Territory

A Territory in B2B sales is a defined market segment — organized by geography, industry, account size, named accounts, or product category — assigned to a sales representative or team as their designated area of responsibility for prospecting and account management. Territory design shapes the revenue organization's market coverage: well-designed territories balance opportunity across the sales team, ensure that no high-potential market segment is under-covered, and minimize the overlap that causes internal conflict. CRM territory management automates account assignment based on territory rules, ensures representatives see only their territory's accounts in default views, and generates territory-level performance reporting that shows management how different market segments are performing.