This guide also applies to on-premise implementations

14Using Territories

This chapter contains the following:

Using Territories: Overview

Territories provide the rules for automatically assigning salespeople and other resources to accounts, contacts, households, partners, leads, and opportunity items.


As a salesperson viewing an account, partner, lead, or opportunity, you can see the assigned territories when you view the sales team information. You also forecast your sales by territory. Sales quotas can be assigned to you by territory.

Sales Managers

As a sales manager, you can modify the territories in the hierarchies below your assigned territories. Following are some examples of changes you can make to territories:

  • Add a new child territory.

  • Change the owner of an existing territory.

  • Add team members to a territory.

  • Remove an existing territory.

  • Add specific accounts, contacts, and households to the coverage of a territory.

  • Exclude specific accounts, contacts, and households from the coverage of a territory.

  • Define or change the definition of a territory coverage.

If you use the Simplified UI, then you can change an active territory directly without using a territory proposal. In the Simplified UI you can:

  • View a list of territories.

  • Look at the details for a territory.

  • Use the Summary tab to change attributes of the territory.

  • Use the Coverage tab to modify the boundaries of the territory.

  • Use the Team Members tab to change team members or the territory owner.

  • Use the Child Territories tab to navigate the territory hierarchy and to add a new territory.

See the Oracle Sales Cloud Implementation Guide for additional information about modifying territories.

Creating a Territory Proposal

You can update active territories directly using the simplified UI, if enabled. Or use a territory proposal as a sandbox where you make your proposed changes to your territory hierarchy before activating the changes.


Use proposals for territory realignments or changes to be activated at a future date.

  1. Navigate to Territories.

  2. In the Tasks region, select the Manage Territory Proposals link.

    The Manage Territory Proposals page appears.

  3. In the Current Territory Proposals region, click Create.

    The Create Territory Proposal window appears.

    Create Territory Proposal page
  4. Enter a name for the proposal.

  5. You can enter an Activation Date or accept the default which is immediate activation.

  6. Click Save and View.

Your territory proposal opens and displays your current territory hierarchy. You can start making your changes.

Adding to Your Territory Hierarchy

You can add child territories to your own territory or to another territory in your hierarchy.

Using the Simplified UI to Change Active Territories

Use the following steps to add or change a territory that becomes immediately active.

  1. In the simplified UI, select from your territories list the territory that will be the parent to your new territory.

  2. Go to the Hierarchy tab.

  3. Click Create Territory.

  4. Enter the territory name.

  5. Select the owner for the territory.

  6. Click Save and Continue.

  7. Go to the Coverage tab.

  8. To change dimension definitions, click Edit.

  9. Select a dimension and move desired values to the Selected column.

  10. Click OK.

  11. To add an account, click Add Customers and select Accounts.

  12. When you complete making all changes, click Save and Close.

    Your new territory is now active.

Using Territory Proposals

Use the following steps to add territories using a territory proposal you created.

  1. In Manage Territory Proposals page, select the name of your proposal.

    The territory proposal opens for editing.

  2. Select the parent territory.

  3. From the Actions menu, select Create Child.

  4. Enter the territory name.

  5. Select the owner for the territory.

  6. Click Save and Close.

    The new territory is added to the proposal.

  7. Click Edit Coverage.

    The coverage for the child territory is the same as the parent's coverage.

  8. Select the members for each dimension that you want to change. For details, see Defining the Territory Coverage in this chapter.

  9. Click Save and Close.

    Territory Hierarchy in a Proposal

Changing Territory Coverage

A new child territory has the same coverage as the parent. Change dimension selections and included or excluded accounts, contacts, and households to refine the coverage. Your changes are not active until you activate the proposal.

  1. In Manage Territory Proposals page, select the name of your proposal.

    The proposal opens for viewing.

  2. In the Territories table, select the territory you want to change.

  3. If the territory is not already added to the proposal, then click Add to Proposal.

  4. Click Edit Coverage.

    The Edit Coverage window appears.

  5. For every dimension you want to change:

    1. Select the dimension from the Dimensions list.

    2. Add or remove dimension members from the Selected Dimension Members box.

      Geography Selections
    3. Click Save and Close.

  6. In the Included Customers region, select and add specific accounts, contacts, and households to include in the territory.

  7. In the Excluded Customers region, select and add specific accounts, contacts, and households to exclude from the territory.

  8. Click Done.

Activating a Territory Proposal

When you finish making changes to your territories, use this procedure to activate your territory proposal and start using the new territories for assignment.

  1. Navigate to Territories.

  2. In the Tasks region, click Manage Territory Proposals.

    The Manage Territory Proposals page appears.

    Manage Territory Proposals
  3. If the proposal you want to activate doesn't appear in the Current Territory Proposals table, select All Proposals from the Proposals list.

    Proposals list in the Manage Territory Proposals page
  4. Select the proposal and click Activate.

    You can see the activation process status in the Details region of your proposal.

  5. Click Done to return to Manage Proposals.

  6. Click Done to return to the Overview page. Your territory changes now appear in the list of active territories.

Territories Defined by Dimensions: Explained

Dimensions define territory boundaries. For example, use the geography dimension to define territories by specified countries, states, and postal codes. Define territory dimensions to assign customers, partners, leads, and opportunity items to the correct territories.

A territory captures business objects, such as customers, that fall within the defined boundaries of the territory.

The following figure shows a geography example. The sales team assigned to this territory is responsible for all customers in Spain. In this example, the Spain Territory is assigned Customer A, but not Customer B.

Customer in Spain Assigned to Spain Territory

Customers and Partners

You can define a territory either for partners or for customers, but not for both. You select either Customer Centric or Partner Centric for the coverage model. When creating a territory, you can include individual customers or partners by selecting them for the territory coverage. You can use the following dimensions to assign customers or partners to a territory:

  • Geography

  • Account Type

    The account type designates the customer designated as named or not named. This dimension is only available for customer centric territories.

  • Customer Size

  • Industry

  • Organization Type

Your administrator can also use classification categories to define up to three additional dimensions based on classifications to assign customers or partners.

Leads and Opportunities

A territory is assigned to leads and opportunities based on the attributes of the customer or partner on the transaction plus attributes of the transaction itself, shown in the following list.

You can use the additional dimensions to assign leads and opportunity items:

  • Business Unit

  • Product

    Groups of products form a hierarchy in the sales catalog.

  • Sales Channel

    The available sales channels are Direct, Indirect, and Partner.

For example, your company is launching a new product line in all countries. One sales manager with a small sales team will specialize in selling only the new product line. The sales manager's territory is defined only by the new product line and geography set to Any.

New Product Territory

One of the salespeople reporting to this manager sells the new product line in Canada. The following figure shows the salesperson's territory and an opportunity item assigned to the territory:

Opportunity for Customer in Canada


You can use the Line of Business attribute to assign leads or opportunities to a territory, although it's not a dimension.