8Territories

This chapter contains the following:

Sales territories form the fundamental infrastructure of sales management because territories define the jurisdiction that salespeople and channel managers have over accounts, contacts, households, partners, and associated transactions.

Territories provide the rules for automatically assigning salespeople and other resources to accounts, contacts, households, partners, leads, and opportunity line items. The structural hierarchy of territories defines resource responsibilities and controls access to customer and sales data.

Summary of Features

Territory Management includes these key features:

  • Use territories as the basis for forecasting, quota distribution, compensation, and analysis of sales performance. Forecasts roll up according to the territory hierarchy.

  • Use territories to assign resources and secure access to accounts, contacts, households, partners, leads, and opportunities.

  • Assign channel sales managers to partners and partner transactions within their territories.

  • Define territories by logical boundaries called dimensions. Examples of these include geography, industry, product, customer size, sales channel, and organization type.

  • Define territories by selecting a list of specific accounts, contacts, households, or partners.

  • Model territory realignments and perform what-if analyses to find optimal territory changes.

  • Analyze metrics to understand the results of changes to the boundaries of each territory or to understand the ongoing performance of active territories.

Territory Concepts

Territory Benefits

Territories are foundation components that enable many key Sales Force Automation processes. These key capabilities can improve the overall performance of your sales organization.

  • Model your sales organization hierarchy

  • Assign the most effective sales team to your accounts and opportunities

  • Provide shared data visibility to encourage collaboration and team cross-selling

  • Optimize sales coverage and maximize revenue with balanced territories

  • Reduce territory administration costs and errors

One of the most critical aspects of your implementation is the definition of the sales organization hierarchy and the assignment of your sales resources within this structure. This structure represents how your sales force is organized internally and should be aligned with your sales strategy and how you sell in your marketplace. This structure drives data visibility for your sales users, rolls up the sales forecast, and aggregates data to measure performance at each level within your sales organization.

  • A territory can represent the responsibility of a salesperson such as a set of customers

  • A territory can represent the responsibility of a sales manager or executive such as a geographic region, line of business, product line, customer segment, or sales channel

  • A territory can represent the responsibility of a channel account manager, including a specific set of partners and their respective sales activities

  • A territory can represent a branch or a sales office composed of a sales team that is collectively responsible for selling to customers in a specific geographic region

  • A territory can represent the jurisdiction of a channel partner such as authorizing the partner to sell a specific set of products to a set of customers

You organize territories in a hierarchy. While there is one single global territory structure for your entire enterprise, each branch of the overall structure represents a different part of the sales organization. The hierarchical relationship between territories at different levels defines how the data aggregation and visibility are rolled up.

Each territory is associated with one or more sales resources that form the sales team for that territory. Each resource on the territory team may have a designated function based on the role that team member has in the context of that territory. A resource may be assigned to multiple territories with the same or different roles.

Financial Company Example

Depending on your specific industry and business model, a territory can be used to model any part of your sales organization. These examples illustrate different scenarios:

In this example, the International Bank has six lines of business which are business units:

  • Great Western

  • UK Banking

  • Business Banking

  • Personal Banking

  • Wealth Management

  • Wholesale Banking

This figure highlights the Personal Banking business unit and territory coverage:
  1. The Brand dimension is Brand 2.

  2. The State dimension is New South Wales.

  3. The Region dimension is Region 2.

  4. The Branch dimension within Region 2 contains three branches.

The International Bank territory structure

The overall structure shows different lines of business. Within the Personal Banking line of business, territories are further broken down by brand, geography (state, and then region), and branch. Using this same example, the Wealth Management line of business is organized differently. The Wealth Management line of business defines territories by brand, customer segment, channel, and product.

The Wealth Management line of business territory
structure

Instead of manually choosing an owner for each account, lead, or opportunity line, you can use territories to automatically assign objects to the territory teams. Territories are assigned to objects by matching territory coverage with the attribute values of the object.

Territory Coverage

Territory coverage defines the boundary of each territory and describes the business rules by which assignments are made. You have three types of coverage:

  • Dimensional Coverage

    This is a combination of dimensions with a list of values for each dimension. A territory dimension is mapped to an attribute on transactional objects during assignment processing. For example, the geography dimension on the territory is mapped to the address of the account or the partner. The following standard dimensions are provided: address or geography, product, industry, account type, organization type, customer size, and sales channel. Three additional dimensions are provided for you to configure with customer attributes.

  • Inclusion Coverage

    This identifies a list of accounts, contacts, households, or partners to be included.

  • Exclusion Coverage

    This identifies a list of accounts, contacts, households, or partners to be excluded.

You can define territories using a combination of different coverage definitions, thus giving your organization the power to model complex territories. Here are some examples:

  • Sam is a territory field salesperson who covers all the small accounts in California.

    You define Sam's territory using a dimensional coverage with two dimensions (Geography = California, Customer Size = Small).

  • Steve is a key account director who covers three enterprise accounts, namely ACME Inc, Vision Corporation, and Pinnacle Technologies.

    You define Steve's territory with inclusion coverage of three accounts: ACME Inc, Vision Corporation, and Pinnacle Technologies.

  • Amanda is a territory field salesperson who covers all the high tech accounts in Northern California. In addition, ABC Technologies, located in southern California, was also assigned to Amanda because she has a prior relationship with the CFO.

    You define Amanda's territory using a dimensional coverage with two dimensions (Geography = Northern California, Industry = High Tech) and an inclusion coverage with one account, ABC Technologies.

  • Kevin is a BI Server product specialist who covers all accounts located in the Northwest region with the exception of Pinnacle Technologies. Pinnacle Technologies was assigned as a named account to a key account director.

    You define Kevin's territory using a dimensional coverage with two dimensions (Geography = Northwest, Product = BI Server) and an exclusion coverage with one excluded account, Pinnacle Technologies.

Territory Assignment Execution

You can configure when territories are assigned to transactional objects and the frequency the assignment process should be executed. Territories can be assigned in real time as new transactions are created or when existing transactions are updated. You can also configure territory assignment to be run as a background process to assign transactions in batch. This is the recommended approach if you have a large volume of transactions.

During assignment execution, transactional attribute values are matched against territory coverage and all matching territories are assigned to the object. As an example, on a given opportunity, you can assign multiple territories composed of the sales team: the account representative, the industry overlay, a product specialist, the channel partner, and the channel account manager. This enables you to assemble the most effective sales team for each opportunity and to maximize your chances for closing the deal.

Territory-Driven Visibility

After territories are assigned to transactional objects, territory team members gain visibility into these objects through the territory hierarchy. In this figure, a salesperson Dave Smith has access to the account because his territory is directly assigned to the account record. His regional manager and sales director also gain access to the same account because their territories are ancestors of Dave's territory. By contrast, Regional Manager 2 doesn't have access to the account because her territory isn't a direct ancestor of Dave's territory.

A hierarchy shows Dave Smith is a resource reporting
to Regional Manager 1, who reports to a sales director.

Combining flexible assignment rules and territory-driven visibility, you gain precise control over data visibility and data sharing policies. For large enterprise sales organizations with complex sales teams such as the following example, shared visibility on customer and opportunity data can further facilitate collaboration and team cross-selling. This figure shows the North America Sales team that includes channels and a sales VP. The sales VP has a Sales Director managing salespeople, and a Product Overlay group with a product specialist. The Channels division includes channel representatives. An opportunity is assigned to a channel representative, a product specialist, and a salesperson.

North America Sales team hierarchy

Territory Administration

For many sales organizations, territory administration is a task that's performed on a daily basis to account for attrition or turnover of the sales force. In addition, major territory realignment resulting from sales reorganization or mergers and acquisitions can often take weeks, if not months, to implement. Using an intuitive user interface and bulk update capabilities, you can quickly and efficiently manage territory changes on an ongoing basis. This significantly reduces operational costs and increases business agility.

Bulk Territory Changes Using File Import and Export

To efficiently implement bulk territory changes resulting from major sales initiatives or reorganizations, you can leverage the round-trip file export and import capabilities. You can export current territory definitions into a file, update them using an off-line tool such as Microsoft Excel, and import the changes.

You can also leverage the same file import and export capabilities to migrate territory definitions from a test environment to a production environment. This ensures that the production environment is an exact replica of what has already been verified in the test environment after migration.

Delegated Administration

For large enterprise companies, the responsibility of territory administration is commonly decentralized by lines of business, divisions, or regions. This can be easily accomplished by adding the regional administrator to the territory team of the top-level territory corresponding to the scope of delegation. For example, if you add an administrator to the territory team of the top-level territory for North America Sales, then she can administer all the descendant territories under North America Sales. However, this administrator has no access to other territories, such as those in the European region.

Sales Features Supported by Territories

You use territories to support other areas in sales.

  • Forecasting

    Sales Forecasting depends on having territories assigned to product items in opportunities. The forecast is then submitted and rolled up the management chain using the territory hierarchy.

  • Quota Allocation

    You can distribute top-down quotas throughout your sales organization using the territory hierarchy. Use territory coverage and metrics to calculate quotas for sales resources based on current territory potential or past performance. This helps set more realistic and achievable quotas.

  • Intelligent Product Picker

    The product list in opportunities or leads automatically applies filters to only show those products that are defined in the coverage of the salesperson's territory.

  • Business Intelligence

    Use the territory hierarchy and territory team in reporting and analytics. The territory hierarchy can be a dimension to aggregate data in building reports and key performance indicators.

Territory Implementation

When you set up territories, these are the overall steps you follow.:

  1. Plan how you want to define the boundaries of your territories. Which dimensions do you need to define the coverage?

  2. Prepare the data you need to define your territory coverage. If you plan to assign accounts directly to each territory, then you need customer data. A dimension requires data (for example, geography) before you enable it.

  3. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Territories

  4. Use the Define Default Proposal Owner task to set this profile option.

  5. Start the Enable Dimensions and Metrics task.

  6. Click Edit to make changes to existing settings.

  7. In the Dimensions region, click Select and Add to add and enable dimensions.

  8. In the Additional Options region, you can choose to enable Territory Precedence.

    Included accounts have priority over dimension coverage when assigning accounts to territories with the same function name. If you don't assign functions to territories, then included accounts have priority over all other territories. Enabling this option disables metrics, assignment preview, and territory validations.

  9. If you enable Territory Precedence and you want to assign function names to territories, then enter values for the Territory Function ORA_MOT_TERRITORY_FUNCTION lookup type.

  10. Enable metrics that you want to see when comparing territory proposals.

  11. Run Load and Activate to activate all of your settings and perform any data loading required according to your choices.

  12. Use the Run Territory Proposal Activation task to schedule background processes.

  13. Create your hierarchy of territories.

Set the Territory Proposal Profile Option

The application generates territory proposals, for example when processing territory inheritance. Every proposal must have an owner. You must provide an owner for generated territory proposals.

  1. In the Setup and Maintenance work area, go to the Define Default Proposal Owner task:

    • Offering: Sales

    • Functional Area: Territories

  2. Select a resource to be the default owner.

  3. Save.

    This task sets the profile option MOT_DEFAULT_RESOURCE, Proposal Owner Default.

Schedule Territory Processes

You can make changes to many territories at one time using a territory proposal. If you schedule proposals to become active on certain dates, then you must schedule a background process to run periodically to perform the activation.

