A CRM software must be customized to reflect the ground realities of how sales team are organized. For a better geographical and product line coverage, territories are defined and various activities and reporting are done at this level.
Territory Management one of the missing pieces in SugarCRM and this solution precisely bridges this gap. However, to make it effective you must also ensure that sales hierarchies are also considered. A sales rep is at the bottom level of the hierarchy and has no one reporting to him. He is linked to a single territory and his activities are confined to the same. A regional manager may have access to multiple territories (and hence multiple sales rep). A combination of hierarchy and territory defines what the user can see within the application. The module in questions are leads, contacts, opportunities, dashboards and other custom ones.
In the above slide share presentation, a company official who can earlier see all the accounts is restricted state and further to city level based on the set up his administrator does.
Consider another scenario. A company dealing in Paints and Lubricants may have separate sales team altogether for these product lines. Even though they might use a single SugarCRM instance, they would still want the data to be segregated along this dimension. Territory Management solution determines various attributes of the user to determine what information should be accessible to him. Also in some cases an enterprise can run multiple divisions of the same company within single SugarCRM instance. This solution is developed in a way that SugarCRM can support multiple divisions to be assigned to a sales representative so as to bring complete flexibility.
About the SugarCRM Territory Management Solution
More often than not, you would want to have your sales team organized and managed in territories. You may want to control the access to information based on the above. In some businesses, you can have multiple divisions and sales team would be structured based on that. The solution helps the selling organizations implement the above functionality in SugarCRM. You can define your own territories and your teams. You can define access levels and hence authorize data access to a particular user.
Details of the Territory Management Solution
The solution is structured in multiple parts as shown in the video and also described below. It powers the administrator to segregate the access to data using territories. In practical life, these could be different regions or divisions of the same company. Thus in short you can have multiple entities within the same SugarCRM instance.
Business Benefits of the Solution
The solution has tremendous bearing from business perspective. Default SugarCRM doesn’t have inbuilt features to reflect sales territories , multiple divisions or hierarchy levels of the organization. This solution helps you to achieve all of them in a single go. Moreover the application does not require intensive maintenance at user level. For instance if Sam , a regional manager leaves the organization and Peter joins at the same hierarchy level, Rita who was earlier reporting to Sam automatically now reports to Peter as per the hierarchy definition.
In some cases, you may want to use SugarCRM to handle multiple divisions of the same company and you may want to restrict the data access as per the divisions assigned to the logged in user. This solution can be extended to such a scenario as well.
This is always a good question. As the solution is driven from sales perspective, the segregation of the data is again from sales-force automation perspective and not after sales. Usually after sales is a combined entity across the enterprise. Thus segregation comes into play for all the sales and marketing modules within SugarCRM. The restriction is also imposed on charts and dash-lets.
All the best / Happy to Hear From You
Thanks for going through our territory management solution page. We sincerely hope you liked the same. All the best in your endeavors in making SugarCRM work for your business.
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