Account Territories

What is Account Territory

Territory management is an account sharing system that grants access to accounts based on the characteristics of the accounts. It enables your company to structure your Salesforce data and users the same way you structure your sales territories.

NOTE: same as Assignment rules for Cases and other objects, territories enables Account object sharing / assignment rules.

A territory at-least provides Read access to the member irrespective of Account permissions.

A user and Account can have multiple membership in territory i.e. single user can be part of multiple territory and an Account can also be a part of multiple territory.

How territories can be defined in SDFC?

Territory can be defined based on criteria such as:

a.      Postal code

b.      Industry

c.       Revenue

d.      Custom fields.

What are the use of Territory in Business Line?

By defining Account based on Territories, Business can use Forecast to view data particular to one Territory.

NOTE: Customizable forecast and Territory do not work together as of now

Effect on Ownership and Other objects

Account ownership and sharing remain unchanged with Account territories.

Territory only effect Account’s and Standard Object which are in MD relationship with Account like Opportunity.

Key benefits of territory management include:

§  The ability to use account criteria to expand a private sharing model.

§  Support for complex and frequently changed sales organization structures.

§  Support for transferring users between territories, with the option to retain opportunities.

§  Multiple forecasts per user, based on territory membership.

§  Territory-based sales reports.

What is Territory Heirarchy?

Territories exist in a hierarchy which you can set up with as many nested levels as you wish.

Example:

Hierarchy can be defined as:

1.      Global Hierarchy at top level and drill down to following

a.      Asia Pacific level

b.      North America

c.       South America

d.      Europe

Impact of Territory Hierarchy on Forecast

When territory hierarchy is enabled, forecast hierarchy will be derived from account territories i.e. Opportunities includes in Forecast Hierarchy will be based on Account Territories.

Query Territory in Apex

Algorithm (Pseudo Code):
1) Query AccountShare object where AccountId = Trigger.New (Account Ids)
where RowCause = 'Territory' (Note: If Account has assigned via Territory Assignment Rules).
where RowCause = 'TerritoryManual' (Note: If Account has assigned via “Manually Assigned Accounts” related list on Territory detail page or AccountShare record has created in Apex Code).
2) Query Group object where Id = AccountShare.UserOrGroupId
3) Query Territory object where Id = Group.RelatedId
4) Query UserTerritory object where Id = Territory.UserId

NOTE: The Territory object is only visible if you have enabled Territory management functionality within your org. Please note that you cannot disable Territory Management functionality once its enabled in an org so please use caution! 

              

Manually Assign Territories

Permission needed:

1.      View Setup and Configuration

2.      Manage Territories

Steps to assign:

1.      Open Account you need to assign Territories.

2.      In the Account Territories related list, click on Assign.

3.      From the Available Territories, select one or more Territories.

4.      Click Assign.

Territory Management: Accounts relationship diagram