Best Practices for Implementing Salesforce CRM - Cloud Experts

Using data access design patterns• Alignment and re-alignment – Get support for transferring users between territories, with the option toretain opportunities• Forecasting – Get multiple forecasts per user, based on territory membership• Reporting – Gain the option to create territory-based sales reportsIn addition to controlling access to accounts for users in each territory, you can control users’ access to theopportunities and cases associated with those accounts, regardless of who owns the records. For moreinformation, see Territory Fields.Is TM right for you?TM is not appropriate for everyone. Don’t deploy TM unless your organization meets most of theserequirements:• Automated assignment – You need to mass-assign or automatically assign account records using onlyaccount criteria to expand a private sharing model• Re-organization – Your organizational structure is complex or changes frequently• Alignment and re-alignment – You need to automate the territory re-alignment (user-to-territory andterritory-to-account) process and also maintain explicit territory-to-account alignment conditions• Forecasting – You need to submit forecasts at the territory level, not at the user level• Reporting – You need territory-specific reports, not user- or role-specific reportsTypical companies that implement TM already have a mature territory management process, as is often thecase in the pharmaceutical, technology, and media industries. If your company doesn’t have such a process,we recommend that you deploy TM only after you considered all its functions and are sure it meets yourneeds. For more help deciding whether TM is right for you, see this Best Practice: “4 steps to deciding ifTerritory Management is right for you.”In addition, TM only governs the assignment of accounts and the standard objects that have a master-detailrelationship to accounts, opportunities, and contacts. For example, opportunities are included in TM, butleads and activities are not. That means that, if you have private records such as “Business Plan” that arechildren to accounts, access to those records is not automatically granted via territory associations.Finally, TM can only be enabled in your instance if you have a full-copy sandbox. Contact Support ifyou’re not certain whether you purchased or activated a sandbox.Additional information is available in these resources:• Territory Management FAQ• Tips & Hints for Working with Territories• Deploying Territory ManagementBEST PRACTICE 7