Skip to main content

Enterprise Territory Management for Forecasting

Aye
Updated

Objective

Outreach now enables organizations to sync their Enterprise Territory hierarchy directly from Salesforce, allowing forecasting and pipeline reports to be organized by territory rather than individual users and teams.

This feature is designed for organizations using Salesforce’s Enterprise Territories and managing forecasts through a territory-based model. Territories may represent more than just geographic areas—they can be based on product lines, verticals, or customized groupings.

By the end of this guide, admins should feel equipped to set up and manage Enterprise Territories for their organization’s forecasting needs.

Applies To

  • Outreach admins

Procedure

Outreach can sync with standard OR custom objects in Salesforce. New standard objects in Outreach to capture the territory hierarchy information are: 

Outreach Object name Required field mapping in Sync
Opportunity Territory ID
Territory External Territory ID, Name, Parent Territory ID
User Territory Association User ID, Territory ID, Association ID, Last update time, Active state
Territory Model (Optional) Territory Model ID, State, Name  
Territory Type (Optional)  Territory Type ID, Label, Priority 

 

Sync Territory Hierarchy objects from CRM (SFDC)

  1. Navigate to Administration > Integration > CRM in Outreach.
  2. Set up the field mappings for Salesforce objects to Outreach. Ensure you map the following:
    • Opportunity → Territory ID
    • Territory → External Territory ID, Name, Parent Territory ID
    • User Territory Association → User ID, Territory ID, etc.
    • Tip: Double-check that Salesforce has an established territory hierarchy before syncing.

Mapping the “Territory ID” from the Opportunity object in Salesforce to the “Territory” field in Outreach’s Opportunity object is essential. This ID specifies the territory associated with each opportunity.

Confirm Your Territory Hierarchy in Outreach

View and verify the territory structure within Outreach’s forecast admin area.

  1. Go to Administration > Tools > Forecasting > Rollup > Territory.
  2. In the dropdown, switch between User Role-Based and Territory-Based Hierarchy to confirm that the territories display accurately.

Tip: Each territory should list the users assigned to it, with territory managers displayed alongside territory names.

Enable Forecasting and Pipeline Management by Territory

Configure forecasting and pipeline management to use territories rather than user roles.

  1. In Forecasting Settings, choose which features—Pipeline Summary, Pipeline Movement Report, Forecast Rollup, Scenario Planner—to assign to the Territory hierarchy.

Important Note: Each feature can only use one hierarchy type (either user-role-based or territory-based).

Set Goals Based on Territory Hierarchy

  1. In Forecasting admin > Goals, select the Territory Hierarchy template.
  2. Enter goals for each territory, noting that these should align with the territory hierarchy.

Users will see territory names instead of user names in this goal template, reinforcing the territory focus.

Goals cannot be set to “Users” if the hierarchy is based on territories. Within the goal template, you will now see territory names instead of user names for this goal.

Set Forecast Visibility Based on Territories

Within the forecast builder, forecasts can now be set to use a territory hierarchy-based goal, and forecast visibility can be set based on hierarchy (user versus territory). 

  1. Access the Forecast Builder and choose Territory Hierarchy-Based Goal.
  2. Set visibility options, ensuring managers can only see forecasts for territories they manage.

Review Territory-Based Forecast Rollups

  1. Go to Forecasting > Forecast Rollup and review territory hierarchy data.
  2. Use the dropdown menu to view and manage each territory’s opportunities and metrics.

Note: Territory Managers may manage and access more than one territory.

Under each forecast metric, a list of opportunities will also be shown for each territory chosen in this dropdown. In the screenshot below, the opportunities from the child territories like the “Technology sector” were also rolled up to the parent territory “Northeast region.” 

Frequently Asked Questions

Can I drill down to user-level data in a territory-based rollup?

No, territory-based rollups do not display individual users as nodes in the hierarchy; they remain at the territory level.

What if I already use user-role-based forecasting?

To transition, establish a territory hierarchy in Salesforce and sync it with Outreach. Then, in the admin settings, enable territory-based forecasting.

What are some common setup issues, and how do I solve them?

  1. Issue: Missing territories in Outreach.
    • Solution: Ensure all required fields are mapped correctly in Salesforce and that Salesforce has a defined hierarchy.
  2. Issue: Incorrect territory rollup data.
    • Solution: Re-sync and confirm the hierarchy in Administration > Tools > Forecasting.

Can I edit the territory hierarchy directly in Outreach?

Not currently; all edits to the hierarchy need to be made in Salesforce.

Related articles