Oct 9, 2025
CRM systems track customer interactions and pipelines; territory mapping software designs fair, coverage-balanced territories Learn to use both so routes, quotas, and rep travel are balanced with real market opportunity.
What CRM is built to do
CRM manages contacts, accounts, activities, pipeline, and forecasting. It is the system of record for interactions and revenue.
What territory mapping software is built to do
Territory mapping optimizes coverage, balances potential, and reduces travel time using drive-time polygons, thresholds, and routing constraints.
Where they overlap-and where they don't
Overlap: accounts, geocoding, assignment rules, and reporting.
Different core: CRM centers on workflow and data capture; mapping centers on spatial analysis and fairness.
Integration patterns that work
Import CRM accounts (and opportunities) with coordinates into the PopEx mapping UI.
Create balanced territories with drive-time and potential thresholds.
Export assignments back to CRM (owner, territory IDs), keeping a versioned ledger.
Refresh on cadence (quarterly/biannual) to reflect growth and org changes.
Decision guide
Use CRM for pipeline and forecasting; use mapping for territory design and parity-then integrate so reps see the right accounts, quotas reflect potential, and routes match reality.
