
Result: Better collaboration, expertise, and quicker response time.
3. Performance Evaluation
Generate reports by territory to evaluate team productivity, conversion rates, and customer engagement levels.
4. Territory-Specific Forecasting
Sales teams can have individual targets for each territory they manage, helping track goals and ensure accountability.
Forecast by: Expected Revenue, Deals, Closing Dates, etc.
Is Territory Management Right for You?
Use this feature if your business:
- Operates across multiple regions, industries, or business units
- Has cross-functional sales teams
- Requires centralized record access for collaboration
- Needs clear-cut forecasting per segment
How to Use Territory Management
1. Go to Setup > Security Control > Territory Management
2. Click Enable
3. Start creating territory structures using the + New Territory option
4.Define rules and hierarchy based on your sales organization
Assigning Territories to Records
Territories are automatically or manually assigned to:
- Accounts
- Contacts
- Potentials/Deals
Assignments are based on criteria like:
- Billing country
- Industry type
- Account owner role
Forecasting for Territories
With Territory Management enabled, sales forecasts can be:
- Customized per territory
- Tracked per user or team
- Aligned with actual performance metrics
This lets leadership set clear sales expectations per region or team.
