Aura Business lets you split accounts by district, city or segment, assign each territory to a named rep, set targets against it, and report sales and coverage territory by territory rather than as one undivided number.
Territory management answers one question in advance: for any given account, who is responsible. Split by geography, by segment, by product line or by a mixture of the three, and every hospital, lab or dealer belongs to exactly one rep who is measured on it.
Aura Business holds this in the territory and target management module. Accounts carry a territory, territories carry an owner and a target, and the reporting that follows, on pipeline, orders, collections and coverage, can be read territory by territory instead of as one company-wide figure.
For medical sales the segment split matters as much as the map. A government medical college, a corporate chain and a standalone nursing home in the same district buy in different ways, and it is reasonable for different reps to own them. The model allows that without leaving any account unowned.
Overlap wastes money and looks unprofessional. Gaps are worse, because nobody notices them.
The purchase officer receives two quotations from the same company in a week, sometimes at different prices.
A district is assumed to be covered by whoever passes through it, so nobody calls there at all.
One overall number hides a territory that has not grown in two years.
When an order comes in, two reps claim it because the account was never assigned.
You know which products sell but not which parts of the market buy them.
A territory changes hands and the new rep starts with a list of names and no context.
By district, city, zone or segment, in whatever shape matches how you actually sell.
Every customer and prospect is placed in a territory, so no account is left unowned.
One rep owns the territory, with role-based access showing them their own book.
Value or volume targets recorded against the territory for the period.
New enquiries and website quote requests are assigned to the owning rep automatically by territory.
Pipeline, orders, collections and visit coverage reported per territory and per owner.
When a patch outgrows one person, it is split and the accounts, history and open leads move with it.
Workflow: A quote request from a hospital in a covered district is routed to the owning rep rather than sitting in a shared inbox.
Result: One person calls back, and it is the person who knows the account.
Workflow: Orders and visit coverage are read per territory against the target set for it.
Result: The problem is identified as a patch, not blamed on the market.
Workflow: The district is divided into two territories and accounts move with their contacts, leads and visit history.
Result: The new rep starts with context instead of a blank list.
Workflow: Tender-driven institutions are held in their own segment territory, with the tender tracker feeding that owner.
Result: Bid work goes to the person who understands the process.
Hospitals, clinics and labs across several districts.
Enquiries routed to the right partner, not the nearest.
Segment-based ownership of labs and chains.
Plants and contractors split by zone.
Government institutions handled by a specialist owner.
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Yes. Territories can be drawn by geography, by customer segment such as government or corporate chains, or by product line, and an account is placed in the one that reflects who should own it.
The model is built around one owner per account so credit and follow-up are unambiguous. Where a specialist supports a sale, that involvement is recorded through visits and activity rather than by splitting ownership.
Role-based access decides that. The usual setup gives a rep their own accounts and gives managers and the owner a view across all territories on the dashboard.
Targets are set against the territory for a period and read against orders and pipeline in the reporting views. What counts towards a target, order value or collection, is agreed during setup.
They move to the new owner with their contacts, notes, visits and samples intact, so a reassignment does not restart the conversation. See lead management.
Yes. Territory grouping is what makes a call cycle possible, because accounts due for a visit can be listed per patch. See beat plan software.
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