How it works
A company first decides how to cut its market: by country, county, postal area or a group of these. Each territory then gets an owner. In a distributor network there are usually two layers: the distributors who serve customers in a territory, and the regional or zonal managers who supervise several distributors.
Territories are then used in three places:
- Routing, to decide which distributor receives a lead.
- Access, to decide who can see which deals.
- Reporting, to compare results by region.
Why it matters
When the same territory definition is used for routing, access and reporting, the numbers line up. A regional manager sees exactly the deals in their region, distributors see their own, and head office can compare regions fairly. When each of the three uses a different definition, nobody trusts the reports.
Common mistakes
- Territories that exist on a map but not in the system used to route leads.
- Managers who see either the whole company or only their own deals.
- Changes in distributor coverage that are not reflected in the routing list.
- No hierarchy for managers who supervise other managers.
How Kumulator relates
In Kumulator each dealer has their regions, and leads are assigned with a filter by region. A zonal director sees every deal in their regions plus their own, read-only on the distributors' copies, and a senior zonal director also sees the regions of the directors they supervise. Reports show exactly what each person sees in the CRM. See regional management and reports and dashboards.