Sales territory refers to a specifically defined geographical area or a group of customers that are assigned to a sales team or individual. The purpose of this assignment is to accomplish allocated sales objectives and targets within that particular area or customer group.
To create a sales territory
- Navigation – set up> sales> sales territories> new
- Under the subtab ‘configure rule definition’- click on the drop down ‘apply rule’
- From the dropdown select a sales rule
- Under the subtab ‘lead assignment’ – select a sales rep from the dropdown menu for sales rep
When a new territory is established with an existing rule, and a new sales representative is assigned to this territory, any new leads that are generated will be allocated to the sales rep based on the sales territory that was previously in existence.
To allocate the newly created sales territory and sales rep to the new leads, one must check the “inactive” checkbox within the existing sales territory.