Previous	Next		Contents	Index	Navigation		Library

Suggestion: Since account and lead information changes frequently, you should run the Assign Territory Access program once a day, preferably during off hours.

Territory Access Example

Examine the way the territory types have been organized into groups and the way territories have been defined under territory types. Notice how the access defined in the territory group affects the access the sales representatives ultimately have to a particular account or lead. Also notice the role rank plays in determining territory assignment.

Territory Group Name	Assigned Access Type
AR -- Account Representatives	Account and Leads
PR -- Product Representatives	Lead
CR -- Contact Representatives	Account
Table 1 - 13. Territory Groups (Page 1 of 1)

Territory Group	Territory Type	Qualifier	Rank	Resulting Access Type
AR	Key Account	Account Code	Very High	Account and Leads
AR	Key Customer	Customer Name	High	Account and Leads
AR	Industry by State	Account Classification	Moderate	Account and Leads
		State
AR	State	State	Low	Account and Leads
PR	Lead Expected Purchase in Key State	Lead Expected Purchase	Very High	Lead
		State
PR	Lead Item Number in Key State	Lead Item Number	Very High	Lead
		State
PR	Lead Expected Purchase	Lead Expected Purchase	High	Lead
PR	Lead Item Number	Lead Item Number	High	Lead
CR	Contact Interest	Account or Contact Interest	Very High	Account
Table 1 - 14. Territory Types (Page 1 of 1)

Territory Group	Territory Type	Rank	Qualifier	Qualifier Values that Define the Territory	Assigned Sales Rep
AR	Key Account	Very High	Account Code	100 (Xyron in Tracy, CA) or 200 (Xyron in Fresno, CA)	Anderson
AR	Key Account	Very High	Account Code	300 (Xyron in Phoenix, AZ)	Bradley
AR	Key Customer	High	Customer Name	Xyron	Cummings
AR	Key Customer	High	Customer Name	Antel	Dunn
AR	Industry by State	Moderate	Account Classification	Pharmaceuticals	Elkins
			State	CA
AR	Industry by State	Moderate	Account Classification	Pharmaceuticals	Farmer
			State	AZ
AR	State	Low	State	CA	Goldman
AR	State	Low	State	AZ	Henderson
PR	Lead Expected Purchase in Key State	Very High	Lead Expected Purchase	Lab Equipment	Ingalls
			State	CA
PR	Lead Item Number in Key State	Very High	Lead Item Number	12-933 (Ammonium Sulfate)	Jackson
			State	CA
PR	Lead Expected Purchase	High	Lead Expected Purchase	Lab Equipment	Kendall
PR	Lead Expected Purchase	High	Lead Expected Purchase	Chemicals	Lawson
PR	Lead Item Number	High	Lead Item Number	12-497 (Serum Centrifuge)	Monroe
PR	Lead Item Number	High	Lead Item Number	12-933 (Ammonium Sulfate)	Niles
CR	Contact Interest	Very High	Account or Contact Interest	Lab Equipment	Oliver
CR	Contact Interest	Very High	Account or Contact Interest	Chemicals	Parker
Table 1 - 15. Territories (Page 2 of 2)

Customer Name	Description of Customer
Xyron	Pharmaceutical company
Antel	Pharmaceutical company
Brighton	Pharmaceutical company
Biology Dept., Univ. of California	University
Table 1 - 16. Customers (Page 1 of 1)

The following table shows accounts, contacts, and contact interests. The far right column shows the name of the sales representative that gets access to the account, based on the territory rules shown in the tables above. Notice that the sales representatives Ingalls, Jackson, Kendall, Lawson, and Niles get access to the account because they are each the assigned sales representative for a lead associated with the account. (See: the Leads table.) Because they have Lead access, they can also see the account the lead belongs to and all contacts associated with the account. Refer to the Resulting Accesses table, to see how the access permission is granted.

