This guide also applies to on-premise implementations

13Using Territories

This chapter contains the following:

Using Territories: Overview

Territories provide the rules for automatically assigning salespeople and other resources to customers, partners, leads, and opportunity revenue line items.


As a salesperson viewing an account, partner, lead, or opportunity, you can see the assigned territories when you view the sales team information. You also forecast your sales by territory. Sales quotas can be assigned to you by territory.

Sales Managers

As a sales manager, you can modify the territories in the hierarchies below your assigned territories. Following are some examples of changes you can make to territories:

  • Add a new child territory.

  • Change the owner of an existing territory.

  • Add team members to a territory.

  • Remove an existing territory.

  • Add specific customers to the coverage of a territory.

  • Exclude specific customers from the coverage of a territory.

  • Define or change the definition of a territory coverage.

See the Oracle Sales Cloud Implementation Guide for additional information about modifying territories.

Creating a Territory Proposal

A territory proposal is the sandbox where you make your proposed changes to your territory hierarchy before activating the changes.

  1. Navigate to Territories and Quotas.

  2. In the Tasks region, select the Manage Territory Proposals link.

    The Manage Territory Proposals page appears.

  3. In the Current Territory Proposals region, click Create.

    The Create Territory Proposal window appears.

    Create Territory Proposal page
  4. Enter a name for the proposal.

  5. Leave the Activation Date field blank. This will cause the proposal to be activated immediately after you build your territories and activate it.

  6. Click Save and View.

Your territory proposal opens and displays your current territory hierarchy. You can start making your changes.

Adding to Your Territory Hierarchy

You can add child territories to your own territory or to another territory in your hierarchy.

  1. In Manage Territory Proposals page, select the name of your proposal.

    The territory proposal opens for editing.

  2. Select the parent territory.

  3. From the Actions menu, select Create Child.

  4. Enter the territory name.

  5. Select the owner for the territory.

  6. Click Save and Close.

    The new territory is added to the proposal.

  7. Click Edit Coverage.

    The coverage for the child territory is the same as the parent's coverage.

  8. Select the members for each dimension that you want to change. For details, see Defining the Territory Coverage in this chapter.

  9. Click Save and Close.

    Territory Hierarchy in a Proposal

Changing Territory Coverage

A new child territory has the same coverage as the parent. Change dimension selections and included or excluded customers to refine the coverage. Your changes are not active until you activate the proposal.

  1. In Manage Territory Proposals page, select the name of your proposal.

    The proposal opens for viewing.

  2. In the Territories table, select the territory you want to change.

  3. If the territory is not already added to the proposal, then click Add to Proposal.

  4. Click Edit Coverage.

    The Edit Coverage window appears.

  5. For every dimension you want to change:

    1. Select the dimension from the Dimensions list.

    2. Add or remove dimension members from the Selected Dimension Members box.

      Geography Selections
    3. Click Save and Close.

  6. In the Included Customers region, select and add specific customers to include in the territory.

  7. In the Excluded Customers region, select and add specific customers to exclude from the territory.

  8. Click Done.

Activating a Territory Proposal

When you finish making changes to your territories, use this procedure to activate your territory proposal and start using the new territories for assignment.

  1. Navigate to Territories and Quotas.

  2. In the Tasks region, click Manage Territory Proposals.

    The Manage Territory Proposals page appears.

    Manage Territory Proposals
  3. If the proposal you want to activate doesn't appear in the Current Territory Proposals table, select All Proposals from the Proposals list.

    Proposals list in the Manage Territory Proposals page
  4. Select the proposal and click Activate.

    You can see the activation process status in the Details region of your proposal.

  5. Click Done to return to Manage Proposals.

  6. Click Done to return to the Overview page. Your territory changes now appear in the list of active territories.