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