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Territories

    • Task: Run Territory Proposal Activation

  2. To run the process immediately, click Submit.

  3. Schedule the Run Territory Proposal Activation process. Click Advanced.

  4. Select Run Using a Schedule.

  5. For Frequency, select Daily.

  6. Select start and end dates and times.

  7. Go to the Notification tab.

  8. Click Create Notification.

  9. Enter the email for the person who should receive notifications.

  10. In the Condition field, you should select On Warning and On Error as a minimum.

  11. Click Submit.

Expose the Exclusions Tab and the Enable Forecasting Field

You can modify the Territory Details UI to add the Exclusions tab and to add the Enable Forecasting field to the Summary tab. These changes affect the Less Details UI where sales managers can modify active territories without using a territory proposal.

To add the Exclusions tab to the Territory Details page:

  1. Ensure you're working in an active sandbox.

  2. From the Navigator, open Application Composer.

  3. Select the CRM Cloud application.

  4. In Standard Objects, expand Sales Territory.

  5. Select Pages.

  6. In the Application Pages tab, Details Page Layouts region, select Standard Layout.

  7. Click Duplicate.

  8. Accept the provided name Default custom layout.

  9. Save and close.

  10. Click the link to open your new layout.

  11. In the Subtabs region, click the Hide, Show, or Reorder Subtabs icon.

  12. In the Configure Subtabs dialog, move Exclusions from the Available Subtabs list to the Selected Subtabs list.

  13. Click OK.

  14. Click Done.

To enable the Enable Forecasting field:

  1. Ensure you're working in an active sandbox.

  2. Open your Default custom layout for the Details Layout.

  3. Click the Summary tab.

  4. Click the Edit icon beside the Summary heading.

  5. Move the Enable Forecasting field from the Available Fields list to the Selected Fields list.

  6. Save and close.

After you complete these procedures, test the changes and publish the sandbox according to your company's business practices.

Define the Territories UI

You can determine which UI you see when you first open Territories.

Define the Landing Page

You set profile options to define whether the landing page for territories is the More Details UI or the Less Details UI.

  1. In the Setup and Maintenance work area, go to the Manage Administrator Profile Values task:

    • Offering: Sales

    • Functional Area: Sales Foundation

  2. Search for the profile option code FND_CLASSIC_INTERFACE. This profile option enables access from the Navigator and springboard to the more details pages when there are more and less detail versions of the same page. If not set, the default is the less details version.

  3. You can set this profile option at the site level or for individual users. Choose one of the following settings:

    • Yes: The landing page is the more details UI.

    • No: The landing page is the less details UI.

  4. Search for the profile option code MOT_DEFAULT_CLASSIC_INTERFACE. This profile option is also accessed through the Manage Administrator Profile Values task.

  5. Enter one of the following settings for this site-level profile option:

    • Y: The territories landing page is the More Details UI and users can't access the Less Details UI used to directly change active territories.

    • N: The territories landing page is the Less Details UI and users can make changes directly to active territories. Users can also navigate back and forth between the More Details and the Fewer Details UIs.

Configure Prospects for Territory Assignment

Accounts, households, and contacts are maintained using Manage Customers. Only those accounts, households, and contacts that are the customer type are assigned to territories by default. But you can change your configuration to assign prospects or other types as well.

Perform the following steps to prepare prospects:

  1. Use Manage Customers to add prospect data or you can import prospect data.

  2. You can change a profile option to assign prospects as well as customers to territories. To change the profile option perform the following steps:

    Note: Only prospects that are part of a customer hierarchy are available for inclusion or exclusion when defining territories.
    1. In Setup and Maintenance, go to the Manage Administrator Profile Values task:

      • Offering: Sales

      • Functional Area: Sales Foundation

    2. Search for the profile option ZCA_ASSIGNMENT_ACCT_TYPE_ENABLED, Account Types Enabled for Assignment

    3. Change the profile value to ZCA_CUSTOMER,ZCA_PROSPECT. Make sure you have no space between the two.

Address Dimension

Assigning territories using the Geography dimension works well if your geography data is correct and address data is correct and complete for matching with territory definitions. If your geography hierarchy or account addresses can't pass required validity, then an alternative is to use the Address dimension. Address assigns territories using individual address attributes or a combination. Let's say you choose the postal codes attribute. Using the Address dimension, you can assign accounts even if portions of the address are missing. All you need is the correct postal code. If you enable the Address dimension, then you can't use the Geography dimension. Here are more reasons to choose the Address dimension:

  • Your master geography data is missing or outdated.

  • You define territories using postal codes or cities, or both.

  • Your accounts have incomplete addresses.

  • Your customer addresses have US five plus four-digit postal codes.

Steps You Can Skip

If you use Address instead of Geography, then you can skip these setup steps for territories:

  1. Import geography data for the countries you need.

  2. Create additional master geography data.

  3. Create territory geography hierarchies and zones.

  4. Enable geography validation.

Use the Address dimension to set up sales territories by a combination of address elements, such as state, city, and postal code. The application matches your entries using a simple string comparison. You enable the Address dimension by selecting address attributes. You can't enable both Geography and Address dimensions.

  1. In the Setup and Maintenance work area, use the following:

    • Offering: Sales

    • Functional Area: Territories

    • Task: Enable Dimensions and Metrics

  2. Click Edit.

  3. In the Dimensions region, click Select and Add.

  4. Select the Address dimension and click OK.

  5. In the Address Attributes region, select to make attributes available for defining territory coverage. Country is required and is selected for you. Postal Code and City are the two that are most often used.

  6. From the Actions menu at the page level, select Load and Activate.

When you define a territory, you see your selected address attributes in the Address Coverage region of the Dimensions tab. Enter your address definition in the correct column. For Canada, E% is an example for all postal codes that start with E. You can enter a range of postal codes, a single postal code, or partial postal codes like the E% example. Only postal codes accept a range, like 10001-20005, or accept the percent sign.

Territory Dimensions

Dimensions are attributes that define jurisdictional boundaries of territories. For example, you can use the geography dimension to define territories by country or postal code. Every customer that falls within the defined geography is assigned to the territory and to the sales team for that territory. You assign customers, partners, leads, and opportunity items to the correct territories using dimensions. All dimension values combine to define the territory boundaries. For example, if Geography is set to United States and Customer Size is set to Large, then the territory is assigned to only large customers within the United States.

Customer and Partner Inclusions

By default, you can define territories by selecting customers or partners to be included in the territory. Customers and partners are available to select from Customer Data Management for inclusions and exclusions. When a merge action eliminates duplicate records, one record can be replaced by another. If a customer included in or excluded from a territory is changed through the merge process, then the new customer record automatically replaces the old record in the territory.

Dimensions

You must enable dimensions before you can use them to define territories. The dimensions available to assign customers or partners to a territory are:

  • Geography

  • Address

    You can't enable both the Address and the Geography dimension.

  • Account Type

    The account type specifies if a customer is a named account or not.

  • Customer Size

  • Industry

  • Organization Type

  • Additional dimensions based on selected classification categories to match specific customer or partner information

A territory assigned to a customer or partner is also assigned to the corresponding leads and opportunity items. These dimensions define boundaries specifically for leads and opportunity items:

  • Business Unit

  • Product

    Product groups and products form a hierarchy in the sales catalog.

  • Sales Channel

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

You must enable each dimension that the sales organization plans to use for automatically assigning territories to customers, partners, leads, or opportunity items. All dimensions except account type require some preparation before you enable and use them.

Dimensions You Can Modify

You can modify these dimensions or use them as provided:

  • Customer Size

    You can change the provided customer sizes within the Organization Size lookup type.

  • Industry

    The industry hierarchy is from the customer classification module. When you enable the Industry dimension in Enable Dimensions and Metrics, you must also select the classification category that you want to use. The available selections include only classification categories belonging to the Industrial Categories grouping. Your selection modifies the profile option Industry Classification Category.

    You can assign primary and nonprimary industry values to accounts. When an account is assigned multiple classification values, for the purposes of territory and rule-based assignment, the assignment engine can use all of the values or only the primary account classification. Opportunity assignment also supports multiple classification values. For more information about assigning accounts using industry classification codes, see the white paper, Industry Classification and Opportunity Assignment (document ID 2086014.1) available on My Oracle Support.

  • Organization Type

    To change the available organization types, edit the Organization Type category using the Manage Classification Categories task in the Setup and Maintenance work area, Sales offering, Territories functional area. You can assign primary and nonprimary organization type values to accounts. When an account is assigned multiple classification values, for the purposes of territory and rule-based assignment, the assignment engine can use all of the values or only the primary account classification. Opportunity assignment also supports multiple classification values. For more information about assigning accounts using industry classification codes, see the white paper, Industry Classification and Opportunity Assignment (document ID 2086014.1) available on My Oracle Support.

  • Sales Channel

    You can add additional channels under the Partner sales channel.

Dimensions Requiring Preparation

See related topics to find out how to prepare the following dimensions:

  • Business Unit

  • Geography

  • Product

  • Additional Dimensions

Prepare the Geography Dimension

If you plan to assign objects to territories by address, then you must provide geography data for the Geography dimension members. The source master geography data is also used outside of territory definitions, such as for customer address validation. The same geography hierarchy is used for all applications.

This topic doesn't apply if you choose to use the Address dimension instead of geography. Use these steps to implement existing geography data for use in the Geography dimension:

  1. Go to the Manage Geographies task in the Sales Foundation functional area. For every geography level that you intend to use, switch on validation by checking the appropriate check box. Also set up the country validation level to Error.

    Note: If you have already created addresses before setting up geography validation for a country, then you must execute the Run Maintain Geography Name Referencing task for that country after enabling geography validation to ensure that all your geography elements are validated.
  2. You must build one or more territory geography hierarchies using the Manage Territory Geographies setup task in the Territories functional area of Setup and Maintenance. You use geography elements from the master geography data to form your hierarchy. The hierarchies created in this step become geography dimension members available for defining territories.

    Using zones is an optional feature of territory geographies. You can create a zone that's a parent of one or more master geographies. For example, you can create an Americas zone that includes several countries. The Americas zone becomes a dimension member that can be selected for defining a territory. Before you create zones, make sure all of your sales organizations agree with the definition of each zone.

  3. Go to the Enable Dimensions and Metrics territory setup task.

  4. Add Geography to the enabled dimensions.

  5. Click Load and Activate to enable geographies.

    A process also loads dimension member data for other enabled dimensions.

  6. It is a good practice to run full reassignment processes for customers, leads, and opportunities after updating Geography dimension members in the previous step.

When changes occur in geography data, the changes are immediately available for territory definitions. Synchronization isn't necessary.

Synchronizing Geography Data

When you define territories, you select geography data from the source geography hierarchy. The following features require geography data that's synchronized and resides in territory tables.

Feature Setup

Territory gap report

  1. Select the Enable territory validations option.

  2. Run Load and Activate, or perform the Run Territory Dimension Synchronization task to update the geography data used in detecting gaps.

Territory overlap report

  1. Select the Enable territory validations option.

  2. Run Load and Activate, or perform the Run Territory Dimension Synchronization task to update the geography data used in detecting overlaps.

Customer assignment preview

  1. Select the Enable customer assignment preview option.

  2. Run Load and Activate, or perform the Run Territory Dimension Synchronization task to update the accounts and geography data used in previewing customer assignments.

Additional details about setting up geography data are available in Customer Data Management guides.

