Territory Management

What is Territory Management?

Territory Management allows you to divide your market into defined segments and assign sales reps to each. This ensures balanced coverage, clear ownership, and accountable quota tracking.

Territory Types

AutomateNexus supports four territory types:

• Geographic — Defined by regions, states, countries, or zip codes
• Named Account — Specific high-value accounts assigned to a territory
• Industry — Segmented by vertical market or industry
• Hybrid — Combination of geographic, account, and industry criteria

Creating Territories

Navigate to Lead & Customer Management > Territories and click Create Territory:

1. Enter a name and select the territory type
2. Define the regions or criteria (comma-separated for multiple)
3. Set the quota amount and period (monthly, quarterly, yearly)
4. Assign one or more sales reps
5. Optionally add named accounts

Quota Tracking

Each territory has a quota allocation that tracks:

• Quota amount — Target revenue for the period
• Attainment percentage — How close the territory is to hitting quota
• Pipeline value — Total open deal value in the territory

The Territory Performance view shows attainment bars and pipeline distribution charts for all territories.

Auto-Routing by Territory

When territory management is configured, new leads can be automatically routed to the assigned rep based on the lead geographic or account criteria. This integrates with the Lead Routing system for seamless assignment.

Performance Dashboards

The Territories page includes a Performance tab showing:

• Quota attainment progress bars per territory
• Pipeline distribution bar chart
• Assignment rules and their effectiveness