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May 2, 2022

Empower Sales Managers with Self-Service Territory Management

Fullcast

The Fullcast team

When you’re growing fast it’s difficult to keep up with constant territory changes. Sales team hiring and turnover make it challenging to keep your go-to-market (GTM) plan up to date. When change is rapid, it is also difficult to answer constant questions from the field about how any territory changes impact the sales number.

Common approaches to addressing this problem often only cause more issues. Sales Managers may make territory updates directly within Salesforce, leading to a wild west scenario of unchecked and unaligned updates. On the other hand, when requests for changes are submitted to the Ops team, the Ops team becomes the bottleneck. They may be swamped fighting other fires, or simply require time to understand the impact of any changes before approval.

Fullcast enables RevOps teams to continuously optimize territory plans and deploy them to Salesforce instantly. Fullcast becomes the single-source of truth for all territory management and GTM data. This is a game-changing improvement for Ops teams. However, sales managers can still struggle to coordinate with Ops when they need to make continuous tweaks to their territories. 

The Fullcast Platform now offers Self-Service Territory Management Workflows. Sales Managers now only have to go to one place to manage their territories — Salesforce. They can easily perform various workflows that were previously only available in the fullcast.io web app. This streamlines territory management, improves collaboration between Sales and Ops teams, and reduces the time it takes to implement changes by eliminating emails and tickets.

“This is an exciting update to the Fullcast Platform because it allows Sales Managers to easily make changes to the GTM plan, while staying synced with the Ops team and preserving a single source of truth,” said Bala Balabaskaran, Co-Founder and CTO at Fullcast.

With Self-Service Territory Management, Sales Managers can easily update GTM plans in Salesforce without having to ever log into the fullcast.io web app. For example, they can:

  • Move accounts between territories
  • Manage coverage assignments
  • Terminate Assignments 
  • Change Roles 
  • Confirm TBx Assignments
  • Reorganize teams and associated roles
  • Reorganize products and associated roles

Figure 1: Sales Managers can now make territory and account changes directly within Salesforce.

Sales Manager access can be controlled by permissions so that only those authorized to make changes can do so.  In addition, the RevOps team can control whether changes are immediately committed or undergo review prior to rollout. 

This product enhancement makes it even easier for RevOps and Sales  teams to continuously optimize their GTM plans, reducing planning time from months to weeks/days and enabling the team to respond quickly to changing market conditions like high growth, funding rounds, or a global pandemic.  To learn more please reach out to our customer success team.

Building a Stronger RevOps Foundation: Actionable Insights for True Go-to-Market Agility

Discover the importance of an integrated GTM strategy and learn how RevOps lets you thrive in this straightforward guide from Fullcast. Get your free RevOps whitepaper today.

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