This topic describes how we can overcome the problem of territory geography splits by grouping them into group zones.

You do a territory geography grouping when any of your territory geography levels has multiple splits. A territory geography splits occur when the lower level master geographies are added to territory geography hierarchy, while skipping the higher level master geographies. This may cause multiple occurrences of the lower geography level members in a territory geography hierarchy.

For example, postal code split happens when a postal code overlaps across many master geography levels such as cities and counties. Suppose that the business firm Vision Corp. delivers its product according to the postal codes. If counties and cities aren't included in the territory geography hierarchy of Vision Corp., then the end user can see the multiple occurrences of the postal code 97229.

When there is a territory geography level split, and if you want to group the split geographies, first you must specify the master geography level for which you want the grouping to be performed, then initiate grouping. When grouping is performed, all the splits of the selected master geography level get grouped under a new group zone. In the previous example, if you select postal code in the master geographies as the level for grouping and initiate the grouping process, then the 12 postal code splits for the postal code 97229 gets grouped together under one group zone named 97229. So, the Territory Manager user can define territories on a clean list of postal codes or their ranges, although some of those postal codes would in fact be the groupings of the postal code splits. The grouped splits are hidden for the Territory Manager user.

You must group territory geographies into group zones to manage territory geography level splits. Grouping the territory geographies involves two steps, selecting the geography level based on which you need grouping and initiating the grouping.

Select the Geography Level for Grouping

You can perform these steps to select the geography level based on which you want to create the group zones:

  1. Sign in as a set up user such as Application Implementation Consultant.

  2. In the Setup and Maintenance work area, go to the following:

    • Offering: Customer Data Management

    • Functional Area: Enterprise Profile

    • Task: Manage Geographies

  3. Search for the country for which you want to enable territory geography level grouping.

  4. Click Structure Defined. Manage Geography Structure page appears.

  5. Select the Subject to Grouping check box corresponding to the geography type level for which you want to enable grouping.

    You must select the geography level that suits your business requirements. For example, if your product delivery is based on postal code, and your territory geographies don't have higher levels of master geographies such as counties and cities, then you may have postal code splits. In this case you must select postal code as the geography type level for grouping.

    Note: You can enable grouping for only one level at a time.
  6. Click Save and Close.

Initiate Grouping

Here are the steps to initiate grouping:

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Territories

    • Task: Manage Territory Geographies

    The Manage Territory Geographies page opens.

  2. Click Initiate Grouping.

  3. Click OK in response to the warning message and confirm the process.

    Note: You can't automatically un-group the grouped territory geographies. You can manually undo the grouping process by recreating territory geography hierarchy either through the UI or import process.

    The geography level that you selected for grouping appears as an expandable Group Zone when the grouping is complete is shown in the following figure.

    Manage Territory Geography page with the newly
created group zones highlighted
  4. Click Save and Close.

This example shows how to create a territory zone hierarchy using territory zone types, territory zones, and geographies.

Create a territory zone type and a top level territory zone, then create more territory zones below the top level territory zone, and add geographies to the zones.

Creating a Zone Type and Zone

This example shows how to define a territory hierarchy with Pacific Northwest and Pacific West as sales regions. To start the configuration of the hierarchy, you must create a zone type and zone.

  1. On the Manage Territory Geographies page, Zones Hierarchies region, click Actions and then Add Zone.

  2. On the Add Zone page, click Create New Zone Type, and enter Country Sub Division in the Zone Type field.

  3. Create your first zone under the Country Sub division zone type by completing the fields, as shown in this table:

    Field Value

    Name

    West Coast Sales

    Code

    WEST_COAST

    Start Date

    1/1/11

  4. Click Submit.

Creating Zones Below Another Zone in the Hierarchy

This example shows how to create two territory zones below the West Coast Sales zone.

  1. On the Manage Territory Geographies page, Zones Hierarchies region, select the West Coast Sales zone that you have just created.

  2. Click Actions, and then Add Zone.

  3. On the Add Zone page, click Create New Zone Type, and enter Country Sub Division Regions in the Zone Type field.

  4. Create a new zone by completing the fields, as shown in this table:

    Field Value

    Name

    Pacific Northwest Sales

    Code

    PAC_NW

    Start Date

    1/1/11

  5. Click Submit.

  6. On the Manage Territory Geographies page, Zones Hierarchies region, select the West Coast Sales zone again.

  7. Click Actions and then Add Zone.

  8. Click the Use Existing Zone Type option, and select the Country Sub Division Regions zone type.

  9. Complete the fields, as shown in this table:

    Field Value

    Name

    Pacific West Sales

    Code

    PAC_W

    Start Date

    1/1/11

  10. Click Submit.

Adding Geographies to a Zone

This example shows how to add geographical boundaries to the Pacific West Sales zone.

  1. On the Manage Territory Geographies page, Zones Hierarchies region, select the Pacific West Sales zone.

  2. Click Actions and then Add Geography.

  3. On the Add Geography page, enter United States in the Country field, and then click Search.

  4. On the Add Geography page, enter CA in the State field, and then click Search.

  5. Select CA, and click OK.

  6. Click Submit.

  7. On the Confirmation window, select Add geography only, and then click OK.

  8. Repeat steps 1 to 7 to add more geographies to the Pacific West Sales zone and Pacific Northwest Sales zone.

Prepare the Product Dimension

The Product dimension captures leads and opportunity line items to assign them to territories. You create a hierarchy of products and product groups in the sales catalog before enabling the Product dimension.

Salespeople can select the products or product groups when creating leads or opportunities. When you include a product group in a territory coverage, the territory then captures leads and opportunity line items containing a product within the hierarchy of the selected product group.

Tip: A good practice is to initially set up your sales catalog using product groups, and then add individual products or inventory items if needed.
  1. Create your hierarchy of product groups and products, following the instructions in the Sales Catalogs chapter.

  2. Publish your sales catalog.

  3. Use the Manage Product Group Usage task in the Sales Catalog and Products functional area to add your root product group as the Base usage.

  4. Go to the Enable Dimensions and Metrics task in the Territories functional area.

  5. Add Product to the enabled dimensions.

  6. Click Load and Activate to start the background process. The process loads the sales catalog data to become dimension members available for selection when defining territories. The process also loads dimension member data for other enabled dimensions.

  7. When changes occur in the sales catalog, you must again run the Load and Activate process to update the Product territory dimension member data. You can perform the maintenance task Run Territory Dimension Synchronization to schedule the Load and Activate process.

  8. A good practice is to run full reassignment processes for leads and opportunities after updating Product dimension members in the previous step.

Use parameters to refine the definition of each dimension so it best fits business requirements.

Three dimensions use parameters:

  • Industry

  • Time

  • Product

Industry

Use the parameter to set the number of levels in the industry hierarchy that display in the dimension member selection screen.

Time

Set the start of the time period used in calculating metrics using the Calendar Start parameter. Set the number of years prior to today's date when the calendar starts for metrics.

Product

Use the parameter to set the number of levels in the product hierarchy that display in the dimension member selection screen.

Create Additional Dimensions

You can create up to three additional dimensions that will match with customer attributes.

Defining Auxiliary Dimension 1, 2, or 3

You can define up to three customer auxiliary dimensions based on the customer classification model. Define classification categories first and associate them to the Customer Categories grouping.

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Territories

    • Task: Manage Classification Categories

  2. Create a new classification category. You can allow parent code assignment. If you allow multiple class code assignments, then the classification that's designated as Primary in the customer record is the one that's matched to assign the customer to a territory.

  3. Add classification codes for the new category. You can form a hierarchy with the codes or not.

  4. Use the Manage Classification Groups task and search for the CUSTOMER_GROUP category group code. Edit the group and add your new classification category to the group.

  5. Add an auxiliary customer dimension in Enable Dimensions and Metrics and select the correct classification category that you created. Then this classification category becomes the source for dimension members for the auxiliary dimension.

  6. Load and activate your newly enabled dimensions.

Setting Assignment Mapping

Map your new dimension for territory assignment to accounts.

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Accounts and Contacts

    • Task: Manage Customer Center Assignment Objects

  2. Select Account.

  3. Click the Candidates tab.

  4. Select Account Territory.

  5. Click the Account Territory: Mapping Sets tab.

  6. Select Mapping Set 1.

  7. Find the auxiliary dimension you want to use, such as Auxiliary Dimension 1.

  8. Click Edit.

  9. Deselect Inactive.

  10. Click OK.

  11. Click Save and Publish.

Territory Hierarchy

There are two user interfaces for setting up sales territories: a full-featured UI and a simpler UI. The full-featured UI is designed for implementors and sales administrators to set up the territory hierarchy. The UI showing fewer features can be used by sales managers for ongoing minor adjustments to territories after they're set up. Users can toggle between the two UIs by clicking an icon with two arrows pointing to opposite sides. When you're in the UI with fewer details, the icon is named More Details; in the full-featured UI, it's called Fewer Details.

Fewer Details for Sales Managers Making Minor Changes

When you open the Territories work area, the application displays the Territories page in the Fewer Details UI, by default. The Territories page displays a list of territories and search fields similar to what you find in other work areas. The Fewer Details UI is optimized for sales managers who want to make simple changes to individual territories, such as changing territory owners or minor tweaks in coverage.

Here's a screenshot of the Territories landing page in the Fewer Details UI. Clicking More Details (the highligthed button with two arrows) opens the More Details UI.

Screen capture of the Territories landing page
in the Fewer Details UI. The page displays a list of sample territories.

More Details for Implementors and Sales Administrators

In the More Details UI, territory setup is done not on live territories, but in a proposal that you must activate after your setup is complete. Proposals make it possible to make territory revisions without affecting live territories and to create different versions to be used at different times.

Here's a screenshot of the Active Territories landing page in the More Details UI. The callouts highlight and describe different features on the page.

Callout Number Feature Description

1

The left pane of the Active Territories page displays the active territories as a collapsible hierarchy.

2

Selecting a territory, displays territory details at the bottom of the page

3

Using the Manage Proposals button, you can create territory proposals with your territory changes.

4

The Show Dimensions button displays dimension details in the list of active territories.

5

The Fewer Details button (two arrows) returns you to the less-detailed UI.

Screen capture of the partial Active Territories
page in the More Details UI showing sample data. Regions described
in the previous table are highlighted by callouts.

Differences Between the Two UIs

Here are the major differences between what you can do in the two UIs. Whichever UI you're using to make your territory changes, your records aren't reassigned until the appropriate assignment process runs.

Feature More Details UI Fewer Details UI

Changing a territory owner or member

Your changes aren't effective until you activate the proposal.

Your changes take effect immediately.

Making changes without immediately effecting live territories

You create territories in a territory proposal that isolates your changes from existing active territories until you activate. You can even decide to create different proposals to go live in the future, to account for seasonal sales demands, for example.

Territory proposals aren't available. Changes you make to territories are immediate.

Inheriting the properties of parent territories

When you create child territories in both UIs, the child territories automatically inherit the properties and coverage of the parent territories. In the More Details UI, you can also link territories so that any subsequent change in coverage for the parent territory is automatically reflected in the linked territory.

At creation, the child territories automatically inherit the properties and coverage of the parent territories. However, in the Fewer Details UI, you can't link the territories to make subsequent coverage changes reflected automatically.

Importing territories

Territories you import appear in a territory proposal, which you must activate.

Import isn't supported.

