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Territories help you set clear guidelines and rules that restrict which contacts each user in your account can prospect. This helps you to better organize your sales team so they only engage with the specific contacts you assign to them.
Although the name suggests this feature is only location-specific, in reality, you can use Territories to filter and segment lists in a number of ways. Refer to the sections below to learn how to add, edit, and prospect with Territories.
Add New Territories
To add a new Territory, launch Apollo and click Settings. Then, click Territories on the left-hand side of your screen.
Click + Add New Territory.
Give the Territory a name and then click the drop-down to select the user that you want to assign to the Territory.
Scroll down to Define Territory Rules and browse through the People and Company filters.
For more information about the Filters available, please refer to Filters Overview.
Click the Filters that you want to include or exclude. As you select each Filter, it appears on the right-hand side of the modal. You can add as many filters as needed.
To activate the new Territory, click Save.
There is no limit to how many Territories you can create.
Define Territory Rules
Territory Rules are the individual Filters that determine which user can reach out to a contact or account. You can add as many rules to each Territory as you like. Territory Rules include the following filter types:
|Type of Filter||Description|
|People Contact Filters||Filters related to target contacts (for example, contact location, stage, persona, job title, etc.)|
|People Account Filters||Filters related to the account the contacts work for (for example, account stage, HQ location, industry, account keywords, account custom fields, etc.)|
|Companies Contact Filters||Filters related to the individual contacts who work in target companies (for example, contact location, contact owner, contact custom fields, contact name, etc.)|
|Companies Account Filters||Filters related to target companies (for example, account revenue, funding, HQ location, number of employees, account custom fields, etc.)|
Please note, you may notice some overlap between specific Filters in the "People" and "Companies" tabs. This is because many types of Filters can apply to both your ideal contacts and your target companies.
To add Filters, scroll to Define Territory Rules, click the "People" or "Companies" tab, and then click the individual filters you want to add.
When you click a Filter, select the appropriate data in the drop-down that appears on the right-hand side of the modal.
Edit Existing Territories
From the Settings Page, click Territories. Then, click the additional options (...) button on the right-hand side of the Territory you would like to edit.
From this page, you can change the name of the Territory, edit who you assign, and add, remove, or change the Filters.
After you've edited the Territory, click Save.
From the Settings Page, click Territories. Then, click the additional options (...) button on the right-hand side of the Territory you would like to clone.
From this page, you can rename the Territory and make any other required changes.
After you've edited the Territory, click Save.
From the Settings Page, click Territories. Then, click the additional options (...) button on the right-hand side of the Territory you would like to delete.
Then, click Delete again to confirm your decision.
Search with Territories
When you assign Territories to users in your account, they cannot see, search, or access any contacts that fall outside the rules of the Territory to which you have added them.
When a user searches new Contacts or Accounts in Apollo, they can see the assigned Territory from the Territories tab in More Filters. They cannot change or delete this Filter.
On the other hand, if you have admin rights, you can manage Territories directly from the Filters as you search.
As an admin, you can also see all records without any Territories in place.
Conversely, non-admin users can only see the records that fall within the rules of their Territory.
Please note, if users in your account search for a particular record and can't see it, it's most likely because a Territory restricts their view. If you need to give them access to additional contacts that fall outside of their Territory, you need to edit the Territory Rules.
For a more holistic view of the Territories you assign to each user, click Settings and then click Users.
On the right-hand side of the screen, you can see the Territories assigned to each user.
You can also change user permissions. This may be useful if account users need to switch between Territories, cover for teammates, or search outside of their own Territories.
To change permission levels, navigate to Settings and then click Permission Profiles.
Click the additional options (...) button on the right-hand side of the user profile that you want to amend. Then, click Edit.
Scroll to Territories and check (or uncheck) the appropriate boxes.
Click Save Changes to update the user's access levels.
Please note, if you are an admin, you can edit the Permission Profiles at any time to increase or decrease your team's access levels.