Siebel Territory Management Guide > Overview of Territory Management >

About Territory Management

The purpose of Siebel Territory Management is to manage sales and service territories. For example, territory management can be used to assign sales representatives to account and contact teams or to assign ownership of assets to field service engineers. Rules are created (or bulk loaded) in the application. These rules determine how the assignments are made. The results of these rules can be reviewed before the actual assignments are made in the database.

Siebel Territory Management creates rule groups that Siebel Assignment Manager runs to assign positions to accounts, contacts, and assets.

Why Is Territory Management Important?

Maintaining sales representatives and their managers is a major cost to organizations. For this reason, it is so important to keep territories well aligned. You want to make sure that your sales representatives are working most efficiently. You do not want sales representatives without enough accounts to fill their time. Similarly, you do not want sales representatives to have so many accounts that they lose key opportunities because they cannot call on all their accounts.

The same concerns affect the costs of keeping service engineers in the field.

Siebel's Territory Management module does not tell you how to align your territories, but it is designed to make both major and minor territory alignments faster and simpler so that you can align and realign your territories as needed.

About Territory Management for Siebel Industry Applications

This guide uses Life Sciences examples to describe the features of Territory Management. However, you can use Territory Management with the other Siebel Business applications.

NOTE:  Geo zone rules and assignment by asset are only available for the Siebel Vertical (Industry Solution) applications.