Assign Channel Sales Manager Territories to Leads

This topic lists the profile options you can configure for lead assignment, and it explains how to assign channel sales manager territories to leads and how to assign resources to leads.

Depending on your business needs, you can use either rule based assignment or territory based assignment to assign channel sales manager territories to leads, however all leads must use rule based assignment for resources. Leads are assigned to the appropriate territories based on matching lead attributes to territory dimensions. You can start lead assignment by the following means:

• When you schedule a batch assignment process. To use batch assignment, you must first configure it for leads.

• When you activate territory realignment.

What Profile Options Control Lead Assignment?

Several profile options govern assignment processing for leads. To find these profile options, you can use the Manage Sales Lead Profile Options task and search for profile options containing "MKL%ASSIGN". The Profile Values for the profile options are the Rule Set Groups created through the Manage Sales Lead Assignment Rules setup task.

The following table shows the profile options to configure for lead assignment, including MKL_LEAD_ASSIGNMENT_RULE for filtering matching territories for territory based lead assignment, MKL_LEAD_ASSIGNMENT_MATCHING_RULE for assigning resources to the lead team for rule based lead assignment, MKL_LEAD_ASSIGNMENT_SCORE_RULE for scoring leads, MKL_LEAD_ASSIGNMENT_RANK_RULE for ranking leads, MKL_LEAD_ASSIGNMENT_QUAL_RULE for qualifying leads, and MKL_LEAD_DEFAULT_ASGN_MODE for determining the type of assignment to be used.

Profile Option Name	Description
MKL_LEAD_ASSIGNMENT_RULE	The assignment rule set group for territory based lead assignment, which assigns territories to the lead territory team. The rule set group containing the rules that are used to filter matching territories following territory matching. This profile option is optional, and if not set, rule filtering will not be performed and all matching territories will be assigned.
MKL_LEAD_ASSIGNMENT_MATCHING_RULE	The assignment rule set group for rule based lead assignment which assigns resources to the lead sales team.
MKL_LEAD_ASSIGNMENT_SCORE_RULE	The assignment rule set group for scoring leads. This computes and designates a score for each lead. For example, it assigns a value between 0 and 100 to the lead based on your business criteria.
MKL_LEAD_ASSIGNMENT_RANK_RULE	The assignment rule set group for ranking leads, which determines the value of the rank based on the business criteria defined in the rules.
MKL_LEAD_ASSIGNMENT_QUAL_RULE	The assignment rule set group for qualifying leads, which determines the value of the lead status based on the business criteria defined in the rules.
MKL_LEAD_DEFAULT_ASGN_MODE	Determines whether TBA, RBA or BOTH will be used.

How Does Territory Based Assignment to Leads Work?

The following steps provide a high-level overview of territory based assignment to leads.

1. The assignment process automatically identifies matching territories based on:

   • The associated sales account (includes most matching attributes)

   • Values unique to the lead, such as product, sales channel, and partner

2. If you use rules to filter identified territories, then assignment manager returns a subset of matching territories that satisfy your rule conditions.

3. Assignment manager then assigns the territories to the lead.

4. The sales team members on the lead gain full access to the lead.

   • The Owner fields does not change

   • Assignment does not impact the sales team

Note:

If a lead has a partner, then the mapping set "Primary Partner Identifier (Partner Centric)" is matched against the lead.

How Does Rule Based Assignment of Leads Work?

All leads go through rule based assignment to resources. You can create rules to:

• Calculate and assign a score to leads

• Identify and assign a rank to leads

• Identify and assign a qualification status for leads

The following steps provide a high-level overview of rule based assignment of resources to leads.

1. The assignment process automatically identifies matching resources using rules that you set up.

2. Assignment manager then assigns the resources to the lead sales team.

3. The sales team members on the lead gain full access to the lead.

Map Objects to Candidate Objects for Leads

You must map the lead work object attributes to the lead candidate object attributes. You use the Manage Sales Lead Assignment Objects task to configure the mapping.

The mapping sets for leads are:

• Object: Sales Lead

• Candidate Objects:

  • Sales lead resource

  • Sales lead territory

    • Mapping Set 1: Sales Account Indicator

    • Mapping Set 2: Primary Partner Identifier

    • Mapping Set 3: Prospect Account Indicator

  • Sales lead rank

  • Sales lead qualification status