Sales teams, territories and quotas

Give each sales team a manager and its own pipelines, send new companies and deals to the right people by territory, and see each quota against what is won and what is still to close.

Give a team a manager

On the Team page, under Sales teams, choose each team's manager. A manager sees and reports on their team's deals when their role reaches "my team's" deals (Settings, Team, Roles). They never see another team's deals unless their role reaches every deal.

A pipeline can belong to a team. In Settings, Pipelines and stages, choose its sales team. Who can see its deals is still each person's role.

Set up territories

In Settings, Territories, press New territory and give it rules:

• Country (its two-letter code, like US or FR)
• State or province
• Postal codes, from and to
• Industry
• Company size, in people

A company meets a territory when it meets one rule of each kind the territory has. Each new company goes to the first territory in the list that it meets, and each new deal goes to its company's territory. Move a territory up or down to change which one comes first.

Choose who the territory gives its records to. Its members take turns, or its owner takes them all when it has no members. A territory can give an owner only to a record that comes with none, always, or never.

Companies you already have keep no territory until you press Assign existing companies. Every assignment is listed under Lately given.

Quotas

A quota is a goal on revenue won. Set one for a member or a team, for a month or a quarter, on the Reports page's Goals tab.

Your quotas and your teams' are shown above your deals: what is won, and what is still open in Commit and Best case. The Goals tab lists every quota you can see, with Pipeline too. Every amount counts only the deals you can see.

Forecast categories

On an open deal, choose its forecast: Pipeline, Best case or Commit. A won deal is Closed, and a lost deal is left out.

Why a deal was lost

When a deal is lost, choose a reason from your organization's list, or choose Something else and say why in your own words. In Settings, Pipelines and stages, change the list under Why deals are lost: add a reason, rename one, put them in order, or archive one. A deal lost for an archived reason keeps it.

The Sales report on the Reports page counts lost deals by reason. In the report builder, group deals by Reason lost.