Territory Management

Bringing order to the complexity of territory management, crediting assignments and hierarchy management

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Achieve better business results through territory management

Sales territory management and crediting can often present complexity for many sales organizations. Sales organizations have multiple sales roles/positions, sales people are assigned specific territories and customer accounts, and each sales person carries a set of products to sell.

The complexity on managing territory and crediting becomes evident in the territory assignment and crediting eligibility and exception rules. A sales person can sell some products but not others, sell to some customers but not certain named accounts, and sell within their assigned territory but sometimes into an another territory because they have a strong customer relationship that they maintained previously. Then consider how much sales people are moving, leaving the company, relocating or being promoted. The challenge of managing territory coverage is extremely prevalent when there are hundreds or thousands of sales people in the organizations.

Territory management and crediting software from IBM helps organizations:


Contact us for more information on Territory Management solutions and how you can secure funding with IBM Global Financing.