Acct Code	Description of Account	Contact	Contact's Interest	Sales Reps That Receive Access to Account & Contact
100	Xyron in Tracy, CA	Smith	Lab Equipment	Anderson
				Ingalls
				Oliver
200	Xyron in Fresno, CA	Taylor	Lab Equipment	Anderson
				Jackson
				Oliver
300	Xyron in Phoenix, AZ	Ulman	Lab Equipment	Bradley
				Kendall
				Oliver
400	Antel in Oakland, CA	Vale	Chemicals	Dunn
				Parker
500	Brighton in Tucson, AZ	Wilson	Chemicals	Farmer
				Parker
				Lawson
				Niles
600	Biology Dept., Univ. of CA			Goldman
Table 1 - 17. Accounts and Contacts (Page 1 of 1)

The following table shows leads, lead classifications, and lead item numbers. The far right column shows the name of the sales representative that gets access to the lead, based on the territory rules shown in the tables above. Notice that the sales representatives Anderson, Bradley, Farmer, and Goldman, who as account representatives have Account and Lead access, get access to all leads for the account. Refer to the Resulting Accesses table to see how the access permission is granted.

Lead Number	Account	Expected Purchase on Lead Line	Lead Item Number on Lead Line	Sales Reps. That Receive Access to Lead
1000	100--Xyron in Tracy, CA	Lab Equipment		Anderson
				Ingalls
2000	200--Xyron in Fresno, CA		12-933	Anderson
				Jackson
3000	300--Xyron in Phoenix, AZ	Lab Equipment		Bradley
				Kendall
4000	500--Brighton in Tucson, AZ	Chemicals	12-933	Farmer
				Lawson
				Niles
5000	600--Biology Dept., Univ. of CA	Filters		Goldman
Table 1 - 18. Leads (Page 1 of 1)

The following table shows the accesses that Oracle Sales and Marketing creates by applying the territory rules to the account and lead information.

Sales Rep.	Access Type	Account	Leads
Anderson	Account and Leads	100--Xyron in Tracy, CA	All
Anderson	Account and Leads	200--Xyron in Fresno, CA	All
Bradley	Account and Leads	300--Xyron in Phoenix, AZ	All
Dunn	Account and Leads	400--Antel in Oakland, CA	All
Farmer	Account and Leads	500--Brighton in Tucson, AZ	All
Goldman	Account and Leads	600--Biology Dept., Univ. of CA	All
Ingalls	Lead	100--Xyron in Tracy, CA	1000
Jackson	Lead	200--Xyron in Fresno, CA	2000
Kendall	Lead	300--Xyron in Phoenix, AZ	3000
Lawson	Lead	500--Brighton in Tucson, AZ	4000
Niles	Lead	500--Brighton in Tucson, AZ	4000
Oliver	Account	100--Xyron in Tracy, CA	None
Oliver	Account	200--Xyron in Fresno, CA	None
Oliver	Account	300--Xyron in Phoenix, AZ	None
Parker	Account	400--Antel in Oakland, CA	None
Parker	Account	500--Brighton in Tucson, AZ	None
Table 1 - 19. Resulting Accesses (Page 1 of 1)

Additional Information Rank is instrumental in determining who gets access. Within a territory group, the matching territories having the highest rank are the only ones that gain access. For example, Anderson is the only sales representative from the Account Representatives territory group that gets access to Xyron in Tracy. Because the Key Account territory is ranked Very High, he beats out Cummings, Elkins, and Goldman. Dunn gets access to Antel because there is no Key Account representative for Antel in Oakland. Farmer gets access to Brighton because Farmer is the representative for pharmaceutical companies in Arizona and there are no Key Account or Key Customer representatives for Brighton.

Notice also that if there are several territories that all have the highest rank, they all get access. Lawson and Niles both get access to lead 4000 because Lawson handles all chemical sales and Niles handles any non-California Ammonium Sulfate sales. Since Lawson and Niles both have territories with rank High, they both get access.

You can automatically create the most appropriate sales team for each lead, based on account and product information. For example, Anderson and Ingalls are the sales team for Xyron in Tracy, CA because Anderson is the Key Account representative for Xyron in Tracy, and Ingalls gets involved with all lab equipment sales in California (lead number 1000 in the Leads table). Whereas the team for Xyron in Fresno, CA is Anderson and Jackson because Anderson is also the Key Account representative for Xyron in Fresno, and Jackson handles all Ammonium Sulfate sales in California (lead number 2000 in the Leads table). By putting the territories that are based on account information in a different territory group from the territories that are based on lead information, you can build effective sales teams.

You can grant account-only access to a product marketing representative, if you want to let the marketing representative create lists of contacts for mailings or call campaigns based on the interests of the contact. By putting this type of territory in a different group than the other territories, your product marketing representatives do not compete for access with your sales representatives. For example, since Oliver has account-only access based on contact interest, he can create a list of all contacts interested in lab equipment.