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Creating Primary Sales Force Hierarchies

Oracle Pharma Sales Analytics provides a prebuilt sales hierarchy configuration that determines the rollup and visibility of sales, Rx and call activity data for the different levels of users within a sales organization. This configuration includes prebuilt aggregation tables and de-duplication of data at each level of the sales hierarchy to support accurate analysis and improved performance. The primary sales force hierarchy is configured as a position hierarchy within the Siebel Pharma application, with the sales territory level position at the bottom of the position hierarchy. This topic details the tasks that application administrators must perform to configure the position hierarchy for use in Oracle Pharma Sales Analytics.

To create a primary sales force hierarchy

1. Navigate to the Administration - Group screen, then the Positions view.
2. In the Positions list, click New to create the Top level Position in the Sales Force Hierarchy.
3. Complete the fields in the following table for the new position.

4. For the each of the levels that are below the sales hierarchy repeat Step 2 and Step 3 down to the sales territory level position.
5. In the Parent Position field for each of these records, select the Position for the level above the current Position.

   The prebuilt Oracle Pharma Sales Analytics configuration supports the following sales hierarchy levels.

   Table 100. Sales Hierarchy Levels

   Level	Description	Cardinality to Parent
   Organization	Top level of the sales organization that is sometimes referred to as Franchise. For example, Respiratory Franchise refers to a sales force commissioned to promote respiratory products. This level does not have any parents.	None
   Sales Force	Child of Organization. Refers to a sales force promoting products within a sales organization.	M:1
   Area	Child of Sales Force. Refers to a large geographic sales area, such as US East, US West, or US South.	M:1
   Region	Child of Area. Refers to a sales geographic region.	M:1
   District	Child of Region. Refers to a sales geographic district.	M:1
   Territory	Child of District. Refers to a sales geographic territory composed of ZIP codes, bricks, contacts, or accounts.	M:1

   All of these levels must be created as positions and linked to a position hierarchy to populate correctly the Oracle Business Analytics Warehouse.

6. The bottom territory level position in the hierarchy must be the position associated with the assignment rule definition for the sales territory alignment, as described in Creating Sales Territories.