15Territories

This chapter contains the following:

Your territories contain rules for automatically assigning salespeople and other resources to accounts, contacts, households, partners, leads, and opportunity items.

Salesperson

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

Sales Managers

As a sales manager, you can modify the territories in the hierarchies below your assigned territories. Your sales administrator must create the top territory first. If you see no Parent field and no existing territories, then the top territory doesn't exist. Here are examples of changes you can make to territories:

  • Add a new child territory.

  • Change the owner of an existing territory.

  • Add team members to a territory.

  • Remove an existing territory.

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

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

  • Define or change the definition of a territory coverage.

You can change an active territory directly without using a territory proposal. You can:

  • View a list of territories.

  • Look at the details for a territory.

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

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

  • Use the Inclusions tab to add specific accounts, contacts, and households to the territory.

  • Use the Exclusions tab to exclude specific accounts, contacts, and households from the territory.

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

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

This example describes each tab in the Territories work area and the typical tasks a you perform as a sales manager.

Let's explore the following tabs in the work area:

  • Summary tab

  • Dimensions tab

  • Team Members tab

  • Child Territories tab

View the Summary and Dimension Tabs

  1. Click Navigator > Territories.

  2. In the list of your team's territories, click the Ireland territory name.

    The Summary tab displays commonly used territory attributes. You can use Application Composer to add other attributes to this tab.

  3. Click the Actions menu.

    From this menu you can delete this territory including all of its children. You can also delete this territory coverage or add coverage if it has none.

  4. Click the Dimensions tab.

    The Dimensions tab displays the defined boundaries of the territory. You can add or change the values that define the territory coverage.

  5. Click Edit.

    The coverage dimensions include a set of attributes and their corresponding values. An account that matches these attributes will be assigned to this territory.

  6. Select the Industry dimension.

  7. To add an industry to the coverage, select it in the Available region and use the arrow to move it to the Selected region.

  8. Select the Geography dimension.

  9. Click Edit.

  10. Choose to add the values you select to the existing values for geography and click OK.

  11. Enter values separated by commas, or a range of values. Enter a range of postal codes, 85001-85030.

    You can use a range of values only for the Geography or Address dimensions.

  12. Click Cancel until you return to the Edit Coverage Dimensions page.

  13. Click the list arrow next to the Edit button and note the Remove All selection will remove all coverage for this territory.

    You can add individual customers to this territory in the Inclusions tab.

View the Team Members Tab

  1. Click the Team Members tab.

    This tab displays the territory team members. You can add or remove team members and change the territory owner.

  2. The Owner column contains a check mark to indicate Paddy Joyce is the owner of this territory. Click his name.

    The Resource Details dialog shows information about Paddy Joyce. You can send an e-mail to Paddy by clicking the e-mail address on this dialog or in the Team Members page.

  3. In the Function field for Paddy, change his function to Sales Representative. This is the function Paddy has in this territory team.

View the Territory Hierarchy

  1. Click the Summary tab.

  2. Click the name of the parent territory to open the Edit Territory page for the parent.

  3. Click the Child Territories tab to see all child territories of the open territory.

  4. Click the Ireland territory.

  5. Click the Child Territories tab.

  6. Click Create Territory.

    Notice that the parent territory is Ireland.

  7. Click Cancel.

    When you click Save, or Save and Close, your changes immediately become the active definition for this territory.

Create a Territory Proposal

You can update active territories directly, or use a territory proposal as a sandbox where you make your proposed changes to your territory hierarchy before activating the changes.

Tip: Use proposals for territory realignments or changes to be activated at a future date.
  1. Click Navigator > Territories.

  2. Click More Details.

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

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

  5. In the Create Territory Proposal window, enter a name for your proposal.

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

  7. Click Save and View.

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

You can add child territories to your own territory or to another territory in your hierarchy. The child territory copies the parent territory information such as territory type, dimensions, and account inclusions. You then make changes as needed.

Change Active Territories

You can make immediate changes to your active territories. If you see no territories and no parent territory field, then your sales administrator must first create the top territory for the hierarchy.

  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 a different owner for the territory if needed.

  6. Change the territory type, if needed.

  7. 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.

  8. Click Save and Close to keep the definitions that match the parent. You then return to the Child Territories tab for the parent territory. Click Save and Continue to stay on the Summary tab for your new territory.

  9. In the Dimensions tab, you have several choices in the Edit list, depending on your enabled dimensions and the coverage from the parent.

    • Edit Address Coverage

    • Clear Address Coverage

    • Edit Dimensions and Coverage

      Select a dimension and move the values you want to the Selected column. Or click Add Members in Bulk and enter several members or ranges of members separated by commas.

    • Remove All

  10. To add accounts, select the Inclusions tab.

  11. Click Add Customers and select Accounts.

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

  13. Use the Team Members tab add and remove team members and designate the territory owner.

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

    Your new territory is now active.

Use Territory Proposals

Add territories using a territory proposal you created.

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

  2. In the Edit Territory Proposal page, select the parent territory.

  3. From the Actions menu, select Create and Update > Create Child.

  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 with included accounts.

  7. Click Save and Close.

  8. Click Edit Coverage.

  9. The coverage for the child territory is the same as the parent's coverage. Select the members for each dimension that you want to change.

  10. Click Save and Close.

When you edit an active territory, you can change the parent territory on the Summary tab. Click the X to delete the current parent and use the choice list or the search to select a new parent territory.

In a proposal, select the territory you want to move. In the Actions menu, select Create and Update > Move. Select the new parent on the Move Territory page and click Save and Close. The territory appears in the new position in your proposal hierarchy.

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

  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. If the territory isn't already added to the proposal, then click Add to Proposal.

  4. Click Edit Coverage.

  5. In the Edit Coverage window, do this for every dimension you want to change:

    1. Select the dimension from the Dimensions list. (For the Address dimension, enter values in the correct address column.)

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

    3. Optionally, click Add Members in Bulk and enter several members or ranges of members separated by commas and click OK.

    4. Click Save and Close.

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

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

  8. Click Done.

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.

Dimensions define territory boundaries. A territory captures business objects, such as customers, that fall within the defined boundaries of the territory. If your territory boundary covers Spain, then an account in Spain is your customer.

Dimensions to Assign Customers or Partners

You can define a territory either for partners or for customers, but not for both. You select either Customer or Partner for the coverage model. When creating a territory, you can include individual customers or partners by selecting them for the territory coverage. Dimensions to define customer or partner territories are:

  • Geography or Address, but not both

  • Account type

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

  • Customer size

  • Industry

  • Organization type

Your administrator can also use classification categories to define up to three additional dimensions.

Dimensions to Assign Leads and Opportunities

Your territory is assigned to leads and opportunities using the attributes of the customer or partner on the transaction. These additional dimensions can match attributes of the lead or opportunity to assign your territory:

  • Business unit

  • Product

    Groups of products form a hierarchy in the sales catalog.

  • Sales channel

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

For example, your company is launching a new product line in all countries. One sales manager with a small sales team specializes in selling only the new product line. You define the sales manager's territory only by the new product line and define geography as Any.