Reorganizing or Deleting a Territory Tree

This chapter provides an overview of tree reorganization and discusses how to:

Review reorganizations.
Reorganize a territory tree.
Delete trees or tree nodes.

Understanding Tree Reorganization

Occasionally, you may need to change the structure of a territory tree due to a reorganization or expansion of sales activities. For example, you might add or delete territories, or restructure a part of the territory tree. Use the tree reorganization process to make changes to a tree. Typically, you use the reorganization process to clone an existing tree and then make modifications to the new tree. You can give the new tree the same name as the existing tree, as long as you assign it a new effective date. Alternatively, you can give the new tree an entirely different name. You can then view and edit the new tree as needed. The system uses the tree with the most recent effective date as the default tree.

You reorganize territory trees by using the process template provided in the Reorganize Territories component (RSF_TR_REORG). Each step of the process is keyed to the completion of the previous step. Typically, system administrators run the tree reorganization process. Users with branch access to a territory can run the tree reorganization process for the territory. You can give system administrators access to specific branches within a tree.

Note. Branch access is distinct from territory visibility. A PeopleSoft Enterprise Sales user does not need branch access to access territories within a branch; the user needs only territory visibility.

When you reorganize territory trees, the system enables you to reassign the sales users for leads and opportunities. The reorganization process suggests a new territory and a new primary sales user for each lead or opportunity in a territory that you change or delete. When you clone a tree and make changes, you can generate a worksheet based on these changes so that you can see how the system would reassign the leads and opportunities. You can then override or adjust the changes, select which changes to accept, and then submit them to update the leads and opportunities.

In addition to the mass reassignment that is integral to reorganizing a tree, at any time you can individually reassign a representative's leads and opportunities to a different sales representative. For example, if the current representative is promoted or otherwise moved out of the sales representative position, that representative's leads and opportunities must be reassigned.

See Reassigning a Sales Representative's Leads, Opportunities, and Accounts.

The worksheets use predefined configurable assignment criteria to suggest the best fit for lead or opportunity reassignment. You might decide not to accept the system's suggestions; at this stage, you can make those changes. The reorganization worksheets are designed for fast performance, and they display a specified number of leads or opportunities.

The setup of the Configurable Search feature for the reorganization component returns a maximum of 300 leads or opportunities per search. The system displays a notification message if more than 300 are found. You may need to change this setting depending on the number of leads or opportunities that your sales force is handling at the time of reorganization. The system takes longer to present large result sets.

The Personalize Search feature is activated by default. It enables users to save searches and reuse them.

The Configurable Search feature can provide visual prompts about a search result set. At the top of the page, the system displays the criteria on which the result set is based. For example, if the data result set is filtered first by the lead assigned to the current representative (Stu Marx) and then by the new representative (Edward Allen), then this criteria would appear:

Current Rep = Marx, Stu Manager AND
New Rep = Allen, Edward

If you need to assign members of the results set to more than just Edward Allen, you can do so on this page.

Reviewing Reorganizations

This section provides an overview of reorganization review and lists the page used to review reorganizations.

Understanding Reorganization Review

The reorganization ID is one of the search criteria for the reorganization that you are reviewing. Because you might test a variety of structures while planning a reorganization, the system stores the structures under unique IDs. If you exclude the reorganization ID from a search or saved search, the resulting data sets might include information from any of the reorganization structures stored in the system. Always include the reorganization ID in the selected criteria on the Personalize Search page.

Page Used to View Reorganizations

Page Name	Object Name	Navigation	Usage
Reorganize Sales Activities	RSF_TR_REO_SRCH	Sales, Search Reorganizations	View a list of submitted territory reorganizations and enter search parameters.

Reorganizing a Territory Tree

This section discusses how to:

Clone and reorganize a tree.
Review reorganization worksheets.
Select the territory team and primary representatives.
Submit the reorganization.
View submitted reorganizations.

