What is Territory Hierarchy?

Territory Hierarchy in Freshsales provides a clear structure for sales teams to tailor their efforts and resources. This structure allows businesses to optimize efforts and get insights into performance across regions or segments.

Parent Territories: These are top-level territories representing broader regions or market segments.

Child Territories: These stem from parent territories and focus on specific geographic areas or niche market segments. They inherit characteristics from their parent territories.

Why Territory Hierarchy?

Organizing users into territories helps your sales team focus their time and effort on particular sets of customers. By grouping users based on their sales expertise/geographies, you can have them automatically assigned to different contacts/accounts in the CRM. Territories can also be used by sales managers to monitor the activities and progress of the salespeople as well as the records in that territory.

With Territory Hierarchy in Freshsales, access to CRM records extends from parent to child territories. For example, if you're the VP of Sales for the EU region, not only will you have access to the records in EU territory —contacts, accounts, and deals—but you'll also automatically have access to records from countries like the UK, France, and Germany within the EU region. All you have to do is to configure UK, France, and Germany as child territories to the EU territory.

How can I enable Territory Hierarchy?

To enable Territory Hierarchy, follow the below steps:

  1. Navigate to Admin Settings > Teams & Territories > Territories

  2. Click on the Advanced Settings button and turn on the toggle to activate Territory Hierarchy in Freshsales.

  1. You can then proceed to creating territories from this page.

How to create and use territories?

To create a territory, follow the below steps:

  1. On the Territories page, click "Create territory."

  2. Enter the Territory name and add a description to define the territory.

  3. Add the Parent and Child Territory(if any) from the dropdown.

  4. Add the main users for the territory you’ve created. You can also add a team of users as main users in one go from here. Users who are added as ‘Other users’ can also access data in the territory based on their permissions.

  1. To edit a Territory, click on the Territory that you want to make changes to. You can make changes to Territory details and add or remove main and Other Users.

  1. You can also view the Contacts, Accounts, and Deals of a particular territory.

  2. You can also delete territories directly from the page. Please ensure that there are no records associated with the said territories.

  3. Bulk actions and filters: You can bulk-select territories to update them. You can add a parent territory, remove main users from selected territories, and add other users. These are particularly beneficial when you set up your CRM for the first time, enabling admins to quickly establish a territory hierarchy. 

This will also come in handy when your business grows, and territories expand or when you have to increase sales capacity in one particular territory.

Use filters to list your preferred parent/child territories and users in Freshsales.

Viewing Territory Charts

The territory chart visually represents the parent and child territories in a hierarchical structure, and their assigned sales users and records.

  1. View the territory chart by clicking on the “territory icon” next to the territory name.

    Alternatively, you can click on the "View Territory Chart" button and select the territory name to visualize the territory structure.

  2. Multiple hierarchies can be set up within the CRM, and you can select the territory chart that you want to visualize. Users with territory access can view and edit records in the territory.

  1. You can add an auto-assignment rule to the territory from the territory list view by clicking on the auto-assignment icon near the territory name and selecting "Create auto-assignment rule."

  1. Changes made to territory configuration by admins can be viewed under Admin Settings > Account Settings > Audit Logs