---
sourceDocument: Australia Sales Customer Relationship Management
sourceDocumentLink: https://www.servicenow.com/docs/r/order-management

 Release :

    - australia

ft:locale :

    - en-US

ft:publication_title :

    - Australia Sales Customer Relationship Management

ft:clusterId :

    - omgmt

bundleId :

    - omgmt

workflow :

    - Customer and Industry


---

# Sales Territory Management

# Sales Territory Management {#ariaid-title1}

* Release version: Australia
* 
* Updated March 12, 2026
* 
* ![](https://www.servicenow.com/docs/portal-asset/ico-clock) 1 minute to read

Sales territory management enables you to structure and optimize the sales efforts of your organization based on territories. It focuses on dividing CRM entities, such as accounts, leads, opportunities, and consumers, into
manageable segments (geographical, product, or industry-based) to promote efficient coverage and accountability.

## Sales Territory Management overview {#explore-sales-territory-management__section_bbz_w2l_bhc}

Sales Territory Management executes and refines the territory plan so that the sales representatives cater to the correct leads and opportunities, optimizing sales efforts. It involves overseeing daily sales activities,
adjusting team assignments to complete customer coverage, monitoring sales performance against goals, and updating territory assignments as markets change. Sales Territory Management plugin supports managing and distributing accounts, consumers, leads, and opportunities based on conditions to different sales territories.

## Sales Territory Management users {#explore-sales-territory-management__section_vnc_pjl_bhc}

{#explore-sales-territory-management__table_e2c_kll_bhc__entry__2}

| User | Description |
|-|-|
| Sales Territory Admin | Manage and view sales territory and CRM like Account, Consumer, Lead, and Opportunities. |
| Sales Territory Viewer | View sales territory. |
| Sales Territory Manager | Manage members and their roles in the territory hierarchy. |
[Table 1. Users]

{#explore-sales-territory-management__table_e2c_kll_bhc}

## Sales Territory Management benefits {#explore-sales-territory-management__section_okw_4pl_bhc}

{#explore-sales-territory-management__table_itx_fwl_bhc__entry__2}

| Benefits | Details |
|-|-|
| Efficient territory allocation | Helps allocate sales regions efficiently to match business complexity and sales team distribution to avoid team overload. |
| Equitable distribution | Verifies fair distribution of sales among sales representatives. Automating territory assignments reduces manual tasks, enabling sales agents to focus more on selling. |
| Clear sales accountability | Assigning defined accounts or regions clarifies sales responsibilities and improves team accountability. |
| Segmentation | Based on the potential of each territory, you can effectively organize sales teams, avoid competing priorities for sales representatives, and set targets accurately. |
| Data security and compliance | Territory-based data sharing rules promote only authorized users access specific records, maintaining security and compliance. |
| Enhanced reporting and forecasting | Offers insights on sales team performance, enabling better forecasting and resource allocation decisions. |
| Adaptability and scalability | Adapts easily to organizational changes for long-term effectiveness. |
| Systematically rule-based approach | Offers a structured, rule-based method ideal for managing large sales teams efficiently. |
[ ]

{#explore-sales-territory-management__table_itx_fwl_bhc}

## What to explore next {#explore-sales-territory-management__section_hbk_cmf_d3c}

The following topics provide more information about configuring and using Sales Territory Management:

* [Configuring Sales Territory Management​](https://www.servicenow.com/docs/AvxF3d31cquXFpleGtk2Iw "Learn how to configure the features and components that help distribute accounts, consumers, leads, and opportunities to manage sales territories.")
* [Using Sales Territory Management​](https://www.servicenow.com/docs/~RXwOYqde40bD1Y0V8GoPA "Sales Territory Management​ is a strategic framework for organizing and managing CRM entities such as Accounts, Consumers, Leads, and Opportunities. To assign territories, you can run Run Assignment to automatically distribute CRM entities, or manually update the primary territory.")
* [Components installed with Sales Territory Management​](https://www.servicenow.com/docs/Nsr8jbb_c8yMB0aLkYz~DQ "Several types of components are installed with activation of the Sales Territory Management​ plugin, including user roles.")
{#explore-sales-territory-management__ul_fsk_kmf_d3c}