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Example of Creating Sales Assignment Rules That Combine Criteria

This topic gives one example of how a sales organization can distribute its salespeople in the same geographic location based on revenue potential. You may use this feature differently, depending on your business model.

You can create territories that use the same geographic location but different revenue potentials. In this example, you may want to create two assignment rules: US SW High Revenue and US SW Low Revenue as shown in Figure 8. Assignment Manager then assigns your salespeople, depending on both the geographic location and the revenue potential of the sales opportunity.

NOTE:  For detailed instructions on performing each step in the following procedure, see Assignment Rule Administration.

Figure 8.  Example of Creating Assignment Rules with Combined Criteria

To create sales assignment rules that combine criteria

1. Create assignment rules.

   In this example, create two assignment rules, one for each territory, as shown in Figure 8.

2. Determine the assignment criteria.

   In this example, select Account State and Revenue as the criteria.

3. Define the criteria values.

   In this example, use the states that make up each territory as the Account States criteria values. For the Revenue criteria values, select different assignment attributes for each assignment rule:

   • For the US SW High Revenue assignment rule, type 100,001 in the Revenue Low assignment attribute.
   • For the US SW Low Revenue assignment rule, type 100,000 in the Revenue High assignment attribute.

     NOTE:  The columns that appear in the Values list applet change dynamically depending on the criteria selected in the Criteria list applet.

     The following figure shows an example of defining the US SW High Revenue assignment rule as described.
4. Add the positions for this assignment rule.

   In this example, you add a different sales position for each assignment rule:

   • For the US SW High Revenue assignment rule, add Division Manager - West.
   • For the US SW Low Revenue assignment rule, add Western Field Sales Representative.

     The figure shown in Step 3 shows an example of defining the US SW High Revenue assignment rule as described.

5. Release the assignment rules.

   In the Assignment Rules view, click the Release button. You may then run Batch Assignment to assign objects affected by the assignment rules. For more information about running Batch Assignment, see Running Assignment Manager in Batch Mode.

   After these assignment rules are released, Assignment Manager assigns salespeople based on the geographic location and revenue potential of the sales opportunity. For example, a sales opportunity in Nevada with a revenue potential of over $100,000 is assigned to the western division manager. However, a sales opportunity in New Mexico with a revenue potential of $100,000 or lower is assigned to a western field sales representative.

For an example of how a sales organization can strategically assign salespeople based only on territories, see Example of Creating Sales Assignment Rules Based on Territories. For general information about sales assignment strategies, see Assignment Strategy for Sales Organizations.