Pages Used to Reorganize a Territory Tree

Page Name	Object Name	Navigation	Usage
Reorg Territories	RSF_TR_REORG	Sales, Reorganize Territories, Reorg Territories	Follow the steps to reorganize territories on a tree.
Tree Manager	RSF_TR_MANAGER	Click the View and Restructure Territory Tree link on the Reorg Territories page.	View or make changes to a territory tree.
Tree Manager	PSTREEMANAGER	Tree Manager, Tree Manager	View or make changes to a territory tree.
Lead Reorganization	RSF_TR_REORG_LEAD	Sales, Reorganize Territories, Reorg Leads	Review and adjust the system's reassignment of leads in the new structure.
Lead Reorganization - Current Team	RSF_TR_LE_TEAM	Click the Current Team link on the Reorg Leads page.	Review a lead's current team before reorganization.
Lead Reorganization - New Team	RSF_TR_REORG_LETM	Click the New Team link on the Reorg Leads page.	Review and adjust a lead's new territory team after reorganization, and select the primary representatives.
Opportunity Reorganization	RSF_TR_REORG_OPP	Sales, Reorganize Territories, Reorg Opportunities	Review and adjust the system's reassignment of opportunities in the new structure.
Opportunity Reorganization - Current Team	RSF_TR_OP_TEAM	Click theCurrent Team link on the Reorg Opportunities page.	Review an opportunity's current team before reorganization.
Opportunity Reorganization - New Team	RSF_TR_REORG_OPTM	Click the New Team link on the Reorg Opportunities page.	Review and adjust an opportunity's new territory team after reorganization, and select the primary representatives.
Account Reorganization	RSF_TR_REORG_ACCT	Sales, Reorganize Territories, Reorg Accounts	Review and adjust the system's reassignment of accounts in the new structure.
Account Reorganization - Current Team	RSF_TR_ACC_TEAM	Click the Current Team link on the Reorg Accounts page.	Review an account's current team before reorganization.
Account Reorganization - New Team	RSF_TR_REORG_ACTM	Click the New Team link on the Reorg Accounts page.	Review and adjust an opportunity's new territory team after reorganization, and select the primary representatives.
Submit Reorg	RSF_TR_SUBMIT	Sales, Reorganize Territories, Submit Reorg	Follow the steps for submitting a territory tree reorganization.
Sales User	RSF_SUSER1	Click the Look Up Sales User link on the Submit Reorg page.	View or adjust each sales user's territory accessibility after reorganizing a tree.
Sales Access Update	RSF_ACCESS_RUN	Sales, Territories, Reorganize Territory Trees Click the Update Security Access link.	Run the Update Sales Access process to update security.
Reorganize Sales Activities	RSF_TR_REO_SRCH	Sales, Search Reorganizations	View a list of submitted territory reorganizations and enter search parameters.

Cloning and Reorganizing a Tree

Access the Reorg Territories page.

Note. The links and buttons on this page become available dynamically as you complete the steps.

STEP 1: Select Current Tree

Current Tree Name

Select the tree to clone.

If the sales user is assigned to a single tree, the system displays the name of that tree and makes the field unavailable.

If the sales user is assigned to multiple trees, the tree name is available and the trees to which that user is assigned are available so that the user can select a tree.

Note. Sales users can clone or reorganize only trees to which they are assigned. Sales users can also reorganize only the leads and opportunities of the sales representatives that they can view on the territory tree.

For example, a sales administrator for the Europe tree can reorganize only the Europe tree, and that administrator can view only the European leads and opportunities on the reorganization worksheets.

See Defining a Sales User's Visibility.

STEP 2: Select New Tree/Date

New Tree Name

Enter or select the name for the tree that you are creating.

If you have access to multiple trees, you can select from those tree names or enter a new tree name.

New Effective Date

Enter the date on which the new tree becomes effective. The system enters the current date as the effective date, which you can override.

You can enter a future effective date to allow yourself time to reorganize the tree, review the worksheets, and adjust the leads and opportunity assignments for sales representatives to which you have visibility on the new tree.

Create New Tree as Copy of Current Tree

Click to clone the tree specified in the Current Tree Name field in the STEP 1: Select Current Tree group box and name it according to the name specified in the New Tree Name field.

The system copies the tree and makes the View and Restructure Territory Tree link available in the STEP 3: Create and Edit Tree group box.

STEP 3: Create and Edit Tree

View and Restructure Territory Tree

Click to access the Tree Manager page, where you can create new nodes, delete nodes, and make other changes to the cloned tree.

Note. If you delete nodes, be sure to clean up the residual territory data.

See Deleting Residual Territory Definitions From PeopleSoft Enterprise Sales.

STEP 4: Generate Worksheets

Run the Tree Reorganization process (RSF_TR_REORG).

Note. Before generating the worksheets, you must specify assignment groups for all accounts that are affected by the reorganization.

Generate Reorganization Worksheets

This button is available only after you complete the previous step.

Click to reassign all of your leads and opportunities for the specified new tree and territory definitions, based on the assignment criteria configuration.

Worksheets enable you to view how the system reassigned the leads and opportunities based on the criteria. Worksheets also enable you to adjust the assignments, if necessary.

Refresh Status

Click to refresh the status display.

Monitor Process

Click to access the Process List page, where you can identify the status of the reorganization worksheet generation process to determine when it is completed.

When it is completed, the next step is available.

STEP 5: Review Worksheets

Review Reorganization Worksheets

Click to review the worksheets that are generated by using the STEP 4: Generate Worksheets group box. You must review the lead, opportunity, and account reorganization worksheets in order. The Next button on each worksheet is programmed to move you to the next worksheet.

Reviewing Reorganization Worksheets

Access the Lead Reorganization page, the Opportunity Reorganization page, or the Account Reorganization page.

Note. This example shows the Lead Reorganization page. The Opportunity Reorganization and Account Reorganization pages are similar in appearance and usage.

Review the results of the system's reassignment of leads, opportunities or accounts in the new tree structure. Select new representatives to assign the items, if necessary.