How You Can Make the Details UI the Default and Only UI

When users open the Territories work area, they see the Fewer Details UI and must click the More Details button to open the More Details UI. Also by default, users can toggle between both UIs. You can make the More Details UI the default UI and you can remove the button to prevent access to the Fewer Details UI. To change the defaults, all you have to do is set the system profile option Default to Territory Classic Interface (MOT_DEFAULT_CLASSIC_INTERFACE) to Yes. The setting, which is made at the site level, affects all users. You can edit the system profile value option from the Setup and Maintenance work area using the following:

  • Offering: Sales

  • Functional Area: Sales Foundation

  • Task: Manage Administrator Profile Values

Sales managers define territories because they have the knowledge about their assigned territory and about their salespeople, and are best able to assign territories equitably. Sales managers delegate the territory definition activity to sales operations to save time. Create an administrator who can modify all territories and quotas by giving her the Sales Administrator job role. Or select the Administrator check box for a territory team member in your territory. This person must also have a job role that includes the Territory Management Administration Duty. Now that person can view your territory and modify all territories lower in your territory hierarchy. He can also assign sales quotas for you.

Use territories to assign teams to leads, opportunity items, and customers. You model and explore territory definitions with a territory proposal without affecting active territories. Activate a proposal to update the existing territory definitions.

Typical Territory Proposal Workflow

This table shows a typical workflow for territory proposals.

Task Description

Create a proposal

Create the proposal and set an activation date.

Add a territory to the proposal

Add an existing territory to the proposal, or create a new territory. Repeat for additional territories.

Define coverage

Select attributes to define the boundaries of each territory.

Select the territory team

Every territory must have an owner and can have additional team members.

Analyze and compare proposals

Review metrics and graphs to analyze proposals for such things as number of customers and amount of closed opportunity revenue in each territory.

Activate the proposal

Activate a proposal. The proposal remains in pending activation status until the activation date is reached. You can reopen and update the proposal until then.

Run reassignment processes

Reassignment processes are scheduled to run periodically.

You create one territory hierarchy starting with a single top territory. Create more than one what-if proposal to compare and decide which is the most equitable.

Create a Proposal

Use the territory proposal to create many territories at one time.

  1. Open the task Manage Territory Proposals from the Territories work area.

  2. Click the Manage Proposals button on the Active Territories page.

  3. In the Current Territory Proposals region, click Create (the plus sign icon).

  4. Enter a name for the proposal.

  5. Leave the Activation Date field blank. This will cause the proposal to be activated immediately after you build your territories.

  6. Click Save and View.

Your territory proposal opens and you can start building your territory hierarchy.

Create the Master Catchall as the Top of the Hierarchy

Use this procedure to create the territory at the top of the sales territory hierarchy as the master catchall territory. Because the top territory is usually owned by a senior manager or executive and you don't want executives troubleshooting territory assignment, you must add a sales administrator, or another resource who does the troubleshooting, as a territory team member.

  1. In the Territories region of your territory proposal, click Create.

  2. Enter the territory name.

  3. Enter the resource who's the owner of the top territory"

    1. From the Owner list, select Search.

    2. Search for the resource name using any of the criteria.

    3. Select the name and click OK.

    The owner appears on the Territory Team tab. You can add additional members to the team, and the owner himself can add members later.

  4. From the territory Type list, select Prime.

  5. From the Enable Forecasting list, select Prime only unless you're creating forecasts for overlay territories. This setting enables the territory to be used for forecasting.

  6. Add the sales administrator to this territory:

    1. In the Territory Team tab in the Additional Information region, click Select and Add.

    2. Search for the resource using any of the fields.

    3. Select the resource from the search results and click OK.

  7. Click Save and Close.

    Your new territory appears in the Territories table of your proposal.

  8. With the territory selected in the Territories table, click the Coverage tab in the Details region at the bottom of the page.

    Every enabled dimension is represented by a column, and each column displays the value of Any. This is the setting you want for your master catchall territory. You're now ready to add the rest of the territory hierarchy.

Add the Rest of the Hierarchy

Add the rest of the sales territory hierarchy from the top down.

  1. In the Manage Territory Proposals page, select the name of your proposal to open it for editing.

  2. Select the parent territory in the Territories table.

  3. Click Create Child of Selected Territory (the plus sign icon).

  4. In the Create Territory page, enter the territory name.

  5. Enter the owner for the territory.

  6. Select the territory type, either Prime or Overlay.

  7. If Territory Precedence is enabled, you can select a territory function. Assignment compares all territories with the same function and gives precedence to the territories with included accounts.

  8. From the Enable Forecasting list, select Prime, Overlay, or Prime and Overlay, depending on the territory you're setting up. For managers of both prime and overlay territories, select Prime and Overlay so that the managers can adjust forecasts of all their subordinates. Select Disabled to remove the territory from forecasting.

  9. Click Save and Close.

    You're returned to the Territory Proposal window. You're now ready to specify the coverage for the territory.

Define the Territory Coverage

When you create a child territory, it automatically inherits the coverage of its parent.

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

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

  3. Click the Coverage tab in the Details region of the page.

  4. If the territory has no coverage, then click Add in the Actions menu. Otherwise, click Edit (the pencil icon) in the Dimensional Coverage region of the tab.

  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.

      Tip: If the Product dimension doesn't show the correct list of products from the sales catalog, then navigate to the Scheduled Processes work area and run the Refresh Denormalized Product Catalog Table for BI process. The wrong products can show up in rare cases where you have changed the root of your sales catalog.
  6. Click Save and Close.

    When you have completed adding territories and specifying coverage, you're ready to activate your territory proposal.

  7. To include specified customers:

    1. Click Select and Add.

    2. Search for and select a customer.

    3. You can click Save and Apply to search for and select another.

    4. Click Save and Close.

  8. To exclude specified customers, repeat step 7 in the Excluded Customers region.

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. Click Navigator > Territories.

  2. Click More Details.

  3. In the Active Territories page, click the Manage Proposals button.

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

  5. Select the proposal and click Activate.

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

  6. Click Done to return to Manage Proposals.

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

You can build your active territory hierarchy starting by creating the one top territory. You then add one child territory at a time to a parent territory. When you save a new territory, it immediately becomes active.

To create the top territory:

  1. Navigate to Territories. There are no territories listed on the page.

  2. Click Create Territory.

  3. Enter the territory name.

  4. Select an owner for the top territory, most likely the VP of Sales.

    The owner appears on the Team Members tab. You can add additional members to the team, and the owner himself can add members later.

  5. From the territory Type list, select Prime and Overlay.

    When you select Prime and Overlay, descendant territories can be Prime Only, Overlay Only, or both.

  6. From the Enable Forecasting list, select Prime only unless you're creating forecasts for overlay territories. This setting enables the territory to be used for forecasting. Your administrator enables the Enable Forecasting field using Application Composer, otherwise it's hidden.

  7. Click Save and Continue.

  8. Click the Dimensions tab.

    All enabled dimensions have Any for the coverage. This is correct for your top territory.

  9. Save and close.

Add child territories:

  1. 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. If Territory Precedence is enabled, then you can select a territory function. Assignment compares all territories with the same function and gives precedence to the territories containing included accounts.

  7. Click Save and Continue.

  8. Go to the Dimensions tab.

  9. To change dimension definitions, click Edit.

  10. Select a dimension and move the values you want to the Selected column.

  11. Optionally, click Edit and enter several members or ranges of members separated by commas and click OK.

  12. Click OK.

  13. To add an account, select the Inclusions tab.

  14. Click Add Customers and select Accounts.

  15. Use the Exclusions tab to select customers to be excluded from the territory. (Use Application Composer to enable the Exclusions tab.)

  16. Use the Team Members tab to add members to the territory team.

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

    Your new territory is now active.

A territory proposal contains definitions for territories. It progresses through different statuses in its life cycle.

This table describes proposal statuses.

Status Description

Draft

The proposal is first created, and different users can participate to make changes to their child territories.

Pending Activation

The owner requests that the proposal be activated. The proposal is in pending activation status until the activation date.

Activated

After the owner requested activation and the activation date is reached the proposal is activated and the territories become active.

Failed

Any changes introduced to territories as part of this proposal aren't made.

Use territory proposals to explore and evaluate new territory definitions.

Keep these rules in mind:

  • Only one definition for a territory can be active at a time.

  • You can freely create, edit, and delete territories within a proposal without affecting active territory definitions.

  • A territory owner can update a proposal with changes to a subordinate's territory.

  • If a given territory is updated in two different proposals, and both of them get activated, the changes of the proposal that's latest to get activated will override the changes in the other proposal. A territory that's added to territory proposal A, but then deleted from proposal B which gets activated first, is reinstated when proposal A is activated.

  • If a proposal contains territories added to a parent territory that's now deleted, the new territories are deleted during proposal activation.

  • A maximum of 500 territories can be children of the same parent territory.

When two or more territories are children of the same parent, and reference the same intersection of dimension members, then the territories overlap. For example, a child territory with the dimension member Virginia and a child territory with the dimension member United States overlap.

An overlap is a problem if it's accidental. If it results in two salespeople mistakenly assigned the same area, the overlap causes conflicts and incorrectly assigned sales quotas. A deliberate overlap is useful for assigning additional salespeople or technical experts to the same areas also covered by the salespeople who have quotas. For example, the same area requires four salespeople with separate territories, but only one technical expert. It's a good practice to assign one of the territories the territory type of Overlay.

A territory gap consists of a dimension member that belongs to a territory but doesn't belong to any children of that territory.

In this chart the parent territory is defined by the size of the customer, and the available dimension members for customer size are small, medium, and large. There are child territories for small and medium sized customers, but the territory for large customers is missing and creates a gap.

A third child territory is required to fill the gap

The owner of a parent territory sets the Forecast Invisible to Owner option to perform all forecasting actions and hide forecasts from the child territory owners. The owner of the parent territory can submit the forecast for the child territory. If the child territory owner also owns the parent territory, then the territory owner can edit forecast items, add and remove forecast items as adjustments, and adjust the territory forecast.

View graphs on the Analytics tab to compare your proposed territory changes to existing active territories to determine if your proposal achieves the goals you set. Will the new territories be more equitable and productive? Also, evaluate territory changes in multiple proposals, or see the results of territory changes made within a single proposal.

Scenario

You want to see how much the number of customers changed between the proposed territory version with new geographic boundaries and the active version. You select the territory and choose the Number of Customers metric for the current quarter and Version Comparison, Active Version Comparison. You see significantly more customers in your proposed territory.

Next you compare all child territories of the selected territory and see that only one child has a significant change in the number of customers and you determine that you need to realign the child territories.

Territory Coverage

A territory defines who will sell what to whom. You define territory boundaries using dimensions and criteria, not by creating rules.

Use these to define a coverage area:

  • Dimensions

    Values that define what to include in the territory using categories such as geography, product, and industry

  • Inclusion Criteria

    A list of specific customers or partners, whether or not they meet the dimensional definition. These customers don't have to be designated as named accounts.

    • Customer Hierarchy: You can choose to include the customer hierarchy for the selected customer. All customers for the selected customer hierarchy will be assigned to the territory.

    • Filtering Conditions: Defined dimensions apply to the included customers and their hierarchies so that only customers that match the dimension definitions get assigned to the territory.

    • Other Dimensions: Product or sales channel dimensions defined for all of the included customers or partners.

