Commercial Hierarchy: What It Is and How to Use It?

June 29, 2023

In the business world, to drive growth and achieve consistent results, it's essential to have a solid and efficient strategy. With that in mind, Sales Journey, which is a comprehensive commercial management platform, offers a unique advantage: commercial hierarchy. In this article, we'll explore in detail how this innovative approach can take your company's sales to a new level.

What is Commercial Hierarchy?

Commercial Hierarchy, developed by Sales Journey, is a structured system that allows companies to manage the visibility of their sales portfolios and territories more efficiently and strategically. It operates like a Windows folder structure, where the higher-level "folders" or "nodes" have the broadest access to customer data, and consequently, to opportunities and sales orders. If necessary, it's also possible to move these hierarchies easily and quickly.

User Sectorization

With commercial hierarchy, it's possible to clearly sectorize the visibility of each user, such as salespeople, representatives, financial personnel, etc. Additionally, commercial hierarchy allows, as the name suggests, creating visibility hierarchies, giving significant visibility to CEOs, Directors, Managers, for example, down to the minimum visibility possible for a user, indicating which clients, opportunities, and sales orders each user can view/manage. This sectorization is important and necessary in companies as it helps maintain organization and prevents internal conflicts.

Definition of Customer Portfolio

The hierarchy also allows defining each user's customer portfolios and even limiting them by region. For example, if a user's area of operation is São Paulo, they are unable to create clients from other states, and this can be narrowed down to cities. These limitations prevent sales areas from having future problems with salespeople trying to sell to the same client at the same time.


Commercial hierarchy is one of the differentials of Sales Journey that can transform your sales approach. By adopting this functionality using our platform, you can optimize your sales efforts and, most importantly, drive your company's growth. If you're looking for a way to take your sales to the next level, Sales Journey and its commercial hierarchy are the solution you need.

If you enjoyed this text, be sure to check out other updates on our blog.

Raquel Sales

Head Marketing - Sales Journey

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