This chapter starts with a high-level overview of Territory Management. We will also discuss how to enable Enterprise Territory Management, and look at the key concepts related to it. Later, we will go through how to define a territory model and assign users to it. All these concepts are very important to consider as Territory Management is a one-time setup, and these concepts will dictate how your Salesforce organization will work in accordance with your organization's territory structure. The following topics will be covered in this chapter:
- Introduction to Territory Management
- Difference between role hierarchy and territory hierarchy
- Difference between Territory Management and Enterprise Territory Management
- Enterprise Territory Management key concepts
- Configuration of Enterprise Territory Management
Territory Management is an account-sharing model that grants access to accounts based on the attributes of the accounts. It empowers your company to edifice your Salesforce data and business users the same way you manage your sales territories:
A territory is a collection of the account records and business users where the users have minimum read access to the accounts, irrespective of who owns the account records. By enabling territory settings, users can get read, read/write, or owner-like access to the accounts in that territory. Both users and accounts can exist in multiple territories. Salesforce allows you to add accounts manually to territories or define account assignment rules that assign accounts to territories for you. It also makes it possible to control users' access to the opportunities and cases related to the accounts in the territory, irrespective of who owns the records.
Salesforce's original Territory Management feature allowed you to grant users access to accounts based on specific criteria, such as zip code, industry, type, or a custom field. Enterprise Territory Management builds on top of the original feature by introducing territory types, territory models, and territory model states.