  • Exclusion Criteria

    A list of specific excluded customers or partners to be omitted from the territory whether or not they meet dimension definitions. These customers don't have to be designated as named accounts to be excluded. You can choose to also exclude the customer hierarchy for the selected customer.

  • Overrides: A way to override what's inherited from a source territory.

Note: We recommend full reassignment to be scheduled for each object. The frequency of this schedule can be different from one object to another, depending on requirements.

Territory Coverage for Partners

A partner is an organization party with a partner profile associated and an assigned Partner usage. Partners are defined in the Partner Center.

Similar to direct sales, channel managers have corresponding sales territories pertaining to partner sales activities. Some channel managers are assigned to specific partners. Some channel managers are assigned to customers for sales activities that involve partners. Channel manager territories can be defined by the following coverage models.

  • Coverage Defined by End Customer Characteristics (Customer-Centric)

    Define the coverage using the characteristics of the end customer, and specific inclusions and exclusions. As an example, a channel manager is assigned to cover all the indirect opportunities where the end customer is located in California.

  • Coverage Defined by Partner Characteristics (Partner-Centric)

    Coverage is defined using the following attributes of a partner organization:

    • Primary geographical location of the partner

    • Organization Type of the partner (for example, private, public, government owned, nonprofit)

    • Industries served by the partner (for example, high tech, manufacturing, banking, pharmaceutical)

    • Size of the partner

    • Three auxiliary dimensions are available for partners based on the customer categories classification model

  • Individually Selected Partners

    Select partners to directly assign to or exclude from a partner-centric territory. As an example, a channel manager is assigned to a partner named AA Solutions. This channel manager will be assigned to all indirect opportunities where AA Solutions is the partner. The opportunities for included partners can be additionally qualified by product and sales channel.

Territories with No Coverage

You can create a territory that has no coverage by clicking Remove All under Edit on the Dimensions tab. The dimensions have a blank coverage, rather than the value Any. The territory is indirectly defined by the coverage of its descendant territories. You can assign quota to the territory and it can participate in forecasting. The territory can't be automatically assigned to customers, leads, and opportunities, but you can see the assignments of its descendant territories. You can also assign the territory to an opportunity item manually.

Precedence During Assignment

When you include a customer in the coverage for a territory, that customer is also assigned to any territory with matching dimension coverage. If you don't want the customer to be assigned to both, then one solution is to add the customer as an exclusion from the second territory. Another solution is to enable territory precedence so that assignment automatically assigns the customer only to the territory with the inclusion coverage.

You can limit the automatic exclusion to the territories identified as belonging to the same group. For example, a primary salesperson Z has exclusive ownership of ABC Corporation, in Arizona. However, your product specialist team should also be assigned to ABC Corporation using dimension definitions. Use the Territory Function field to identify each territory with a function to group them.

Here are the territories and their definitions::

  • The primary salesperson A's territory is defined with the Primary function.

  • The coverage for A's territory is defined by geography, including Arizona.

  • The primary salesperson Z's territory is identified with the Primary function.

  • The coverage for Z's territory contains ABC Corporation in Inclusions.

  • The product specialist's territory is identified with the Technical Specialist function.

  • The product specialist's territory is defined by geography, including Arizona.

Here are the results of the assignment:

  • ABC Corporation belongs to primary salesperson Z because the account inclusion takes precedence..

  • ABC Corporation isn't assigned to Salesperson A's primary territory because the inclusion territory takes precedence over the territory defined by geography.

  • ABC Corporation is assigned to a Technical Specialist territory that covers Arizona.

A territory coverage is a set of boundaries that define what's included or excluded in the territory and what can be sold. Dimensional coverage consists of the combination of one or more territory dimensions. You can select individual customers (with or without a hierarchy) or partners to include or exclude from the territory in spite of dimension selections. These scenarios illustrate using different coverage.

Geography Territories with Customer Inclusion and Exclusion

Two salespeople cover all customers in separate geographic areas, Texas and California. Tom owns the Texas territory, and Sue has California. Sue has a special relationship with the A1 customer located in Texas. The solution is to add A1 as a customer inclusion to Sue's territory and as a customer exclusion in Tom's territory.

This figure shows Sue's and Tom's territories.

Tom's and Sue's Territories

Define Individual Customers Only

Salespeople sell to ten to twenty individually assigned customers. You don't define a dimensional coverage, but manually assign the customers as inclusions.

Key Accounts with Subsidiaries

A Key Account Director is responsible for a few strategic accounts (named accounts) and all subsidiaries of the strategic accounts. You select each strategic account as an included customer, and choose to also include the hierarchy for each.

Forecasting Using a Parent Territory

Create a parent territory with no coverage except the coverage of its children. You can designate each child territory as Forecast not visible to territory owner, and then perform all your forecasting activities for the child territories using the parent territory.

Parent Territory with No Coverage

The territories for your sales managers don't require boundary definitions separate from the territory definitions of their salespeople. Create a parent territory with no defined coverage for the manager. The managers can view and update the territories for their groups, have access to their transactions, and can forecast sales for the group.

This figure shows the manager's territory with no defined coverage as the parent territory of three salespeople's territories. The salespeople's territories are defined by geography and selected customers.

Manager's Parent Territory with Three Child Territories

A line of business is a category for particular kinds of commercial enterprise. Modify a territory by selecting one or more lines of business for that territory. For example, during implementation a software company uses a broad categorization of products for lines of business and adds education, licenses, and consulting to their selection list for line of business.

Sometimes organizations (for example, an industry overlay organization) shadow the prime sales organization. In this scenario, a shadowing territory's coverage should change whenever the corresponding prime territory changes, with the exception of one or two dimensions, which become overrides.

Source and Recipient Territories

Create one territory as the source and let the shadowing territories inherit the dimension definitions from the one source. Then you only make changes in the one source territory, and the rest of the territories inherit the change. This is an easy way to keep dimension definitions synchronized for a number of territories.

In this chart, the product dimension in the source territory changes from laptops to computers. The recipient territories automatically change to the product computers.

Product dimension changed

Customer or partner inclusions and exclusions can also be inherited. The source and recipient territories can have different territory owners and can be placed in different hierarchies.

You can set a territory as the source for the definitions of another territory. Then you only make changes in the one source territory, and the rest of the territories inherit the change.

  1. Add a territory to a territory proposal to edit.

  2. From the Actions menu, choose InheritEdit Inheritance.

  3. Select the territory that contains coverage (dimensions or inclusions and exclusions, or both) that you want your proposed territory to inherit. Your territory inherits all coverage information from this source territory, unless you use overrides to change the coverage in the recipient. You can't have a chain of territory inheritances where territory B inherits from territory A, and B also is a source territory for territory C.

    Caution: If you delete a source territory, then automated updates to recipient territories stop.
  4. Use overrides to modify what's inherited from the source.

  5. Add any additional coverage definitions to your proposed territory.

  6. Activate your territory proposal.

    Recipient territories also inherit the Eligible for Quota, Revise Quota, Revision Reason, and Revision Description settings from the source territory.

Change or End Inheritance

After you make changes to a source territory, use the Update Recipients action in the Territories table on the proposal to start the Territory Inheritance Recipient Update background process to update the recipient territories.

You can change the source territory to none to end the automatic inheritance of territory definitions.

Examples of Territories Defined by Geography

A common method of dividing sales territories is by geography.

Countries

You have a small sales team and sell products internationally by phone. All salespeople have the expertise to sell all products to all customers. You choose to define territories by country. Too many customers are in the United States for one salesperson, so you create territories for different states that have a parent territory for the country. You group several small countries by creating a parent zone in the geography hierarchy.

Postal Codes

Your company sells mostly through on-site visits to companies in a few major cities in North America and Europe. To service city customers adequately, you must assign several salespeople to each city. You choose to create territories defined by postal codes that form hierarchies with their parent territories, defined by country. Customers with locations that aren't within the assigned postal codes get assigned to the parent country territory.

Enable only the dimensions your organization requires for defining territories. These examples illustrate the use of different dimensions to assign customers, leads, and opportunity lines to the correct salespeople using defined territories.

Geography

For most of your sales activities, you want to assign salespeople by state and postal code.

Account Type

You want to assign major customers to Named accounts territories. A named account territory can have child territories identified by additional criteria, such as geography. You also have territories with the account type of Not Named that include no major named accounts in the hierarchy.

Customer Size

One product line is suitable only for organizations above a certain size. Use the customer size dimension to target only the larger customers for the product line.

Industry

You sell one type of service to telecommunications companies, another service to utilities, and a third service for insurance companies. You can create territories for each using the Industry dimension.

Product

You sell a product line that requires salespeople to have a high degree of technical knowledge. Create separate territories for this product line.

Sales Channel

You delegate customers that are small to partner sales organizations by geography.

Examples of Dimensional Territories

This scenario illustrates using a combination of different dimensions to define a new hierarchy of territories.

Scenario

The telescope division of your company manufactures and sells a special type of microscope as well as related accessories and supplies. Your company recently started supplying microscopes to two large universities and several colleges in the East. Management wants to focus on expanding this new market by dedicating several salespeople to this industry, and by assigning individual universities to territories.

This chart shows the current territory hierarchy for the division, divided into East and West United States with a parent territory to catch any accounts outside the United States. All territories for the Telescopes Division of the company include in the definition the product group: telescopes, accessories, and supplies.

Existing Territory Hierarchy for Telescopes Division

Selling telescopes requires salespeople with more knowledge and experience. Therefore, you separate telescope sales from sales of accessories and supplies within each US region. To accomplish this, you define the Telescopes territories with the Telescopes product and the Telescopes Supplies territories with the Telescope Supplies and Accessories product group.

Regional Territories Divided by Product

The Telescopes East territory is defined with these dimensions:

  • Geography: East United States

  • Product: Telescopes

  • Industry: Any

The Telescope Supplies East territory is defined with these dimensions:

  • Geography: East United States

  • Product: Telescope Accessories and Supplies

  • Industry: Any

You add two child territories defined by Industry dimension members for 4-year colleges and universities, and 2-year colleges. Within the 4-year colleges and universities territory, you add the two universities who are current customers as inclusions so they have dedicated salespeople to service them.

Telescopes East Territory Hierarchy

The Colleges and Universities East territory is defined with these dimensions:

  • Geography: East United States

  • Product: Telescopes

  • Industry: Colleges and Universities - 4 year

The Community Colleges East territory is defined with these dimensions:

  • Geography: East United States

  • Product: Telescopes

  • Industry: Community Colleges - 2 year

Each university territory is defined with these dimensions:

  • Included Customer: Harvard (for the Harvard territory)

  • Included Customer: Cornell (for the Cornell territory)

  • Other Dimensions, Product: Telescopes

You build the West United States territory hierarchy in the same way. Sales management identified three universities as named accounts even though they haven't yet purchased telescopes.

Telescopes West Territory Hierarchy

Examples of Inherited Territory Coverage

Use territory inheritance to make coverage changes to one source territory and automatically propagate those changes to recipient territories that have an inheritance relationship to the source territory. Use overrides to change the dimensional coverage and other dimension information, and to qualify the included customers and their hierarchies to only those that match the override information.

In this example, three dimensions are enabled: geography, industry, and product. This table provides the source territory definition.

