Assigning a Lead or Opportunity

This chapter provides an overview of sales representative assignment, lists common elements, and discusses how to:

Assign sales representatives to a lead or opportunity.
Accept, reject, or turn back a lead assignment.
Assign partners to a lead or opportunity.
Reassign a sales representative's leads, opportunities, and accounts.

Common Elements Used in This Chapter

New Rep (new representative)	Select the sales representative to assign to a lead, opportunity, or account on a reassignment worksheet.
New Territory	Select the territory for a sales representative on a reassignment worksheet.

Understanding Sales Representative Assignment

PeopleSoft Enterprise Sales offers three methods of assigning sales representatives to the sales team for a lead or opportunity:

You can manually choose sales representatives or a sales team to assign to the lead sales team or the opportunity sales team.
You can use the assignment engine to generate a list of sales representatives from the highest ranked territories and then manually select representatives from the list.

The assignment engine uses options and criteria specified for the assignment group to determine the highest ranked territories.
You can use the assignment engine to select a sales representative automatically based on options and criteria that you specify for the assignment group.

See Configuring Assignment Criteria.

Assigning Sales Representatives to a Lead or Opportunity

This section discusses how to:

Assign the sales representative.
Select sales representatives to assign.
Maintain data for the sales representative assignment.

Pages Used to Assign Sales Representatives to a Lead or Opportunity

Page Name	Object Name	Navigation	Usage
Search Leads	RSF_LEADS_HOME_GRD	Sales, Search Leads	Search for leads.
Lead - Assign	RSF_LEAD_ASSIGN	Select a lead on the Search Leads page. Select the Assign tab.	Assign a sales representative to the lead.
Search Opportunities	RSF_OPP_HOMEPAGE	Sales, Search Opportunities	Search for opportunities.
Opportunity - Assign	RSF_OPP_ASSIGN	Select an opportunity on the Search Opportunities page. Select the Assign tab. Select an opportunity on the Search Opportunities page. Click the Add Team link on the Opportunity - Summary page.	Assign a sales representative to the opportunity.
Assign Sales Representative	RSF_ASSIGN_TEAM_L	On the Lead - Assign page, click the Assign Sales Rep button. The page appears only if the assignment configuration is set to manual selection.	Manually select sales representatives for the lead, and specify the primary lead team representative.
Assign Sales Representative	RSF_ASSIGN_TEAM_O	On the Opportunity - Assign page, click the Assign Sales Rep button. The page appears only if the assignment configuration is set to manual selection.	Manually select sales representatives for the opportunity, and specify the primary opportunity team representative.
Organization	RSF_TR_HTREE_SEC	On the Lead - Assign page or the Opportunity - Assign page, click the View Sales Organization button.	View the organization or territory to which the representative belongs.

Assigning the Sales Representative

Access the Lead - Assign page or the Opportunity - Assign page.

Note. The Assign page appears in both the Lead component and the Opportunity component. Although the following example shows the Opportunity component, the information provided applies to both leads and opportunities.

Note. If the lead was converted to an opportunity, fields are unavailable on the Lead - Assign page. Access the Opportunity - Assign page to update the data.

If you do not want to use the assignment engine, you can search for and assign a sales representative to the sales team of the lead or opportunity by using the Find by Name section of the page. Similarly, you can search for and assign a partner representative to the sales team of the lead or opportunity by using the Find Partner Rep (find partner representative) section of the page. Also, you can assign a sales team to the lead or opportunity by using the Add by Team section of the page.

Define sales teams on the Sales Team page.

See Setting Up Sales Teams.

