Sales Territories versus account teams for account access
Key Takeaway
Account teams are built by hand on each account. Sales Territories assigns reps to accounts by rule, fits a matrix structure, and adds hierarchy for rollups and forecasting. Salesforce recommends using one or the other, not both.
Account teams and Sales Territories are two ways to give sales reps access to accounts they don't own. An account team is a list of users added to one account at a time. Sales Territories groups accounts into a territory hierarchy and can assign reps to accounts automatically by rule. When you know how each one grants access, you can pick the right one for a sales organization and explain why a rep can see an account.
What both features do
Account teams and Sales Territories do the same three jobs:
- They assign the right reps to accounts.
- They give those reps the record access they need.
- They provide a rollup for reporting.
Because the jobs overlap, Salesforce recommends that you don't use account teams if you use Sales Territories.