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Example of Creating Sales Assignment Rules Based on Territories

This topic gives one example of how a sales organization can strategically assign salespeople based on territories. You may use this feature differently, depending on your business model.

Your sales organization wants to create four territories based on geographic location. In this case, you may want to create four assignment rules: US NW, US NE, US SE, and US SW, as shown in Figure 23. Assignment Manager then assigns your salespeople depending on the geographic location of the sales opportunity.

NOTE:  For detailed instructions on performing each step in the following procedure, see Assignment Rule Administration.

Figure 23. Example of Creating Sales Territories

To create sales assignment rules based on territories

1. Create assignment rules as sales territories.

   In this example, in the Assignment Rule view you create four assignment rules, one for each territory as shown in Figure 23.

2. Determine the assignment criteria.

   In this example, in the Assignment Criteria view, you define Account State as the criteria for each assignment rule, because the assignment rules are based on territories.

3. Define the criteria values.

   In this example, in the Assignment Criteria view, you use the states that make up each territory as criteria values.

   The following figure shows an example of defining a sales territory using assignment criteria and values as described in Step 2 and Step 3.
4. Add the Positions.

   In the Assignment Positions view, add the sales positions responsible for each territory. As an example, you add Division Manager - West and Field Sales Representative to the US NW assignment rule.

   NOTE:  To specify a primary position, you must set the primary at the rule level (in the Primary Position field in the Assignment Rule List view) and also assign a specific position within that rule (Assignment Rules > Positions).

5. Release the assignment rules.

   In the Assignment Rules view, click the Release button. You can then run Batch Assignment to assign objects affected by the assignment rules. For more information about running Batch Assignment, see Running Batch Assignment.

After these assignment rules are released, Assignment Manager assigns salespeople based on the geographic location of the sales opportunity. For example, a sales opportunity in California is assigned to a Western Field Sales Representative.

NOTE:  After an account or opportunity has been assigned to a sales team, the list of Territory definitions used by Assignment Manager for this item is added to the item record in the Territories field. This list cannot be edited in the standard user Account or Opportunity detail views.

For an example of how a sales organization can strategically distribute salespeople by using assignment rules based on territories and revenue, see Example of Creating Sales Assignment Rules That Combine Criteria.

Assignment Manager Behavior When All Assignment Rules Fail

If no qualifying assignment rules are found, that is, all evaluations fail, then Assignment Manager replaces the team and assigns the default position as the primary position. For example, assume you run batch assignment on the Account assignment object without specifying an object WHERE clause. In this case, Assignment Manager processes all Account records. For each account, if no matching assignment rules are found, then Assignment Manager can potentially replace the account team with the default position. This can ultimately result in reassignment of all accounts.