Salespeople Sell All Products to Customers in Their Region

If you draw boundaries purely by address elements in a geographical region, then each salesperson handles customers in their particular region and sells all of the products into that region.

Territory Setup

Here's a diagram of a sample territory structure. The West and East regions split the states in the US. Each of the two regional territories are split again. You must list every state in each territory.

Sample territory hierarchy with the US Product Sales territory at the top. The West and East territories are the child territories under US Product Sales. The West territory is the parent of the West 1 and West 2 territories. The East territory is the parent of the East 1 and East 2 territories. Each territory includes the values for the address and product dimensions which are listed in the table which follows.

Here are the territories for this example and the key entries for each. For the Address dimension coverage, you must enter a separate line for every state. The Product dimension value is always Any because salespeople sell all products. You could choose not include the Product dimension at all if you're not going to be using products for assignment elsewhere in your territory hierarchy. The Territory Type is always set to Prime and the Enable Forecasting field to Prime only

Territory Name	Territory Type	Address	Product	Enable Forecasting
US Product Sales	Prime	Any	Any	Prime only
East	Prime	Country: United States, State: NY Country: United States, State: NJ Country: United States, State: MA Country: United States, State: FL And entries for all the remaining 21 states in the eastern half of the US	Any	Prime only
East 1	Prime	A subset of the states in the east: NY ,NJ, MA, RI, and so on.	Any	Prime only
East 2	Prime	A subset of the states in the east: VI, NC, SC, FL, and so on.	Any	Prime only
West	Prime	Country: United States, State: CA Country: United States, State: NV Country: United States, State: AZ Country: United States, State: NM And entries for all the remaining 21 states in the western half of the US	Any	Prime only
West 1	Prime	A subset of the states in the west: CA, NV, AZ, and so on.	Any	Prime only
West 2	Prime	A subset of the states in the west: OR, WA, ID, MT, UT, NM, and so on.	Any	Prime only

How Assignment Works for This Scenario

When a lead comes in for a potential California customer who's interested in purchasing laptops, the inside sales team converts the qualified lead into an account and an opportunity. Here's what the application does:

Assigns the West 1 territory to the account because California is in the West 1 territory. The salesperson in the territory gains edit access as does her management chain.
Assigns the West 1 territory to any opportunity line for the California account using the account address.
If the account is missing the state in the address or is located in another country, then the application assigns the account to the catchall territory: US Product Sales.