A typical scenario goes like this: a company has substantial national or international presence and a single point of entry for incoming enquiries (like a website or a toll free phone number). After identifying a prospect or client location, these inquiries are passed only to responsible employees in local offices.
Territory management in CRM software offers a number of advantages:
- It allows one to compare sales or marketing statistics between different territories
- It can show which territories are showing positive dynamics (sales are growing) and which ones are declining, allowing management to make appropriate decisions before it gets too late
- It can help in building accurate sales forecasts for each territory