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 accounts and contacts based on territory or to assign ownership of assets to field service engineers based on territory.

You create (or bulk load) rules in the application. These rules determine how the assignments are made. You can review the results of these rules before the actual assignments are made in the database. Then you align territory assignments based on these rules.

Why Is Territory Management Important?

Maintaining sales representatives and their managers is a major cost to organizations. For this reason, it is very important to keep territories well aligned with the sales force. 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 with your sales force, but it makes 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 Industry applications.

Siebel Territory Management Guide Copyright © 2008, Oracle. All rights reserved.