Territory Management

A system for grouping customers by geographic area or criteria and assigning sales reps to each territory.

Complete Definition

Territory Management in CRM ensures balanced workload distribution, prevents rep conflicts, and optimizes sales coverage. It assigns accounts, leads, and opportunities to specific reps or teams based on geography, industry, account size, or product. Advanced territory management includes rules for overlap, reassignment automation, and performance analytics.

Key Points

1Groups customers by territory
2Balances sales workload
3Prevents rep conflicts
4Automates assignment rules

Related Terms

Sales Pipeline

A visual representation of sales prospects and where they are in the purchasing process.

Opportunity Management

The process of tracking and managing potential revenue-generating deals through the sales cycle.

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