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Account Management vs Area Management (Web)

Two ways to assign leads to your team. Choose the approach that fits your sales model.

Hunter Allred avatar
Written by Hunter Allred
Updated over 2 weeks ago

Account Management

What It Is: Assign individual accounts (addresses) directly to sales reps. Best For:

  • Inside sales teams

  • Account-based selling

  • Defined customer lists

  • Territory overlap situations

How It Works:

  1. Admin assigns specific accounts to reps

  2. Reps see only their assigned accounts

  3. No geographic boundaries

  4. Accounts can be reassigned anytime

Example: Rep A gets 100 specific addresses in downtown. Rep B gets 150 different addresses in the same area.

Area Management

What It Is: Assign geographic territories (boundaries on a map) to sales reps. Best For:

  • Field sales teams

  • Door-to-door canvassing

  • Territory-based selling

  • Clear geographic divisions

How It Works:

  1. Admin draws territories on a map

  2. Reps own all accounts within their territory

  3. Geographic boundaries define ownership

  4. New accounts in territory auto-assign to rep

Example: Rep A owns "Downtown District" (all addresses within the boundary). Rep B owns "Westside District."

Which Should You Use?

Choose Account Management if:

  • You assign leads from lists

  • Reps work remotely or from office

  • You need flexible territory overlap

  • You import account lists regularly

Choose Area Management if:

  • Reps work in the field

  • You do door-to-door canvassing

  • You want clear geographic ownership

  • You need to prevent territory conflicts

Note: Contact your admin to enable the feature your company needs. Not all companies have both options.

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