Select	Select each reassignment that you want to accept.
Current Team	Click to access the Lead Reorganization - Current Team, Opportunity Reorganization - Current Team, or Account Reorganization - Current Team page, where you can view the current team for the lead, opportunity, or account before reorganization. Viewing this page enables you to determine the changes that are required.
New Team	Click to access the Lead Reorganization - New Team, Opportunity Reorganization - New Team, or Account Reorganization - New Team page, where you can view the new team for the lead, opportunity, or account after reorganization. Viewing this page enables you to identify the sales representatives to add to the sales team. You can also use these pages to select the primary representative. Click OK for the system to update the new primary representative from this page to the leads, opportunities, or accounts.
Next	Click to access the Submit Reorg page, where you can click Submit Reorganization to complete the reassignments.

Using the Configurable Search

You can filter the search criteria to limit the information that appears on each worksheet. The delivered Configurable Search feature for territory tree reorganization enables you to filter searches based on the Current Rep, Current Territory, New Rep, New Territory, and Lead or Opportunity fields. Filtering a search based on these fields provides a focused set of leads and opportunities to review.

The Current Rep and Current Territory prompt values are based on the current tree. The Current Rep prompt values list the representatives who report directly to the manager or administrator responsible for processing reorganization. The New Rep and New Territory prompt values are based on the new tree. The New Rep prompt values enable a manager to assign leads and opportunities to representatives who might not be direct reports of that particular manager.

Selecting the Territory Team and Primary Representatives

Access the Lead Reorganization - New Team page, Opportunity Reorganization - New Team page, or Account Reorganization - New Team page.

The Lead, Opportunity, and Account Reorganization - Current Team pages have a similar format to the New Team pages, but they are read-only.

Select	Select a check box for each member that you want to retain on the new team after the reorganization.
Primary	Select to specify the primary sales representative for each territory. This column appears on the Lead Reorganization - Current Team, Lead Reorganization - New Team, Opportunity Reorganization - Current Team, and Opportunity Reorganization - New Team pages.
Owner	Select to specify the account owner or owners. This column appears on the Account Reorganization - Current Team and Account Reorganization - New Team.

Submitting the Reorganization

Access the Submit Reorg page.

STEP 6: Submit Worksheets

Submit Reorganization

Click to apply the reorganizations from the worksheet to the leads, opportunities, and accounts by updating the new territory and sales representatives.

STEP 7: Review Visibility

Look Up Sales User

Click to access the Sales User page for each sales user affected by the reorganization. View or adjust the user's territory visibility settings.

STEP 8: Update Security Access

Update Security Access

Click to access the Sales Access Update page, where you can run the process to apply the changes and update the security settings.

Viewing Submitted Reorganizations

Access the Reorganize Sales Activities page.

The reorganization ID is one of the search criteria for the reorganizations that are listed on this page. Because you might test a variety of structures while planning a reorganization, the system stores the structures under unique IDs. If you exclude the reorganization ID from a search or saved search, the resulting data sets might include information from any of the reorganization structures stored in the system. Always include the reorganization ID in the selected criteria on the Personalize Search page for this search.

Deleting Trees or Tree Nodes

This section discusses how to:

Use Tree Manager to delete tree items.
Delete residual territory definitions from PeopleSoft Enterprise Sales.

Note. Be extremely cautious about deleting an entire tree. Generally, you delete an entire tree only if it is a draft that you created while practicing tree setup.

Pages Used to Delete Trees or Tree Nodes

Page Name	Object Name	Navigation	Usage
Tree Maintenance	PSTREEMAINT	Tree Manager, Tree Utilities, Copy/Delete Tree, Tree Maintenance	Delete a tree.
Tree Structure Maintenance	PSTREESTRCMAINT	Tree Manager, Tree Utilities, Copy/Delete Tree, Tree Structure Maintenance	Delete tree nodes.
Delete Territory	RSF_TR_DEL_TREE	Set Up CRM, Product Related, Sales, Territory, Delete Territory	Delete residual tree and territory data from the application after deleting trees or nodes in Tree Manager.

Using Tree Manager to Delete Tree Items

Access the Tree Maintenance and Tree Structure Maintenance pages in Tree Manager.

See Enterprise PeopleTools PeopleBook: PeopleSoft Tree Manager

Using Tree Manager, you can delete nodes from a tree or delete an entire tree. Tree Manager does not, however, delete the territory data associated with trees or nodes across applications. This residual territory data still exists in PeopleSoft Enterprise Sales and can be included in prompt lists as if actively assigned to a tree. For example, you might delete the node for the Western territory, but the Western territory and its data still exist. You must delete this residual territory data from PeopleSoft Enterprise Sales by using the Delete Territory page.

Deleting Residual Territory Definitions From PeopleSoft Enterprise Sales

Access the Delete Territory page.

All territories that are deleted from a tree in PeopleSoft PeopleTools are listed on this page. Deleted territories are no longer used for visibility or assignment. Use this page to delete residual territory data from PeopleSoft Enterprise Sales.

Select	Select the territory tree or node for which you want to delete residual data.
Delete Selected Territories	When you click this button, the system prompts you to confirm the deletion of residual data for the selected items. If you proceed, the system deletes the selected items and returns you to the Delete Territory page, which lists any territories that still exist for the tree.