Territory Settings: Define, Assign & Bulk-Manage Territories

Overview

The Territory Management page is where you define sales territories, assign accounts and reps, and keep an eye on coverage. Well-maintained territories drive accurate coverage analytics, cleaner pipeline ownership, and fair quota distribution.

Getting there

Open the Territories card from the Settings hub, or go to /revenue-intelligence/settings/territories.

Territory Coverage

The coverage panel summarises your footprint: Total Territories, Assigned, Unassigned, and overall Coveragepercentage. Use it to spot gaps before they cost you pipeline.

Filtering by type

Use Filter by type to narrow the list. Territory types are:

• Geographic — countries, states/regions, and cities.
• Industry/Vertical — grouped by industry.
• Named Accounts — a specific list of accounts.
• Market Segment — for example Commercial or Enterprise.
• Custom — your own rules.

Choose All Types to see everything.

Creating a territory

1. Select Create Territory.
2. In Territory Definition, name the territory and pick its type.
3. For geographic territories, enter countries, states, and cities as comma-separated lists; for industry or segment, set the matching filters.
4. Optionally constrain by account size using minimum and maximum revenue.
5. Save to add the territory to the list.

Assigning accounts and reps

Open a territory to manage its accounts. Use the account search to find accounts by name (type a name and press Enter or use the search control), then add them to the territory. Each territory card shows its assigned accounts, pipeline, coverage, and the reps who own it (marked Primary).

Bulk Assign

Use Bulk Assign to add users to territories in one pass rather than editing each territory individually — useful when standing up a new team or rebalancing coverage.

In-page help

The Help button opens the Territory Configuration Guide, which covers the territory types, best practices, and how coverage is calculated.

Troubleshooting

• Unassigned count is high: open the affected territories and assign reps, or use Bulk Assign.
• An account won’t appear: confirm the account name matches and that it isn’t already claimed by another territory’s rules.
• Coverage shows 0% pipeline: pipeline rolls up from assigned accounts’ open opportunities — check the accounts actually have active deals.