Coverage Type Definition Details

Dimensional Coverage

Geography

Europe

Dimensional Coverage

Industry

Any

Dimensional Coverage

Product

Any

Included Customers

Customer A

Is in the high tech industry

Included Customers

Customer B

Is in the services industry

Included Customers

Customer C

Is in the utilities industry

Filtering Conditions

None

None

Other Dimensions

Product

Desktops, Laptops

Recipient Territory 1

The override for recipient territory 1 is Industry: Services.

Here's the resulting coverage for recipient territory 1.

Coverage Type Definition Details

Dimensional Coverage

Industry

Services

Dimensional Coverage

Geography

Europe

Dimensional Coverage

Product

Any

Included Customers

Customer A

Is in the high tech industry

Included Customers

Customer B

Is in the services industry

Included Customers

Customer C

Is in the utilities industry

Filtering Conditions

Industry

Services: Filters out Customers A and C

Other Dimensions

Product

Desktops, Laptops

Recipient Territory 2

The override for recipient territory 2 is Industry: High Tech.

Here's the resulting coverage for recipient territory 2.

Coverage Type Definition Details

Dimensional Coverage

Geography

Europe

Dimensional Coverage

Industry

High Tech

Dimensional Coverage

Product

Any

Included Customers

Customer A

Is in the high tech industry

Included Customers

Customer B

Is in the services industry

Included Customers

Customer C

Is in the utilities industry

Filtering Conditions

Industry

High Tech: Filters out Customers B and C

Other Dimensions

Product

Desktops, Laptops

Recipient Territory 3

The override for recipient territory 3 is Product: Laptops.

Here's the resulting coverage for recipient territory 3.

Coverage Type Definition Details

Dimensional Coverage

Geography

Europe

Dimensional Coverage

Product

Laptops

Dimensional Coverage

Industry

Any

Included Customers

Customer A

Is in the high tech industry

Included Customers

Customer B

Is in the services industry

Included Customers

Customer C

Is in the utilities industry

Filtering Conditions

None

None

Other Dimensions

Product

Laptops

Territory Export and Import

Two Methods of Territory Export and Import

For a short period of time (Update 19D to Update 20B) Territory Management has two export and import features available:

  • Update territories using export and import management.

  • Export a selected territory hierarchy, import to a proposal, or import to another environment using the Territory Import. (Not available after Update 20B.)

Using Import Management, you can create, update, or delete individual territory, team member, coverage, or line of business records.

  • When you directly import active territories, you can import only records (such as coverage records) to be created, changed, or deleted. For example, import only the customer inclusions to be added.

  • When you import to a new proposal, you must import the complete territory details, territory team, coverage, and line of business definitions for each territory.

  • When you import to an existing proposal, you can import the records to be created, changed, or deleted as long as the proposal contains the territory record. For example, import only dimension members to be removed in the sales territory coverage import file, or team members to be added to the sale territory resource import file.

When you use the territory import to proposal from the Territory UI, your import includes the header file and up to three related files in one compressed file:

  • Header (required)

  • Resources

  • Coverage

  • Line of Business

Export and Import Management

Overview of Using Import Management to Import Territories

You can use import management to create, update, or delete sales territory records.

When using Import Management you export a single compressed file containing the files for sales territories, sales territory resources, sales territory coverage, or sales territory lines of business. You can select whether to export one, all, or any combination of the territory objects. You import separate files for the territory objects: sales territory, sales territory resource, sales territory coverage, or sales territory line of business. Additionally, you need separate import files for creating (or updating), and for deleting records.

  1. If you plan to import to a proposal, then create a proposal in the territory More Details UI.

  2. Export active territories or export your proposal.

  3. Map your source data to object attributes.

  4. Complete your changes for one or more comma separated values (CSV) import files.

  5. Create the import activity.

  6. Review your import results.

  7. Review and activate your proposal, if you're using one.

Always specify the user-friendly public unique identifiers when creating, updating or deleting territory records. Here are some examples.

  • Sales Territory

    • UniqueTerritoryNumber

    • ProposalNumber

    • ParentTerritoryUniqueTerritoryNumber

    • OwnerResourceNumber

  • Sales Territory Resource

    • UniqueTerritoryNumber

    • ResourcePartyNumber

  • Sales Territory Coverage

    • UniqueTerritoryNumber

    • CoverageNumber

  • Sales Territory Line of Business

    • UniqueTerritoryNumber

    • CoverageNumber

When you delete a territory using import, all the descendant territories are also deleted.

Create separate files for creating and for deleting Sales Territory Resource, Sales Territory Coverage. or Sales Territory Line of Business records.

Tip: Don't update records in the Sales Territory child objects. Instead, import to delete the record and then import to create the new record with the correct values.
Create New Territories

You can create multiple levels of territories within a single Sales Territory import file. When you create a hierarchy of territories in single import file, enter a UniqueTerritoryNumber for your parent territory in the sales territory import file. Then you can use this same number as the ParentTerritoryUniqueTerritoryNumber of your child territories. Another reason to enter a UniqueTerritoryNumber is you can use the same UniqueTerritoryNumber in the child import files (sales territory resource, sales territory coverage, sales line of business). Here are other things to keep in mind:

  • You must include the effective start date when you create an active territory.

  • Include the Proposal Number when creating a new territory that's part of a proposal. It's a good idea to set the unique territory number to a combination of the Territory Number and the Proposal Number.

  • When creating a new territory, the processing of the sales territory object import activity should complete prior to processing any of the sales territory child object (sales territory resource, sales territory coverage, sales territory line of business) import activities. The sales territory child object import activities can be processed in any order.

Coverage Tips

Here are some suggestions for your coverage data:

  • To create the coverage Any for an individual dimension, don't include a row in the sales territory coverage file for that dimension.

  • To create the coverage Any for ALL dimensions, include a row in the sales territory coverage file with the UniqueTerritoryNumber and the CoverageTypeCode. Leave all other columns blank.

Export Territory Data

Use export to create CSV files that are ready for your changes. To export territory records to update, create, or delete, select the Language Independent Header option under Additional Options in the Export Activity.

Use a Proposal

Do you want to import your territory data to a proposal so you can review it before activating?

  • You can create a territory proposal in the territory More Details UI, and don't add any existing territories to it. Make a note of the proposal number to use when you import. You have nothing to export with an empty proposal.

  • Create a territory proposal. Add to it territories you want to change or delete.

Use Tools > Export Management to export territories in your proposal. To export all territories within a proposal, use the filter criteria for the sales territory object: ProposalNumber = 'XXXX' (Replace XXXX with your proposal number.)

Export Active Territories

Do you want to export your active territories, make changes, and import directly back to live territories? You only need the records you want to change, such as just a coverage change or a resource (team member) change. Use filters to restrict the records you export. Here are some examples:

  • To export all active territories: Use the Filter Criteria for the Sales Territory object: StatusCode = 'FINALIZED' AND EffectiveEndDate > '<today's date>'. An example of the date format is '2019-11-19T00:00:00-00:00'

  • To export all active territories owned by Lisa Jones: Use the Filter Criteria for the Sales Territory object: StatusCode = 'FINALIZED' AND EffectiveEndDate > '<today's date>' AND Owner = 'Lisa Jones'

  • To export all active territories and coverage with the product Business Services: Use the Filter Criteria for the Sales Territory object: StatusCode = 'FINALIZED' AND EffectiveEndDate > '<today's date>'

    Also use the Filter Criteria for the Sales Territory Coverage object: ProductGroupName = 'Business Services'

  • To export all active territories and coverage with the included customer Pinnacle Technologies: Use the Filter Criteria for the Sales Territory object: StatusCode = 'FINALIZED' AND EffectiveEndDate > '<today's date>'

    Also use the Filter Criteria for the Sales Territory Coverage object: AccountName = 'Pinnacle Technologies'

  • To export all active territories and all industry dimension coverage: Use the Filter Criteria for the Sales Territory object: StatusCode = 'FINALIZED' AND EffectiveEndDate > '<today's date>'

    Also use the Filter Criteria for the Sales Territory Coverage object: DimensionName = 'Industry'

Tip: If you renamed a dimension, then include both the TerrDimensionCode and DimensionName in the export of the sales territory coverage object. The TerrDimensionCode value is required when adding sales territory coverage records.

Change Coverage Using Export and Import Management

In this example, you have a territory called NA Sales Apps with several child territories. The coverage for some of these territories includes the product ERP Applications. You want to change the product to Financial Applications. To do so, you can use the Export and Import Management to export the coverage file. Then import two coverage files to delete the unwanted coverage and create the new coverage.

Export the Sales Territories and Sales Territory Coverage

  1. Click Navigator > Export Management.

  2. Click Create Export Activity.

  3. Name the export North America Product.

  4. In the Object field, select Sales Territory.

    The name of your export file appears in the File Name field.

  5. Select the Language Independent Header check box.

  6. Click Next.

  7. Select Sales Territory to set these attributes and filter:

    1. Change these fields in the Attributes region:

      • Move Unique Territory Number to Selected Fields and move it to the top.

      • Move Territory Name to the top.

    2. Click Filter Name and create this filter to export active territory details as well as draft territory details, if they exist:

      1. Find the Name field and click Insert.

      2. Enter LIKE 'NA Sales Apps*'.

        The child territory names all begin with NA Sales Apps.

      3. Click Save and Close.

  8. The Sales Territory object is enabled. Select Enabled for the Sales Territory Coverage object.

  9. Select Sales Territory Coverage and set these selected fields to be in this order:

    1. Coverage Number

    2. Unique Territory Number

    3. Territory Dimension Code

    4. Dimension Name

    5. Coverage Type Code

    6. Product Group Name

    7. Product Group Number

  10. Click Filter Name and create this filter:

    1. Find the TerrDimensionCode field name and click Insert.

    2. Click the equals symbol.

    3. Enter 'Prod'.

    4. Save and close.

  11. Click Next.

  12. Click Submit.

Edit the Exported Files

When the export is successful, you extract the files and modify them.

  1. In the compressed export file, find and open the Coverage .CSV file.

  2. Edit the file and save it to a new file name as a delete file to delete every coverage.

    Name Value

    File name

    Delete NA Sales ERP.csv

    ProductGroupName

    ERP Applications (Remove rows that don't contain this product group name.)

    ProductGroupNumber

    1-11E-262

  3. Open the original file, make these changes, and save it to add coverage.

    Name Value

    File name

    Add NA Sales Fin.csv

    ProductGroupName

    Change ERP Applications to FIN Applications

    ProductGroupNumber

    Change 1-11E-262 to 1-11E-156

    CoverageNumber

    Erase the coverage numbers.

Note: When you create a new territory coverage for the product dimension, you must include the Unique Territory Number, Coverage Type Code, and Product Group Number.
Import Your Changed Files

Import your delete file first to remove the existing incorrect coverage. Then import the add file to add the new coverage.

  1. Click Navigator > Import Management.

  2. In the Manage Imports page, click Create Import Activity.

  3. In the Enter Import Options page, select or enter these options.

    Field Name Value

    Name

    Delete ERP Apps coverage for NA Sales

    Object

    Sales Territory Coverage

    File Name

    Delete NA Sales ERP.csv

    Import Mode

    Delete records

  4. Click Next.

  5. In the Map Fields page, click Next.

  6. Click Submit.

  7. In the Manage Imports page, click Create Import Activity to import your coverage additions..

  8. In the Enter Import Options page, select or enter these options.

    Field Name Value

    Name

    Create ERP Apps coverage for NA Sales

    Object

    Sales Territory Coverage

    File Name

    Add NA Sales Fin.csv

    Import Mode

    Create records

  9. Click Next.

  10. In the Map Fields page, click Next.

  11. Click Submit.

  12. Verify that both of your imports completed.

Your changes are available in your active territories. Review the NA Sales Applications hierarchy and verify the changed Product dimension coverage.

