Objective
To implement a robust and accurate territory management system in Salesforce that eliminates geographic overlaps, ensures data accuracy, and streamlines the process of territory assignment. This aims to optimize resource allocation, reduce duplication, and enhance overall sales performance.
Pre-conditions
- Salesforce is fully operational and tailored to organizational needs.
- Q-assign is installed and configured.
- Sales and System Admin teams are trained on Q-assign’s Territory Assignment feature.
Actors
- Sales Managers
- Sales Representatives
- System Administrators
Workflow
- Territory Definition: Sales Managers define sales territories within Salesforce, ensuring data accuracy.
- Territory Visualization: Territories are displayed on maps for easy visualization, allowing for quick adjustments to prevent overlaps.
- Lead Triage: Leads are stamped with territory tags based on their accurate geographical location.
- Sales Rep Assignment: Q-assign assigns leads based on these defined and visualized territories. Other assignment rules can be layered on top (e.g. skills or workload based) for enhanced precision
- Performance Tracking: Sales Managers monitor performance metrics by territory.
- Sales Engagement: Sales Representatives focus on leads within their clearly defined territories.
Post-conditions
- Clearly defined and visualized territories within Salesforce, without geographic overlaps.
- Balanced workload among Sales Representatives.
- Enhanced operational efficiency and focused sales efforts.
Exceptions
- Overlapping territories are flagged and resolved.
- Unattended leads are re-routed to available Sales Representatives.
Metrics for Success
- Efficiency: Reduction in duplicated efforts and optimized resource allocation.
- Performance Tracking: Enhanced data-driven decision-making by Sales Managers.
- Customer Satisfaction: Improved targeting based on accurate territorial assignments.
