Territories and routing

Define sales territories as simple rules, point each at a sales team, and route deals so team members take turns.

Territories decide who gets a deal. A territory is a rule, such as “country is one of Germany, Austria, Switzerland”, plus a sales team. When you route a deal, the first territory whose rule it matches takes it, and the members of that territory’s team take turns. Every decision is logged, so anyone can check that the turns really were fair.

Key concepts#

Rule: One or more clauses of the form “field is one of these values”. Every clause must match for the territory to match.
Order: A number that decides which territory wins when several match. The lowest number wins. New territories default to 100.
Sales team: An ordinary team from Settings → Teams. Its members are who routed deals go to, in turn.
Fallback territory: A territory with no clauses. It matches everything, so give it a high order number and it catches whatever the specific territories miss.
Routing: Asking UnitX to pick a deal’s owner from the territory rules. It happens when someone selects Route to a territory on a deal.

Who can use it#

Permissions

territory.viewterritory.manageopportunity.editlead.edit

territory.view shows Territories in the sidebar, the rules and the routing log. territory.manage adds New territory and Pause/Resume. Routing a deal needs opportunity.edit on the deal (and routing a lead needs lead.edit), so a rep can route their own deals without being able to redraw the map.

Before you start: make a sales team#

Territories rotate through a team’s members, so create the team first under SettingsTeams and add the people who should receive deals. It’s the same team list the rest of UnitX uses.

Create a territory#

Select New territory
On Territories, select New territory. A form opens above the table.
Name it and set the order
Enter a Name, for example “DACH”, and an Order number. Lower numbers are checked first.
Pick the Sales team
Choose the team whose members will receive deals.
Build the rule
Under Rule, pick a field (country, state, city, industry or source), type the values separated by commas (for example Germany, Austria, Switzerland) and select Add clause. Add more clauses to narrow it down, or remove one with its ×.
Select Add territory
The territory appears in the table, with its rule written out as a sentence under Matches.

If you add no clauses, the form warns “No clauses yet — this territory would match everything”, and the table shows the rule as Everything the others miss. Territory names must be unique.

How matching works#

Territories are checked in order, lowest order number first. If two share a number, they’re checked alphabetically by name, so the same deal always routes the same way.
Every clause must match. “country is one of Germany, Austria” and “industry is one of Insurance” only matches insurance companies in those two countries.
Values must match exactly, ignoring capitals and extra spaces. “germany” matches “Germany”, but “DE” doesn’t.
A missing field never matches. A clause about state won’t match a customer with no state, so a narrow territory can’t accidentally swallow everything.
Paused territories are skipped.

What a deal is matched on#

A deal has no location of its own, so it’s matched on its customer’s country, state, city and industry. For source, the deal’s own source is used, or the customer’s if the deal has none.

Check your customers have the fields your rules use

The New customer dialog only sets Industry. Country, state, city and source are filled in when customers come from an import or an integration. A rule on country won’t match a customer that has no country. It routes to your fallback territory, or to nobody if you don’t have one.

Route a deal#

Open the opportunity and select Route to a territory. The matching territory’s next team member in turn becomes the deal’s owner. Turns are counted per territory, and two people routing at the same moment always get two different turns. See Route a deal to a territory for the messages you might see.

The routing log#

Recent routing decisions at the bottom of the Territories page lists every routing decision, newest first, including the ones that assigned nobody. Each row shows what was routed (Opportunity or Lead), the outcome, the territory and who it was assigned to. Select Load more to go further back.

Outcome	Meaning	What to do
Assigned in turn	A territory matched and the next team member got it.	Nothing.
Team is empty	A territory matched, but it has no team or the team has no members.	Add people to the team, or give the territory a team.
No territory matched	No active territory’s rule fits the record.	Add a fallback territory, or fix the customer’s details.

If a territory is later renamed or removed, older log rows still make sense: a removed territory is shown as “A removed territory”, and someone who has left as “A former member”.

Pause or resume a territory#

Select Pause to take a territory out of routing without losing its rule. It’s shown faded with a Not routing badge, and routing skips it. Select Resume to put it back.

Note

The web app can’t yet edit an existing territory’s name, order, team or rule. To change a rule, pause the old territory and create a new one.

Example setup#

The Everyrealm demo data routes investor deals like this:

Order	Territory	Matches	Sales team
10	North America	country is United States, Canada	Investor Relations
20	EMEA	country is United Kingdom, Switzerland, Germany, …	Investor Relations
30	APAC	country is Singapore, Japan, Australia, Hong Kong	Investor Relations
900	Unrouted	Everything the others miss	No team — nothing to assign to

The catch-all “Unrouted” has no team on purpose: anything that lands there shows up in the log as Team is empty, which makes gaps in the regional rules visible.

FAQ#

Two territories both match. Which one wins?

The one with the lowest order number. If they share a number, the name decides alphabetically.

Does creating a deal route it automatically?

No. Routing happens when someone selects Route to a territory on the deal.

Nothing was assigned. Is that a bug?

Probably not. The routing log says which of the two real reasons applies: no territory matched, or the matching territory’s team is empty.

Do two people routing at the same time get the same rep?

No. Each turn is claimed atomically, so simultaneous routes always take different turns.

Still stuck? Search the docs with ⌘K, open Help inside UnitX, or contact support.