Territory Management helps team members get a sense of team cohesion, morale, and increased sales when sales organizations are organized by territory. Improved customer service and higher sales numbers are the results of territories being strategically aligned. Dividing sales by territory and region also provides a logical way to control management responsibilities. Another important advantage of having sales territories is the ability to better allocate costs, and coordinate promotions and campaigns.
Lionel works for Morningstar, a Swedish desktop company, as a Senior Sales Manager. In the United States, they have four sales divisions with four different product lines, and with many accounts, a single account can fall into one or more of these territories. With the help of Multiple Territories, Lionel can assign more than a single territory to a record. This is in alignment with the business needs and empowers Lionel to take incredibly powerful decisions. Lionel can assign Multiple territories to an Entity record manually or by automation using Batch Processing Tool. Let us experience how he can swiftly Assign Territories with the Territory Assignment Rule feature within Microsoft Dynamics 365 CRM. Territory Assignment Rule allows organizations to create their own rules and enable automatic and hassle-free territory assignment based on some pre-set conditions being satisfied.
The first and foremost step for Lionel is to enable Territory Assignment Rule in Maplytics. To perform the same, he will check the “Enable Territory Assignment Rule” checkbox. The steps involved for the same are-
Lionel gains access to the Territory Assignment Rule tab in the Entity Map record after enabling it, from which he can construct Assignment rules for the Entity. Once activated, the next step is to create a new Maplytics Assignment Rule. Lionel will follow the methods below to accomplish the same:
Lionel can build a variety of assignment rules based on his requirements. Assume he wants to target firms with a particular sales value and assign Sam as his area manager. In this section, he will create ‘Assignment Rule 1 – Sales > $10k’ and assign “Sam A” as the owner of the territory to those account records where Annual Sales are greater than $10k. For the specified criteria, he will pick “Advanced” as the Query Mode and then fill in the FetchXML for the criteria. His next line of action is to set the Priority of the Rule as “1”. Lionel can use the advanced find within the CRM to use required filters and download the FetchXML from there to copy and paste in the assignment rule. This will ensure the assignment of the territories based on desired conditions.
When Lionel picks the Account records and runs the ‘AssignTerritoryWorkflow.AssignTerritory’ workflow or even the Batch processing tool on them, the records will be checked to see whether they meet the criteria. If the criteria are met, Sam will be assigned as the owner of the territories assigned to the selected records. As straightforward as it seems, the implementation is also incredibly simple with Maplytics. Managers no longer have to spend lots of time allocating scores of records to territories and then realigning based on territorial demands.
After assigning territories, Lionel can now easily view the accounts by simply choosing the Search option of ‘By territory’ to plot the records in territories. Now Lionel can visualize records that lie in single or multiple territories.
With Maplytics within Microsoft Dynamics 365 CRM, businesses can simply optimize their sales territories and create intelligent territory structures that can be managed efficiently. Optimized sales territories assist Lionel’s sales team spread out their burden, allowing them to complete duties more efficiently, create stronger customer relationships, and improve the number of high-quality leads they receive. Just as crucial is the motivation it provides to your sales team if they feel like they are being productive and meeting their sales targets.
Maplytics™ is a 5-star rated preferred multi-language geo-analytical mapping app that helps in Maps integration within Microsoft Dynamics CRM to provide advanced features like Auto-scheduling, Radius Search, Appointment Planner, Land area Mapping, Routing within Dynamics 365, and many more. With the power of locational intelligence and territory management, Maplytics helps Cover target markets strategically, Maximize each rep’s time, Deepen customer relationships, Forecasting, and many more. By leveraging the power of geo-mapping technology, many organizations are already experiencing improved customer engagement.
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