Advanced sales management ties three areas together: Territories (who owns which accounts and leads), Quotas (what each user or team must close) and Coaching / Call intelligence (how to improve). All read the same Deal graph so numbers agree across dashboards.
Territories
- 1Open Sales > Territories and create a territory with rules (region, industry, company size).
- 2Assign owners or a team; regionId on the deal records which territory credit applies.
- 3Use territory rules in web-to-lead routing so new leads land with the right rep.
Quotas
- Quota owner type is USER or TEAM; set per period at Sales > Quotas.
- Team quotas can be the sum of member quotas or set independently.
- Attainment = closed-won value in period / quota; commission tiers read this.
Coaching and call intelligence
- Sales > Call intelligence stores recorded calls with transcripts, talk ratio and topics.
- Sales > Coaching lets managers leave feedback tied to a call or deal and track follow-up.
- Playbooks (Sales > Playbooks) define the expected steps per stage.
Changing a territory or quota mid-period does not rewrite closed deals; it applies to new attribution. Announce changes before period start.