Hierarchical Sales Territories

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Posted on by sushicat_san

Hi All,

Let me start with saying that I'm very new to Dynamics CRM. I'm a sales analyst, and am in the process of helping IT with the setup and implementation of CRM to our sales team, and I'm a little out of my element. With that said...I need some help:

In one of our business units, our sales team is set up in the following hierarchy: VP -> Regional Manager -> District Manager -> Territory Sales Rep. Each step in the hierarchy is a smaller subset of geography. I need to ensure that the reporting is rolled up correctly, and each of the managers are able to see their direct report's accounts. How do I accomplish this? I'm starting to think that it might be solely setup on the sales territory side, but I could be wrong.

Thank you in advance for your help!

PS - Any good book or resource recommendation that could help me understand CRM better would be most appreciated!

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razdynamics 17,308 User Group Leader on at

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Hi Sushicat

The Hierachies feature in CRM are available to support inheritance of Record security, to allow senior managers to inherit access to records onwed by those working under them so to speak.

If you cannot build your query in Advanced find then it will be difficult for end users to report on, and build customisations and logic so configuring your territories with the correct relationships will allow you to report and filter Depending on your Exact requirements you can use rollups within crm to display your results or you can rely on reports or dasboards to display your results and filtering of your Territorys where;

Each District is aTerritory, which has Regional Manager and Territory Sales Reps

Regional Manger can be a Lookup on each District / Territory

So you can Filter your Dashboard Reports by Regional Manger, District Manager

Alternatively you could have a Parent Entity called Regions and rollup the District Territories to it, depending on your exact requirements and what values you will be reporting on etc ?

Best Wishes, Raz

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Community Member on at

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Great input Raz.

I stumbled across this article as I'm running into the issue with only 1 user can be assigned to a territory.

I need one user to manage two territories for the time being. I'm hearing that setting up Business Units or Teams is the best way to accomplish this including for security reasons? I just need to make sure that the reporting is accurate.

Thanks for your time.

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ashlega 34,477 on at

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There is another interesting exchange on this subject here:

community.dynamics.com/.../177268

I'm actually wondering if there is any practical reason to use territories at all - outside of the default price list functionality, it seems to be meaningful for reporting only, but, then, reporting can also be done per business unit instead.. besides, when using business units and teams we are also getting the benefits of extra security (if needed)..

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