Explain Sales Cloud Territory Management 2.0 — territory model states, user assignments, and forecast adjustments.
Suggested answer
Territory Management 2.0 allows organisations to define sales territories, assign users and accounts to them, and integrate with forecasting.
Territory Model States:
- Planning: The territory hierarchy is being built. No impact on users or forecasting. Territories can be freely modified.
- Active: The territory model is live. Users are assigned to territories, accounts are mapped via filter rules, and territory forecasting is enabled.
- Archived: The model is retired. Historical data is preserved but the model is no longer used for assignments or forecasting. Only one model can be Active at a time.
User Territory Assignments: Users are assigned roles within territories (e.g., Account Executive, Overlay). Multiple users can be assigned to one territory; one user can be in multiple territories.
Opportunity Assignment: Opportunities are associated with territories via filter rules on the Account or via manual assignment. Territory determines which forecasting bucket the opportunity falls into.
Forecast Adjustments by Territory: Territory managers can adjust the forecast for their territory roll-up (adding manager judgment on top of rep-level forecasts), just like collaborative forecasting adjustments by role.
Practice content for interview preparation; not an official vendor answer. Verify details against current product documentation.
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