Overview

The Territory Management page is where you define sales territories, decide which accounts belong to each, assign reps, and build a market tree that rolls countries up into regions for regional reporting. Well-kept territories drive accurate coverage, cleaner pipeline ownership and the Market view in revenue reporting.

Getting there and who can edit

Open the Territories card from the Settings hub, or go to /revenue-intelligence/settings/territories. Everyone can view territories. Creating, editing, deleting and bulk-assigning need an organisation owner or administrator, or a CRO or VP of Sales.

What’s on the page

Territory Coverage

The coverage panel summarises your footprint: Total Territories, Assigned, Unassigned and overall Coverage. When an unassigned territory has more than 10 accounts or a TAM over 1,000,000, a warning such as “2 high-value territories need assignment” appears.

Territories Needing Attention

When some territories have a low health score, this panel lists up to three of them with their Health Score. Select View Details to open that territory for editing.

Market tree

Once any geographic territory has a parent or children, the Market tree panel appears. It shows how countries roll up into regions in the Market view, with each territory’s TAM in its own currency (or “Not set”) — for example APAC › New Zealand, Australia.

Territory cards

Use Filter by type to narrow the list (All Types, Geographic, Industry/Vertical, Named Accounts, Market Segment, Custom). Each card shows:

The name, its type, and “in …” when it sits under a parent market.
Accounts — how many accounts belong to it.
Pipeline — the sum of deal amounts in their own currencies. It is not converted, so mixed-currency territories show a raw sum.
TAM — in the territory’s own currency, or “Not set”.
Child markets — for a parent market, the territories under it.
Coverage — a score out of 100%: half for having at least one assigned rep, half for the share of its accounts that have an owner. 70% and above shows green.
The assigned reps, or “No assigned reps”.

Territory types

The type decides how accounts are matched. You choose it when creating the territory; it can’t be changed afterwards.

Geographic — matches the account’s country, state/province and city. Only geographic territories can form a market tree.
Industry/Vertical — matches the account’s industry field. Enter industry names exactly as they appear in your account records.
Named Accounts — only the accounts you assign explicitly.
Market Segment — matches accounts inside revenue and employee bounds (see below).
Custom — no matching rules; use Account Assignment to add accounts.

Creating a territory

Select Create Territory.
Enter a Territory Name and choose the Territory Type. Add a Description if you like.
For a geographic territory, choose a Parent market, or leave it as “No parent (top-level market)”.
Fill in the Territory Definition for the type:
- Geographic: Countries (any spelling, such as “NZ, Australia, USA”; saved as ISO codes), States/Provinces and Cities, each comma-separated.
- Industry/Vertical: Industries, comma-separated.
- Market Segment: Min annual revenue, Max annual revenue, Min employees, Max employees.
Optionally add accounts under Account Assignment and reps under Assigned Users (hold Ctrl/Cmd to select several).
Optionally enter Annual Revenue Potential (TAM) and its TAM currency.
Leave Territory is active ticked and select Create Territory.

If something conflicts — an overlapping market, a cycle in the tree, an unrecognised country — the message appears inside the form and the form stays open so you can fix it.

Market Segment bounds

An account matches a segment when it falls inside every bound you set. Leave a bound blank to ignore it. Accounts missing annual revenue or employee count don’t match a bound on that field.

Building a market tree

A parent market groups other geographic territories — for example North America › United States, Canada — and has no country rules or accounts of its own.

Create the parent: a Geographic territory such as “North America”, with Parent market set to “No parent (top-level market)”. Leave Countries, States/Provinces and Cities empty and assign no accounts.
Create each child: a Geographic territory such as “United States”, with Parent market set to “North America” and its Countries filled in.
Repeat for the other children. Each account can belong to only one market, so children must not overlap.
Check the result: the Market tree panel appears, child cards show “in North America”, and the parent card lists its Child markets.

To move a territory back to the top level, edit it and set Parent market to “No parent (top-level market)”.

TAM and its currency

Enter Annual Revenue Potential (TAM) and type or pick a three-letter TAM currency. New territories default to your reporting currency. TAM is stored in this currency and converted to the reporting currency at the latest rate wherever it is totalled — see Reporting Currency & Exchange Rates.

Assigning accounts

Open a territory (the pencil icon) or start a new one.
Under Account Assignment, type an account name and press Enter or select the search icon.
Select a result to add it. Remove an account with its ×.
Select Update Territory.

Explicitly assigned accounts take priority over rule-based matching. For Named Accounts territories they are the only accounts included; for other types they are added to the rule-matched accounts.

Bulk Assign

Select Bulk Assign.
Choose an Operation: Add users to territories, Remove users from territories, or Replace all assignments.
Tick territories under Select Territories and users under Select Users.
Select Apply Changes.

Deleting a territory

Select the bin icon and confirm. A territory with child territories can’t be deleted — move or delete its children first.

In-page help

The Help button opens a guide covering how territories match accounts, best practices, and the account data each type relies on.

Troubleshooting

“Overlaps with territory …”: each account can belong to only one market. Narrow the countries, states or cities on one of the two territories.
“… account(s) are already assigned to territory …”: those accounts already belong to another geographic market. Remove them there first.
A parent market won’t save: parents can’t have their own country/state rules or accounts. Move them onto a child territory.
“Only geographic territories can form a market tree”: parents and children must both be Geographic.
“Unrecognised countries”: check the spelling, or use the ISO code (for example NZ, AU, US).
An account doesn’t land in a territory: check the account has the field the type relies on — a billing country for Geographic, industry for Industry/Vertical, annual revenue or employee count for Market Segment. The Data Quality Monitor flags accounts with no recognised country.
Pipeline looks odd for a multi-currency territory: the card’s Pipeline is not converted. Use Territory Analytics for converted totals.
You can’t save changes: editing territories needs an owner, administrator, CRO or VP of Sales.

Territory Settings: Markets, Segments & Assignment