Find Sales Rep (find sales representative)	Click to initiate the assignment engine. If you have set the assignment mode on the assignment group to Automatic Assignment, the system finds the best suited sales representative based on the assignment criteria and enters that sales representative's data in the Sales Team Members section of the page. If you have set the assignment mode on the assignment group to Manual Selection, the list of sales representatives on the Assign Sales Representative page appears so that you can select the sales representative for assignment to the lead or opportunity. Note. If the lead or opportunity has one existing primary sales representative and the assignment engine returns a new primary sales representative, the system replaces the old primary representative with the new primary representative and moves the revenue allocation from the old primary representative to the new primary representative. If the lead or opportunity has multiple existing primary sales representative and the assignment engine returns a new primary sales representative, the system adds the new representative as the primary representative and keeps the existing representatives.
View Assignment Criteria	Click to display the assignment criteria on the page. Typically, you do not change the fields in the Assignment Criteria section. However, the system does allow you to edit the Industry, Region, Territory, and Tree Name fields. This link acts as a toggle. If the Assignment Criteria section is currently displayed, clicking the link causes it to not display.
Industry	The system populates this field with the industry, if any, associated with the customer on the Discover page.
SIC Code (standard industrial classification code)	Displays the SIC code, if any, associated with the industry.
Region	The system populates this field with the region, if any, associated with the customer on the Discover page.
Territory	If you used the assignment engine to assign a primary sales representative, the system populates this field with the territory associated with the primary sales representative.
Product Group and Product	Displays the primary product information from the Product grid on the Propose page.
Tree Name	The system populates this field with the default territory tree for the primary sales representative.
Assignment Group	Displays the default assignment group for the business unit.

Selecting Sales Representatives to Assign

Access the Assign Sales Representative page.

This page, with the list of candidates for assignment, is available only in manual selection assignment mode. Select the sales representatives and the primary representative for the lead or opportunity.

If you want to select a sales representative who does not appear on this page, enter the representative's name in the Sales Rep field and click the Assign Sales Rep button.

Select	Select to indicate the sales representatives for assignment to the lead or opportunity.
Primary	Select to indicate the primary sales representative for the lead or opportunity. You can have only one primary representative for each lead or opportunity unless a partner is involved. In that case, you can have two primary representatives—one external and one internal.

Click OK to access the Assign page, which displays the primary representative's name, territory, and associated industry and region, if any.

Maintaining Data for the Sales Representative Assignment

Access the Lead - Assign page or the Opportunity - Assign page.

Sales Rep Info Tab

Select the Sales Rep Info (sales representative information) tab in the Sales Team Members section.

Primary	Select to indicate the primary member of the sales team. Only one primary member can be selected, and that person should be the sales representative to whom the lead or opportunity is assigned. Only the primary sales representative is listed on many pages for the lead or opportunity.
Team Role	Select the role of the sales representative on the team (for example, Legal, Partner, Manager, Team Leader, and so on). See Setting Up Sales Teams.
Sales User Type	Displays the sales user type associated with the sales representative on the Sales User page. See Setting Up Sales Users.
	Click to access the Organization page, where you can view the organization or territory to which the representative belongs.

Territory Tab

Select the Territory tab in the Sales Team Members section.

Tree Name

After a sales representative is added to the lead or opportunity, the system displays the tree name for the sales representative as defined on the Sales User page.

Territory

After a sales representative is added to the lead or opportunity, the system displays the primary territory for the sales representative as defined on the Sales User page.

Revenue Percentage Tab (Opportunities Only)

Select the Revenue Percentage tab in the Sales Team Members section of the Opportunity - Assign page. On this tab, you specify how revenues for the opportunity are allocated among the sales team. Revenue allocations are required for forecasting and for compensation calculations when you integrate with PeopleSoft Enterprise Incentive Management (PeopleSoft EIM).

See Understanding Sales Forecasts.

Note. Revenue allocations are required for an opportunity to roll up into pipelines and forecasts. Only opportunities roll up into pipelines and forecasts. You cannot include leads in pipelines and forecasts. Therefore, the Revenue Percentage tab appears in the Opportunity component only. The Revenue Percentage tab has no equivalent for the sales team in the Lead component.

Typically, only sales managers and administrators have access to the Revenue Percentage tab. Access depends on the setting in the user's sales access profile.

Allocation % (allocation percentage)

Enter the percentage of the opportunity's revenue that is credited to the sales representative. The sum of the allocation percentages must equal 100 percent.

Shadow %(shadow percentage)

Enter the percentage of the opportunity's revenue that is credited to the sales representative when calculating performance against quotas. The sum of the allocation percentages does not need to equal 100 percent. You can use this field to give a secondary sales representative partial credit for an opportunity's revenue.

Shadow Amount

Enter a dollar amount that is credited to the sales representative when calculating performance against quotas. The system calculates the total shadow forecast for a sales representative by multiplying the estimated revenue by the shadow percentage and then adding the shadow amount.

Additional Details Tab

Select the Additional Details tab in the Sales Team Members section.

