In today's business environment, CRM sales territory management has a significant impact on business development. This article will analyze the characteristics and business scenarios of zone management, and discuss its practical application methods, and the logic of allocation and setting of zones and rules. Let's learn Xi together!
Matrix is a common enterprise organizational structure, and the CRM area management function helps sales organizations manage complex business models that cross regions and intersect vertically and vertically.
1. What is regional management?
Territory Management is a territory-based grouping system that enables easy sharing of customer accounts between sales teams, allowing you to:
- Create a zone and specify the criteria that define it.
- In addition to role hierarchies, build a regional hierarchy.
- Custom reports for regions, such as star performers across regions, overall sales cycle duration in individual regions, revenue by region, and more.
- Users who belong to multiple regions set multiple prediction targets.
Character vs. Region:
2. What are the business scenarios corresponding to regional management?
1. Matrix organizational structure
2. Matrix organization features
Have a complex sales structure and need to frequently swap different users to different sales teams/regions.
Divide customer accounts based on account characteristics (accounts corresponding to the customer) rather than record ownership.
Users who belong to different sales territories (sales) set multiple forecast targets.
3. Sales structure and shared demand
The need for sharing depends more on the characteristics of the account than on the individual ownership of the record.
Sales belonging to multiple regions access multiple customer accounts.
3. Examples of regional management
The company's sales force is spread across six teams across the United States;
You don't want a sales team from any particular region to access records in another region.
Senior sales reps from two different teams in two geographies can share important leads.
Fourth, enable regional management
There are two ways to enable zone management:
You can copy hierarchies from roles into regions.
All users in the role are added as users in the region. The role manager (in the role hierarchy) will be transferred as a territory manager.
Tips: If you choose to extend the role hierarchy to the regional level, can you revoke and modify the enablement method? It depends on the planning and implementation cost of the data architecture.
- If the impact on the data after rollback is not clear, you can consider not supporting other enabling methods for rollback.
- It is necessary to support the export of the mapping relationship between the role level, position and other information and the regional hierarchy to facilitate data verification.
5. Create regions and rule settings
1. Create a region/sub-region
2. Set up regional (customer) account assignment rules
3. Set up lead assignment rules for the territory
6. The logic of the regional allocation rules
1. Leads, contacts, (customer) accounts, funnel relationships with leads, and data relationships
2. (Customer) Account Assignment Zone Rule Logic
3. The first regional hierarchy principle of the rules
The system checks the first-level area to find matching rules, and if it does not exist, it skips to the second-level area to check again. If there are no rules in the second layer, the system will not continue to check.
If a record does not meet the criteria for the presence of rules in the first level area of the hierarchy, the system does not check the second layer.
4. CRM automatically assigns territories
Automatically assign lead records to the corresponding region level according to rules, and also support manual assignment and modification.
This article was originally published by @陈皮Brian on Everyone is a Product Manager and is not allowed to be reproduced without authorization
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