Delete an Active Parent Territory Using Import Management

In this example, you want to delete a parent territory (NAM Parent Territory which covers the countries in North America, and its three child territories which cover United States, Canada, and Mexico). You achieve this by creating a sales territory import file that contains the unique territory number of the parent territory you want to delete. All child territories are also deleted during import.

  1. Create your comma separated delimiter file that contains the column name UniqueTerritoryNumber and the value of the unique territory number of the NAM parent territory.

  2. Click Navigator > Import Management.

  3. In the Manage Imports page, click Create Import Activity.

  4. In the Enter Import Options page, select or enter these options.

    Field Name Value

    Name

    Delete NAM Parent Territory

    Object

    Sales Territory

    File Name

    Delete NAM Parent Territory.csv

    Import Mode

    Delete records

  5. Click Next.

  6. In the Map Fields page, click Next.

  7. Click Submit.

  8. Verify that the import activity completed.

  9. Go to your active territories and confirm that the parent and child territories are gone.

Change a Territory Owner Using Export and Import Management

In this example, you have a territory called NA Sales Apps with several child territories. NA Sales Apps SouthWest and NA Sales Apps West are owned by John Dooley, and NA Sales Apps West Central is owned by Joe Hill. John Dooley recently left the sales organization, so temporarily, his colleague, Joe Hill will be taking over John's territories. You can make this change without using a proposal or updating the whole territory definition.

Export the Sales Territories

  1. Click Navigator > Export Management.

  2. Click Create Export Activity.

  3. Name the export North America Product.

  4. In the Object field, select Sales Territory.

    The name of your export file appears in the File Name field.

  5. Select the Language Independent Header check box.

  6. Click Next.

  7. The Sales Territory object is enabled. Select Enabled for the Sales Territory Coverage object.

  8. Select Sales Territory to set these attributes and filter:

    1. Change these fields in the Attributes region and select the following order:

      1. Unique Territory Number

      2. Territory Number

      3. Territory Name

      4. Owner Registry ID

      5. Owner(Trans)

    2. Click Filter Name and create this filter:

      Note: You can select a previous filter with this criteria instead of recreating it.
      1. Find the Name field and click Insert.

      2. Enter LIKE 'NA Sales Apps*'.

        The child territory names all begin with NA Sales Apps.

      3. Click Save and Close.

  9. Click Next.

  10. Click Submit.

Edit the Exported Files

When the export is successful, you extract the files and modify them.

  1. In the compressed export file, find and open the Coverage.CSV file.

  2. Open the original file and make these changes:

    Name Territory Name Value

    File name

    NA

    Change Owner.csv

    OwnerResourceNumber

    NA Sales Apps West

    1855

    OwnerTrans

    NA Sales Apps West

    Joe Hill

    OwnerResourceNumber

    NA Sales Apps Southwest

    1855

    OwnerTrans

    NA Sales Apps Southwest

    Joe Hill

  3. Remove Joe Hill's NA Sales Apps West Central territory, because it needs no updates.

  4. Save the file.

Import Your Changed Files

Import your delete file first to change the owner of the two territories.

  1. Click Navigator > Import Management.

  2. In the Manage Imports page, click Create Import Activity.

  3. In the Enter Import Options page, select or enter these options.

    Field Name Value

    Name

    Change Territory Owner

    Object

    Sales Territory

    File Name

    Change Owner.csv

    Import Mode

    Update and create records

  4. Click Next.

  5. In the Map Fields page, click Next.

  6. Click Submit.

  7. Verify that your import completed.

Your changes are available in your active territories. Review the NA Sales Applications hierarchy and verify the changed territory owners.

What's the difference between unique territory number and territory number?

The unique territory number and territory number are both user-friendly public identifiers for a territory. If updates are made to active territories only, using Import Management or the Less Details territory UI, then the unique territory number and territory number are the same.

If updates are made to territories in a proposal using Import Management or the territory More Details UI. then the unique territory number and territory number are different when there's a draft version of the territory (the territory is in a proposal). When the proposal is activated, the unique territory number is replaced by the territory number. (This assumes the Retain Territory Version option is enabled.)

Export and Import from the Territory UI

Overview of Territory Export and Import from the Territory UI

You can export any branch of territories to a spreadsheet, perform edits, and import your changes into a territory proposal. You can also export all territories from your test environment and import them to your active environment, replacing all records. If you use the provided spreadsheet format, then you can add new territories by importing the spreadsheets.

Four territory objects are exported and imported using these four CSV files in a ZIP file:

  • Header (TERR_HEADER.CSV)

    The Header file is always required for an import. The file includes the territory name, parent territory, and territory owner.

  • Resources (TERR_RESOURCE.CSV)

    The resources file is optional. It includes the territory name, resource name, resource function, and resource e-mail address. Use it to import additional territory team members, and the owner.

  • Lines of Business (TERR_LOB.CSV)

    The lines of business file is optional. It contains the territory name and the line of business for the territory.

  • Coverage (TERR_COVERAGE.CSV)

    The coverage file is optional. It contains the territory name and all coverage definitions for each territory. The file lists all dimension members needed to define the territory. For every enabled dimension that isn't included in the file, the dimension has the value Any. Included and excluded customers or partners are also listed.

Select Export or Import from the Actions list for the territories table in the Active Territories screen. The Territory Proposal screen has only export actions available. Two selections are displayed for both export and import: one for editing territories and one for moving territories to and from another environment.

Move Territories to Another Environment

You can migrate territory definitions from one environment to another. Export the whole territory hierarchy or a selected hierarchy from the source, such as your test environment. Your import to a new environment creates a territory proposal that you can edit before activating.

Configure the new environment to be similar to the source environment. For example, enable the same dimensions and create the resources assigned to territories. When you activate the import proposal, the imported definitions become active territories. Existing territories not in the import proposal are deleted from active territories. New territories in the proposal are added. Modified territories are updated.

  1. In the source environment, navigate to Territories.

  2. Click Details to go to the Active Territories page.

  3. Select the territory that's the top of the hierarchy that you want to export.

  4. In the Actions menu, select Export > Export to Another Environment.

  5. Click OK.

  6. Click Refresh until the export completes.

  7. Download the compressed file from the Exported data file column.

  8. Click OK.

  9. Sign out of the source environment.

  10. Sign in to the destination environment.

  11. Navigate to Territories

  12. Click Details to go to the Active Territories page.

  13. In the Actions menu of the Active Territories page, click Import to Proposal > Import from Another Environment.

  14. Click Choose File.

  15. Select your downloaded compressed file and click Open.

  16. Click OK.

  17. From the Actions menu, click Import to Proposal > View Import Status.

  18. Check for any errors and click OK.

  19. Go to Manage Proposals.

    Your import is contained in a new proposal with a name that starts with "Import of." Review the proposal and make any needed changes.

  20. Activate your proposal.

Change Territories Using Export and Import

You can export any branch of territories to a spreadsheet, perform edits, and import your changes into a territory proposal.

Export Your files

Export the four files.

  1. Click Navigator > Sales > Territories.

  2. Click Details to go to the Active Territories page.

  3. Select the territory that's the top of the hierarchy where you want to make changes.

  4. Using the right-click, select Export Selected Territory Hierarchy.

  5. Click OK.

  6. Click OK.

  7. From the Actions menu, click Export > View Export Status.

  8. Click Refresh until the export completes.

Extract and Modify Your Files

Extract the four files and make your changes.

  1. Download the compressed file from the Exported data file column.

  2. Extract the four files from the compressed file to your computer.

    • Header (TERR_HEADER.CSV)

      The Header file is always required for an import. The file includes the territory name, parent territory, and territory owner.

    • Resources (TERR_RESOURCE.CSV)

      The resources file is optional. It includes the territory name, resource name, resource function, and resource email. Use it to import additional territory team members, besides the owner.

    • Lines of Business (TERR_LOB.CSV)

      The lines of business file is optional. It contains the territory name and the line of business for the territory.

    • Coverage (TERR_COVERAGE.CSV)

      The coverage file is optional. It contains the territory name and all coverage definitions for each territory. The file lists all dimension members needed to define the territory. For every enabled dimension that isn't included in the file, the dimension has the value Any. Included and excluded customers or partners are also listed.

  3. Make changes to the spreadsheets for any of the three optional files that you need for your changes and save them under the same file names.

  4. Edit the spreadsheet for the Header file, which is required. For each territory, enter in the Action column either REPLACE or UPDATE.

  5. Save the header file.

  6. Compress all four files.

Import Your Modified Files

Compress your modified files together and import the compressed file.

  1. In the Actions menu of the Active Territories page, click Import to Proposal > Import Territories.

  2. Select your new compressed file and click OK.

  3. Click OK.

  4. From the Actions menu, click Import to Proposal > View Import Status.

  5. Check for any errors and click OK.

  6. Go to Manage Proposals.

    Your import is contained in a new proposal with a name that starts with "Import of." Review the proposal and make any needed changes.

  7. Activate your proposal.

Territory Header Import File Reference

You can export and import territories using a spreadsheet, from the Actions menu in the territories table in the Active Territories screen. If you use the provided spreadsheet format, then you can add new territories by importing the spreadsheets. This topic describes the spreadsheet and corresponding table columns for the TERR_HEADER.csv file. This file is required for importing data.

TERR_HEADER.csv File

This table lists the columns included in the Territory Header file along with descriptions and whether the column is used during the import process:

Column Name Description Import?

Internal_Use

Used only in the case of test to production export and import.

Yes

Display_Original_Row_Number

This column is populated only in the rejected data file in case of import errors. It corresponds to the original line number in the input file used by the import process.

No

Language_Code

The language code used for translatable values. In the export file, this is based on the language of the user who triggered the export. Objects, names, and keys that are translatable will be extracted from records in the translation tables.

Yes

Proposal_Number

The proposal number to which a given territory should be added. If specified, and the proposal already exists and isn't activated, then the territory will be added to the proposal. If specified, and the proposal doesn't exist yet, then it will be created (with the name and number as in this file). If left blank, then the territory will be added to a new, system generated proposal.

Yes

Proposal_Name

The proposal name to which a given territory should be added. It's used only when a proposal is created (there are no proposals with the number, as per previous entry, in the application). This name is ignored if the proposal (with the number) already exists, or if the proposal number wasn't specified.

Yes

Display_Added_To_Proposal_Y_N

Indicates if the territory was added to the proposal at the time of export. The value is Y if, in the case of exporting from a proposal, the territory is added. In all other cases the value is N. This is for information purposes only. This field isn't imported.

No

Action

Used only for the export-edit-import flow. The valid values are DELETE or REPLACE.

Yes

Territory_Number

Territory number as in the source environment. For new territories it can be specified or can be left blank. If blank, then the application will generate a number at the time of import.

If you opt in for the User-Defined Territory Number in Import feature, you can provide your own unique territory numbers.

Yes

Territory_Name

Territory name.

Yes

Parent_Territory Number

The number of the parent territory. This is used to define territory hierarchy.

Yes

Display_Parent_Territory_Name

The name of the parent territory. This is for information purposes only. This field isn't imported.

