Territory Building and Management

4 min

Overview

Territories defines where your reps work. Territories are easy to set up based on state, county, ZIP code, radius, or custom-drawn, and simple to adjust to support changes in your strategy and team structure. Paired with Strategies, it is the backbone of how MedScout surfaces the right opportunities to your reps.

Key Capabilities

Define and adjust territories using flexible boundary types — state, county, ZIP, radius, or custom-drawn shapes — that reflect how your team actually carves up markets; build territories that mirror real-world coverage, including subregion additions and exclusions. Select multiple counties or ZIP codes at once, mix and match boundary types, and search for any city, county, ZIP, or address directly in the builder. Adjust territory boundaries when reps turn over, regions reshape, or product launches require changes in coverage, and delete territories that are no longer needed.

Boundary Types

MedScout offers five boundary types for defining a territory, and supports combining some of them:

State: one or more states.

County: one or more counties.

ZIP code: one or more ZIP codes.

Combination: state, county, and ZIP code boundaries can be combined within a single territory. For example, you can define a territory at the state level and then add counties from an adjacent state, or remove specific ZIP codes from a territory defined at the county level.

Radius: everything within a specified radius (in miles) of a chosen location. Cannot be combined with other boundary types.

Draw: a custom shape drawn directly on the map. Cannot be combined with other boundary types.

Create a New Territory

Click Territories in the left-hand navigation panel, then click +New.

Enter a name for the territory and assign it to a rep. Optionally check Make primary territory to set it as the rep's primary. If the rep already has a primary territory, the new territory will be created and assigned to the rep but not as their primary; Manage Territory Assignmentssee Manage Territory Assignments for how to change a rep's primary designation.

Choose a Boundary Type and define the territory using the steps below and click Save when finished.

Define a territory at the State level

Set Boundary Type = State (the default).

Choose one or more states from the drop-down, or click states directly on the map to select them.

Define a territory at the County or ZIP code level

Set Boundary Type = County or ZIP code.

Select the counties or ZIP codes you want to include using any of these methods:

Choose from the drop-down. Filter the list by typing a full or partial name into the drop-down search bar.

Click counties or ZIP codes one by one directly on the map.

Use the Bulk Select tool to multi-select regions on the map.

If you've selected an item in error, use the Erase tool to remove it on the map, or click the X next to its name in the New Territory panel.

Combine boundary types within a single territory

Start by defining the territory at the State, County, or ZIP code level as described above.

Change the Boundary Type to refine the territory further. For example, to remove specific ZIP codes from a territory defined at the county level, select your counties first, then change Boundary Type to ZIP code.

To add items, choose Include from the drop-down, or use the Bulk Select tool.

To remove items, choose Exclude from the drop-down and click the items on the map, or use the Erase tool to remove them on the map directly.

Radius and Draw boundaries cannot be combined with any other boundary type.

Define a territory using the Draw option

Set Boundary Type = Draw.

Zoom in on the map and click a starting point for the boundary.

Continue clicking additional points to define the shape; the system automatically connects them.

Define a territory using the Radius option

Set Boundary Type = Radius.

Choose the radius in miles (default is 50).

Zoom in on the map and click the location that will serve as the center of the territory.

Adjust the radius as needed.

Edit an Existing Territory

Select the territory in the right-hand panel and click the Edit icon.

In the Edit Territory panel, you can rename the territory, change its geography, change the assigned rep, or change the primary territory designation.

To change the geography, add or remove states, counties, or ZIP codes, change the radius, or modify the drawn shape, depending on the boundary type.

To refine the territory by changing boundary types (e.g., remove specific ZIP codes from a county-level territory), change the Boundary Type in the Edit Territory panel and choose Include or Exclude as needed.

Click Save when finished.

Delete a territory

Select the territory in the right-hand panel and click Remove.

In the confirmation pop-up, type DELETE and click Confirm.

View and update which reps are assigned to which territories, including the primary territory designation, to keep coverage accurate as the org changes, give reps clarity on their coverage area, and provide visibility and control to managers.

View primary territory boundaries, scoped by role: reps see their own; managers see direct reports'; admins see org-wide.

Filter the manager's view to all direct reports or a selected subset.

Update territory assignments and set or change a rep's primary territory from the same interface.

Assignment changes take effect immediately for downstream workflows like Discovery and Analytics.

Typically, all users can view their own territories; only managers and admins can update assignments.

Reassign a Territory to a Different Rep

Select the territory in the right-hand panel and click Reassign.

In the pop-up, choose the rep to whom you want to reassign the territory and click Confirm.

A territory's assignment can also be changed from within the Edit Territory panel (see Edit an existing territory above).

Change a Rep's Primary Territory Designation

Select the territory you want to make primary and click Make Primary.

Click Confirm in the pop-up. The green checkmark indicating primary status will move to the newly chosen territory.

Only one territory per rep may be designated as primary.

The primary designation can also be changed from within the Edit Territory panel (see Edit an existing territory above).

Refine what you see on the Territories screen by filtering the list of territories and toggling boundary visibility on the map, so you can focus on the reps, territory types, or coverage areas relevant to the task at hand.

Filter the Territory List

Click the Filter selector above the territory list.

Filter by territory type — primary or optimized — or by assigned rep. FIXME - add link to Territory Optimization when ready

You can choose one or more reps, and you can combine a territory type filter with a rep filter (e.g., primary territories for a specific subset of reps).

Click Apply to update the view.

Show or Hide Territory Boundaries on the Map

Click the Show territory boundary icon to toggle boundaries on or off for all territories shown in the right-hand panel.

Primary territories are indicated by a green checkmark in the territory list.

Good to Know

Boundary type mixing is limited to state + county + ZIP code combinations. Radius and custom-drawn boundaries cannot be combined with others.

One primary territory per rep: while a rep can have multiple territories assigned, only one of them can be primary.

Primary designation on creation: if you check Make primary territory when creating a new territory for a rep who already has a primary, the new territory will be created and assigned but not set as primary. Change the primary designation separately.

Delete confirmation: deleting a territory requires typing DELETE in the confirmation pop-up. This action cannot be undone.

Immediate effect: assignment and boundary changes take effect immediately for downstream workflows like Discovery and Analytics.

No roll-ups: territories cannot be combined into regions or organized into folders.

Additional Resources

[Link to relevant Getting Started articles]

[Link to video walkthrough]

[Link to relevant FAQs]