Territory models and assignment
Key Takeaway
You build a territory model in Planning state, but it does real work in Active state. Only one model can be Active at a time, and states only move forward: Planning, then Active, then Archived.
Sales Territories organizes accounts, leads, and the users who work them into a hierarchy of territories, so the intended reps can work their opportunities and territory managers can access their reps' opportunities. That structure lives in a territory model, which you build in Planning state, put to use in Active state, and retire to Archived state. Accounts reach territories through assignment rules or manual association. Opportunities get a territory manually or through filter-based opportunity territory assignment.
Territory models and their states
A territory model holds a territory hierarchy, its territories, and the accounts and users assigned to them. Only one territory model in the org can be Active at a time, but you can keep several models in Planning or Archived state for extra modeling or reference.
Model states only move forward:
| State | What this state is for | What can happen next |
|---|---|---|
| Planning | Every new model starts here. You can preview the hierarchy before you deploy it. | You can activate only a Planning model. |
| Active | You put the model to use. | Only the Active model can be archived. It can't go back to Planning. |
| Archived | Admins can view the hierarchy and rule assignments as they were configured when the model was Active. The model works as a historical reference. | An Archived model can't be reactivated. |
The Active model is the one that does real work. Users assigned to its territories can access and modify the accounts and leads assigned to them in that model. Territory forecasts are also based on the Active model.