No

Territory_Type

The name of the territory type, such as Prime or Overlay. Valid names are in the lookup type MOT_TERRITORY_TYPE.

Yes

Territory_Function_Code

The purpose of a salesperson's territory. The function is entered on the Territories page and can drive the territory assignment behavior.

Yes

Source_Territory_Number

The number of the source (inherited) territory. Used to define territory inheritance.

Yes

Display_Source_Territory_Name

The name of the source (inherited) territory. Used to define territory inheritance. This is for information purposes only. This field isn't imported.

No

Partner_Program_Name

Name of the partner program.

Yes

Territory_Partner_Number

Unique identifier (Registry ID) of the territory partner.

Yes

Display_Territory_Partner_Name

Name of the territory partner. This is for information purposes only. This field isn't imported.

No

Coverage_Model

The name of the coverage model, such as Customer or Partner. Valid names are in the lookup type MOT_TERR_COVERAGE_MODEL.

Yes

Description

Territory description.

Yes

EnableForecasting

The name of the forecast participation, such as Prime only or Overlay only. Valid names are in the lookup type ORA_MOT_TERR_ENABLE_FORECASTING

Yes

FcastInvisibleToOwnerYN

Forecast invisible to owner (Y for yes, N for no).

Yes

Eligible_for_Quota_Y_N

Eligible for Quota (Y for yes, N for no).

Yes

Revision_Reason

The name of the reason for the quota revision, such as New Territory, Owner Changed. Valid names are in the lookup type MOT_QUOTA_REASON.

Yes

Revision_Description

Quota revision description.

Yes

Revised_Quota_Y_N

Indicates territory quota must be revised, due to a change in the territory (Y for yes, N for no).

Yes

Owner_Email

Owner e-mail address. This is also the owner's identifier.

Yes

Display_Owner_Name

Owner name.

No

Owner_Function

The name of the role (function) that the owner plays on the territory team, such as Salesperson or Legal. Valid names are in the lookup type MOT_TEAM_MEMBER_FUNCTION.

Yes

Owner_Administrator_Y_N

Is the owner a territory administrator? (Y for yes, N for no.)

Yes

Owner_Forecasting_Delegate_Y_N

Is the owner a forecasting delegate? (Y for yes, N for no.)

Yes

Owner_Party_Number

Add the resource party number for the owner if the owner's email address isn't unique. The party number is the same as the Registry ID, which is found in the View Resources page.

Yes

Territory Resource Import File

You can export and import territories using a spreadsheet, from the Actions menu in the territories table in the Active Territories screen. If you use the provided spreadsheet format, you can add new territories by importing the spreadsheets. This topic describes the spreadsheet and corresponding table columns for the TERR_RESOURCE.csv file. This file is optional for imports.

TERR_RESOURCE.CSV file

This table lists the columns included in the Territory Resource file along with descriptions and indicates if the column is used during the import process:

Column Name Description Import?

Display_Original_Row_Number

This column is populated only in the rejected data file in case of import errors. It corresponds to the original line number in the input file used by the import process.

No

Language_Code

The language code used for translatable values. In the export file, this is based on the language of the user who triggered the export. Objects, names, and keys that are translatable will be extracted from the records in the translation tables.

Yes

Territory_Number

Territory number as in the source environment. For new territories it can be specified or can be left blank. If blank, then the application generates the number at the time of import.

If you opt in for the User-Defined Territory Number in Import feature, then you can provide your own unique territory numbers.

Yes

Display_Territory_Name

Territory name. Used only for a reference.

No

Resource_Email

Resource e-mail address. It's also the resource's identifier.

Yes

Display_Resource_Name

Resource name. Used as a reference only.

No

Resource_Function

The name of the role (function) that the resource plays on the territory team, such as Salesperson or Legal. Valid names are in the lookup type MOT_TEAM_MEMBER_FUNCTION.

Yes

Resource_Administrator_Y_N

Is the resource a territory administrator? (Y for yes, N for no.)

Yes

Resource_Fcast_Delegate_Y_N

Is the resource a forecasting delegate? (Y for yes, N for no.)

Yes

Resource_Party_Number

Add the party number for the resource if the email address isn't unique. The party number is the same as the Registry ID, which is found in the View Resources page.

Yes

Territory Line of Business Import File

You can export and import territories using a spreadsheet, from the Actions menu in the territories table in the Active Territories screen. If you use the provided spreadsheet format, then you can add new territories by importing the spreadsheets. This topic describes the spreadsheet and corresponding table columns for the TERR_LOB.csv file. This file is optional for importing data.

TERR_LOB.csv File

This table lists the columns included in the Territory Line of Business file along with descriptions and indicates if the column is used during the import process:

Column Name Description Import?

Display_Original_Row_Number

This column is populated only in the rejected data file in case of import errors. It corresponds to the original line number in the input file used by the import process.

No

Language_Code

The language code used for translatable values. In the export file, this is based on the language of the user who triggered the export. Objects, names, and keys that are translatable will be extracted from records in the translation tables.

Yes

Territory_Number

Territory number as in the source environment. For new territories it can be specified or can be left blank. If blank, then the application generates a number at the time of import.

If you opt in for the User-Defined Territory Number in Import feature, then you can provide your own unique territory numbers.

Yes

Display_Territory_Name

Territory name. Used only for a reference.

No

Line_of_Business

The name of the line of business. Valid names are in the lookup type MOT_LINE_OF_BUSINESS.

Yes

Territory Coverage Import File

You can export and import territories using a spreadsheet, from the Actions menu in the territories table in the Active Territories screen. If you use the provided spreadsheet format, then you can add new territories by importing the spreadsheets. This topic describes the spreadsheet and corresponding table columns for the TERR_COVERAGE.csv file. This file is optional for imports.

TERR_COVERAGE.csv File

This table lists the columns included in the Territory Coverage file along with descriptions and whether the column is used during the import process:

Column Name Description Import?

Display_Original_Row_Number

This column is populated only in the rejected data file in case of import errors. It corresponds to the original line number in the input file used by the import process.

No

Language_Code

The language code used for translatable values. In the export file, this is based on the language of the user who triggered the export. Objects, names, and keys that are translatable will be extracted from records in the translation tables.

Yes

Territory_Number

Territory number as in the source environment. For new territories it can be specified or can be left blank. If blank, the application will generate a number at the time of import.

If you opt in for the User-Defined Territory Number in Import feature, you can provide your own unique territory numbers.

Yes

Display_Territory_Name

Territory name. Used only for a reference.

No

Coverage_Type

The coverage type such as: Dimensional, Inheritance, or Override. Valid names are in the lookup type MOT_TERR_COVERAGE_TYPE.

Yes

Dimension_Name

Valid values are:

  • Address

  • Customer

  • Customer Auxiliary 1

  • Customer Auxiliary 2

  • Customer Auxiliary 3

  • Customer Size

  • Geography

  • Industry

  • Account Type

  • Organization Type

  • Partner

  • Product

  • Sales Channel

Yes

Dimension_Member_Key

Dimension member reference. See Dimension Member Rules table. At the time of import, if the key is supplied then it's used for matching, and Dimension_Member_Name is ignored. If the key isn't supplied, then the Dimension_Member_Name will be used for matching. If the dimension name is Address, then this must be blank.

Yes

Dimension_Member_Name

Name of the dimension member. See Dimension Member Rules table. If the dimension name is Address, this must be blank.

For geography or address dimensions, you can enter a range of dimension members using a hyphen, or a series of members separated by commas. The export places each dimension member in a separate row.

If your member name includes a hyphen, then surround the full name with quotation marks.

Yes

Include_Customer_Hierarchy_Y_N

Indicator whether the customer hierarchy should be included in the coverage or not. Applicable for Customer Inclusions and Customer Exclusions coverage types only. (Y for yes, N for no.)

Yes

DisplayAdditionalInformation

The Registry ID (party number) if the dimension is either Customer or Partner.

No

Country

Defines the country level address coverage for the territory. Must contain a value if this is the Address dimension.

Yes

State

Defines the state level address coverage for the territory.

Yes

Province

Defines the province level address coverage for the territory.

Yes

County

Defines the county level address coverage for the territory.

Yes

City

Defines the county level address coverage for the territory.

Yes

Postal Code

Defines the postal code level address coverage for the territory. Write a range with the beginning postal code followed by a hyphen and the end postal code. You can enter a partial postal code followed by the percent symbol E%. You can't list postal codes separated by commas.

Yes

AddrElementAttribute1

Defines additional attribute 1 address coverage for the territory.

Yes

AddrElementAttribute2

Defines additional attribute 2 address coverage for the territory.

Yes

AddrElementAttribute3

Defines additional attribute 3 address coverage for the territory.

Yes

AddrElementAttribute4

Defines additional attribute 4 address coverage for the territory.

Yes

AddrElementAttribute5

Defines additional attribute 5 address coverage for the territory.

Yes

Dimension Member Rules

Use the rules in this table when entering dimension member keys or names. Dimension_Member_Name only must be specified for Product.

Dimension Name Comment Dimension_Member_Key

Account Type

Specify Named or Not Named.

Named / Not Named

Account Auxiliary 1..3

Enter a value as seen in territory UIs.

Value as seen in UIs.

Customer

Enter OS plus OSR Number (if known) or Registry ID (as seen in TM UIs). OS stands for Original System. OSR stands for Original System Reference. OS plus OSR exists only if customer data was imported from an external system.

OS plus OSR Number or Registry ID (as seen in UIs)

Customer Size

Enter a value as seen in territory UIs.

Value as seen in UIs.

Geography

If you know that a specific geography name is unique, then enter a value as seen in territory UIs. For example, Boston. If the name isn't unique, enter the full path such as United States~New York~New York. The full path is made up of geography members as seen in UIs concatenated with ~ character.

Alias and member name for members based on master geographies. For example: for 97229 postal code the entry is: United States~Oregon~Washington~Portland~97229

Territory geography path and zone name for zones. For example: for Pacific zone the entry is: Global~North America~United States~West~Pacific

To indicate that the first geography in the key is the top master geography, place the greater than symbol (>) before the key: >Canada

To indicate that the first geography in the key is the top node in the territory geography hierarchy, place the tilde symbol (~) before the key: ~United States~New York~Canada indicates that United States is the top of the territory geography hierarchy.

Industry

Enter a value as seen in territory UIs.

Value as seen in UIs.

Organization Type

Enter a value as seen in territory UIs.

Value as seen in UIs.

Partner

Enter OS plus OSR Number (if known) or Registry ID (as seen in territory UIs). OS stands for Original System. OSR stands for Original System Reference. OS plus OSR exists only if partner data was imported from an external system.

OS plus OSR Number or Registry ID (as seen in UIs)

Product

Enter the product name (in the Dimension_Member_Name column) as seen in territory UIs. Leave Dimension_Member_Key column empty. If this doesn't result in unique identification of the product dimension member, do as follows:

  • For product group: Enter Product Group Internal Name (exposed in the Order Capture application) into the Dimension_Member_Key column.

  • For product item: Enter Item Number (exposed in the Product Model application) into the Dimension_Member_Key column.

When the Dimension_Member_Key column is specified, the value in Dimension_Member_Name column is ignored.

Product Group - Internal Name or Product Item - Item Number.

Sales Chanel

Enter a value as seen in territory UIs.

Value as seen in UIs.