Understanding Sales Representative Assignment
Sales representatives can be assigned to leads or opportunities using one of these methods:
You can manually select sales representatives or a sales team to assign to leads or opportunities.
You can enable configuration options to invoke the assignment engine to automatically select sales representatives based on the account teams that are associated with the customers of leads or opportunities.
Note: If this option is enabled, it takes precedence over the other assignment methods in which the assignment engine is used.
You can enable a configuration option to invoke the assignment engine to automatically 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 enable a configuration option to invoke assignment engine to automatically select a sales representative based on options and criteria that you specify for the assignment group.
The assignment engine is triggered to perform sales representative assignment on leads and opportunities when one of these events occurs:
When a sales representative clicks the Find Sales Rep button on the Assign page.
When a lead or opportunity is saved in add mode, or when leads are being imported.
When the Lead or Opportunity component interface is invoked.
The assignment engine uses one of these mechanisms to assign sales representatives, in this order:
Customer account-based: If this feature is enabled (it is disabled by default), the engine assigns all account team members or team owners (who are also sales users) of the customer that is associated with the lead or opportunity.
If this feature is disabled, or the engine cannot retrieve a matching account team or team owners successfully due to insufficient information, the territory-based mechanism is used.
Territory-based: The engine assigns sales representatives based on the configuration of assignment group and assignment criteria that is specified for a territory tree.
Any potential sales representative has to be a sales user (established in the Sales Users component) who belongs to at least one territory in order to be considered for territory-based assignment.
Higher Education enhancements on the Assign page apply to both Higher Education leads and Higher Education opportunities. They are:
Renaming of Sales Rep to Recruiter.
Renaming of Sales Team Members to Recruiting Team Members.
Renaming of Sales Team to Recruiting Team.
The system delivers a assignment group called HE_SALES to support the automatic assignment of recruiters and recruiting teams for Higher Education leads and opportunities. Refer to this see reference for more information on the assignment group.
|
Field or Control |
Definition |
|---|---|
| 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. |