Siebel Assignment Manager Administration Guide > Assignment Strategy > Assignment in Sales Organizations >

Creating Sales Assignment Rules Based on Territories

This section uses an example to demonstrate how a sales organization can strategically assign salespeople based on territories. This example assumes that 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 7. Assignment Manager then assigns your salespeople depending on the geographic location of the sales opportunity.

NOTE:  For detailed instructions on performing each step, see Assignment Rules.

Figure 7.  Example of Creating Sales Territories

Click for full size image

To develop assignment rules based on territories

  1. Create assignment rules as sales territories.

    2. In this example, in the Assignment Rule view you create four assignment rules, one for each territory as shown in Figure 7.

  2. Determine the assignment criteria.

    3. 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.

    4. 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.

    Click for full size image

  4. Add the Positions.

    5. 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 view) and also assign a specific position within that rule (Assignment Rules > Positions). For more information on the primary position, see Creating Assignment Rules. For more information about assigning positions, see Adding Positions to Assignment Rules.

  5. Release the assignment rules.

    6. 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 Assignment Manager in Batch Mode.

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 is not modifiable in the standard user Account or Opportunity detail views. If manual changes are made to the Sales Team over time and the Territory list needs to be updated to match the changes, then use the Accounts view under the Data Administration screen to make the updates.


 Siebel Assignment Manager Administration Guide 
 Published: 18 June 2003