The system displays additional information about each team member, including company name, country code, and cell phone number. The information comes from the Person record or the Sales User page. If the team member is a partner, the information comes from the Company record. If the team member is a partner contact, the information comes from the Contact component.

Comments Tab

Select the Comments tab in the Sales Team Members section.

Enter comments to describe a sales team member.

Accepting, Rejecting, or Turning Back a Lead Assignment

This section discusses how to accept, reject, or turn back a lead assignment.

Note. Only the assignment of a lead can be accepted, rejected, or turned back. You cannot accept, reject, or turn back the assignment of an opportunity. Therefore, the Accept/Reject Lead section appears on the Assign page in the Lead component only. The Accept/Reject page has no equivalent in the Opportunity component.

Pages Used to Accept, Reject, or Turn Back a Lead Assignment

Page Name	Object Name	Navigation	Usage
Search Leads	RSF_LEAD_ENTRY	Sales, Search Leads	Search for an existing lead.
Lead - Summary	RSF_LEAD_SUMMARY	Select a lead on the Search Leads page.	Accept, reject, or turn back a lead assignment.

Accepting, Rejecting, or Turning Back Lead Assignments

Access the Lead - Summary page.

You can accept, reject, or turn back a lead that has the status of New or Open. Lead workflow rules trigger the appropriate email or worklist notifications when a lead is not accepted or is rejected within the maximum delay time associated with the lead rating.

Accept	Click to accept the lead. The system changes the lead status to Accepted and makes the lead available for you to work on, convert to an opportunity, and close the sale. You cannot leave an accepted lead unassigned. If the lead is unassigned when it is accepted, the system assigns it to the sales user who accepts it. That user can assign the lead to another representative only if the Manually Reassign Leads option is selected on the user's sales access profile.
Reject	Click to reject the lead. If your sales access profile enables you to reassign leads manually, you can assign the lead to another representative.
Turnback	Click to clear your name from the lead and turn back the lead to the list of active unassigned leads so that it can be assigned to someone else. If your sales access profile allows you to reassign leads manually, you can assign the lead to another representative.
Reason and Comments	These fields appear when you reject or turn back a lead. Select reasons for not accepting the lead. You can also enter comments to describe the reason.

Assigning Partners to a Lead or Opportunity

This section discusses how to assign partners to a lead or opportunity.

Pages Used to Assign Partners to a Lead or Opportunity

Page Name	Object Name	Navigation	Usage
Search Leads	RSF_LEADS_HOME_GRD	Sales, Search Leads	Search for leads.
Lead - Assign	RSF_LEAD_ASSIGN	Select a lead on the Search Leads page. Select the Assign tab.	Assign partners to the lead.
Search Opportunities	RSF_OPP_HOMEPAGE	Sales, Search Opportunities	Search for opportunities.
Opportunity - Assign	RSF_OPP_ASSIGN	Select an opportunity on the Search Opportunities page. Select the Assign tab. Select an opportunity on the Search Opportunities page. Select the Add Team link on the Opportunity - Summary page.	Assign partners to the opportunity.

Assigning Partners to a Lead or Opportunity

Access the Lead - Assign page or the Opportunity - Assign page.

Note. This page appears only if PeopleSoft Partner Relationship Management (PeopleSoft PRM) is not installed.

Partner Tab

For each partner associated with the lead or opportunity, enter or select the partner's name, the contact person's name, the product, and the contact's role.

To use this page, the role type Partner must be set up, the partner relationship must be configured, and information about sales partners and their contacts must already be entered.

See Setting Up Sales Partners.

Status Tab

Enter the partner's status (Current, Former, or Out of Business), type (Alliance Partners, Channel Partners, Distributor, or System Integrator), and rating (Excellent, Fair, Good, or Poor).

See Setting Up Sales Partners.

Comments Tab

Enter notes about the partner.

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

This section discusses how to reassign a sales representative's leads, opportunities, and accounts.

Note. When you reorganize a tree, the system automatically reassigns leads, opportunities, and accounts within the new structure. You can generate worksheets to view the automated reassignments and adjust them. This reassignment is discussed in the documentation on tree reorganization.

See Reorganizing or Deleting a Territory Tree.

