SAP Customer Relationship Management > Sales > Territory Management

Territory Management

Main Process

 

 

 

See also

 

The appropriate alignment of sales resources across well-defined territories is the key to peak efficiency in any sales organization. SAP CRM allows you to structure your sales team into territories that support the strategic direction of your company. You can optimize the coverage of sales territories and balance workloads, assigning sales professionals to the most appropriate territories using a variety of attributes, including company size, revenue, geography, product, product line, and strategic accounts.


The following business goals and objectives can be achieved through the implementation of these processes:


Business Processes

Market SegmentationSAP Component or Feature Available
Segments the market into different territories based on various attributes such as geographical locations, sales areas, product lines.

This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Territory Assignment & SchedulingSAP Component or Feature Available
    Monitors the time-dependent assignment of employees and accounts to territories. Allows to anticipate and respond to future scheduled assignments due to resource availability.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Territory/Organizational MappingSAP Component or Feature Available
    Provides the alignment between territory definition and organizational hierarchy of your sales organization, mapping of which sales resources are responsible for covering which sales territories.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Rule-Based Synchronization for Mobile DevicesSAP Component or Feature Available
    Leverage the territory assignment definition to automatically determine which sales and account data should be synchronized during replication of the mobile device, specifically for users who access the sales application via a laptop PC. 



    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Sales Analysis by TerritorySAP Component or Feature Available
    Comprehensive set of analytical tools that allow for analysis of sales performance at the territory level, including comparison between territories by various attributes (e.g., sales resource, partner, sales team, account). 

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Interface to Third-Party Territory Planning ToolsSAP Component or Feature Available

    Imports and exports territory and assignment information to other systems. Structures and organizes the market by dividing it into territories according to criteria of choice (such as size, distance, revenue, products, or number of visits). Defines territories and creates a territory hierarchy. Allocates employees to the territories using Organizational Management. Plans sales targets based on territories. Determines territories within sales processes automatically. Analyzes sales success by territories.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    SAP Product Available Partner Product Available SAP Product Available with Future Releases Partner Product Available with Future Releases Future Focus
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