Salesforce Docs Portal

Establish Areas and Distribute Units in Top-Down Territory Models

Structure your model so that subordinate areas support leadership goals within top-level areas in Territory Planning. Branch top-level areas into smaller ones, such as districts, states, and postal codes. Then distribute units in a way that gives you the best chances of meeting and exceeding leadership goals.

Required Editions

Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available in: Professional, Enterprise, Performance, Unlimited, and Developer Editions with Web Services API enabled
User Permissions Needed
To modify alignments:

SF Maps Territory Planning permission set

OR

SF Maps Territory Planning for Sales Planning permission set (after you purchase Sales Planning)
  1. Open an alignment that includes the top-level areas you want to branch into smaller areas. Select all the top-level areas, select Include Unassigned Units, then click Apply.
    New alignment that you created with the focus set to show all top-level areas and unassigned units
    The top-level areas and unassigned units appear on the map and its legend.
  2. Click Optimize, then set your optimization priority. For example, to distribute units equally among top-level areas, select Balance, then optimize the alignment.
    Unassigned units and top-level areas on the map with optimization set for balance
    Territory Planning assigns units to the top-level areas based on the optimization priority that you set.
    Assigned units in top-level areas
  3. Assign owners to the top-level areas, then give editor access to those owners for their areas. The owners can define their territory structures.
    Area assignment and sharing
  4. Add subordinate areas, such as districts within the top-level areas, then apply your changes.
    Area definition within the top-level area
    Territory Planning assigns the units from the top-level area to the first subordinate area, such as District 1. For other top-level areas, Territory Planning places their units into placeholders until you add subordinate areas to them.
    Area definition within the top-level area
  5. Change the focus to show the top-level area that you added subordinate areas to. Change the hierarchy level to show the subordinate areas, then optimize the focus.
    Focus changed from showing regions to districts and optimization options
    Territory Planning assigns units to the subordinate areas based on the optimization priority that you set.
    Subordinate areas optimized for balance
  6. Repeat steps 4 and 5 for each area that you want to add subordinate areas to. Apply the same method when you branch to even smaller areas, such as states and postal codes.