Pages Used to Reassign a Sales Representative's Leads, Opportunities, and Accounts

Page Name	Object Name	Navigation	Usage
Reassign Sales Activities	RSF_TR_REASSIGN	Sales, Reassign Sales Activities	Reassign all of a sales user's leads and opportunities to another sales representative.
Lead Reassignment Worksheet	RSF_TR_REASS_LEAD	Click the Review Worksheets button on the Reassign Sales Activities page.	Preview the system's reassignment selections for a sales representative's leads and make changes before submitting. You can manually assign the leads to different sales representatives.
Opportunity Reassignment Worksheet	RSF_TR_REASS_OPP	Click Next on the Lead Reassignment Worksheet page.	Preview the system's reassignment selections for a sales representative's opportunities and make changes before submitting. You can manually assign the opportunities to different sales representatives.
Account Reassignment Worksheet	RSF_TR_REA_ACCT	Click Next on the Opportunity Reassignment Worksheet.	Preview the system's reassignment selections for a sales representative's accounts and make changes before submitting. You can manually assign the accounts to different sales representatives.

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

Access the Reassign Sales Activities page.

The steps, which are represented by group boxes on the page, enable you to reassign leads and opportunities to one or more sales representatives. Buttons and links change dynamically as you complete the steps.

STEP 1: Enter Description

Description	Enter a description for the reassignment.
Status	Displays the current status of the reassignment. Values are New, In Progress, Reviewed, and Submitted.

STEP 2: Select Options

Reassign	Select one or more of the following values: Leads, Opportunities, and Accounts.
From	Select Single Rep to reassign leads, opportunities, and accounts for one sales representative. Select Unassigned to assign leads, opportunities, and accounts that have not been assigned to a sales representative.

STEP 3: Select Current Rep

Current Tree

Displays the default tree associated with the sales user. If you have access to only one tree, you cannot change this tree. If you have access to multiple trees, you can select a tree using this field.

A sales user cannot make reassignments from one tree to another—only from one territory to another on the same tree.

Current Rep(current representative)

Select the name of the sales representative whose leads, opportunities, and accounts you want to reassign.

STEP 4: Select New Rep

New Tree

A sales user cannot make reassignments from one tree to another—only from one territory to another on the same tree.

New Rep (new representative)

If you want to reassign all of the current representative's leads and opportunities to one sales representative, select that representative here.

If not, then proceed to the next step and view the reassignment worksheets, where you can manually assign each lead or opportunity to a different sales representative.

STEP 5: Review Worksheets

Review Worksheets

Click this button to access the reassignment worksheets for the reassign options that you selected in Step 2. The worksheets enable you to view the details of current assignments for each lead, opportunity, or account and assign it to a new representative. When you finish editing the selected worksheets, the Next button returns you to the Reassign Sales Activities page.

For lead reassignment worksheet, reassignment replaces Current Rep (current representative) and current territory with New Rep and New Territory, and marks the new representative as primary.

For opportunity reassignment worksheet:

Criteria

Select the way that you want to assign revenue for each opportunity. Values are:

Move Opportunity: Removes the current representative from the opportunity, which moves the entire opportunity—with revenue allocations—from the current representative to the new representative.

Hold Revenue: Adds the new sales representative to the opportunity but holds the revenue credit for the original sales representative.

Move Revenue: Preserves the current representative as a member of the opportunity sales team but adds the new sales representative as the primary representative for the opportunity. This action moves the revenue credit from the original sales representative to the new primary representative.

STEP 6: Submit Reassignments

Submit Reassignments

Click to submit all selected assignments. The system updates the leads and opportunities with the new sales representatives and their territories, and returns you to the Territory Reassignment page.

Tree Name	After a sales representative is added to the lead or opportunity, the system displays the tree name for the sales representative as defined on the Sales User page.
Territory	After a sales representative is added to the lead or opportunity, the system displays the primary territory for the sales representative as defined on the Sales User page.

Allocation % (allocation percentage)	Enter the percentage of the opportunity's revenue that is credited to the sales representative. The sum of the allocation percentages must equal 100 percent.
Shadow %(shadow percentage)	Enter the percentage of the opportunity's revenue that is credited to the sales representative when calculating performance against quotas. The sum of the allocation percentages does not need to equal 100 percent. You can use this field to give a secondary sales representative partial credit for an opportunity's revenue.
Shadow Amount	Enter a dollar amount that is credited to the sales representative when calculating performance against quotas. The system calculates the total shadow forecast for a sales representative by multiplying the estimated revenue by the shadow percentage and then adding the shadow amount.