Setup Overview
If you assign accounts and opportunities to salespeople by address, product, industry, or other criteria, this chapter is for you.
You learn how to set up a sales territory hierarchy to automatically provide salespeople with access to the accounts, opportunities, and leads they need to work on. Although you set up Sales Territories in the Classic Sales UIs, sales territories apply to both Classic Sales and Sales in the Redwood User Experience.
The sales territory hierarchy you build also provides the reporting hierarchy used for forecasting.
The sales territory hierarchy is separate from the resource hierarchy you built earlier when you created sales users. Both hierarchies provide access to opportunities: the owners of parent sales territories gain access to opportunity data in child territories in the same way as resource managers gain access to the opportunities of the resources reporting to them. However, forecasting relies on the sales territory hierarchy. If you want sales managers to forecast and work quotas, create a sales territory hierarchy that includes those sales managers.
If your salespeople forecast only the opportunities they own and you don't need to assign opportunities to them automatically by address or other criteria, then you can skip this chapter entirely. That's because, for this use case, the application sets up everything you need. It sets up a territory structure that mirrors your sales organization hierarchy. And it automatically assigns the opportunity to the opportunity owner's territory. The opportunity revenue gets included in the owner's forecast and passed up the management chain for adjustment and approval.
Here are the steps for setting up sales territories and assignment.
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Step |
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Where to Get More Details |
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1 |
Enable the territory dimensions you plan to use in your territories. |
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See the topic: Enable Sales Territory Dimensions |
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2 |
Create a territory proposal. A proposal is a sandbox that permits you to update territories without affecting any existing territory setup. |
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See the topic: Create a Territory Proposal |
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3 |
Create the hierarchy of sales territories in the proposal starting with the top territory and working your way down. You can get an overview of some of the techniques you can use for the setup in the Sales Territory Use Cases section. |
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See the topic: Create the Sales Territory Hierarchy |
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4 |
Activate the territory proposal. |
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See the topic: Activate the Territory Proposal |
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5 |
Enable automatic assignment of sales territories to imported accounts by setting the following system profile options to Yes:
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See the topic: Enable Automatic Assignment of Imported Accounts |
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6 |
You can enable automatic assignment of territories to opportunities whenever the opportunities are updated. By default, the application automatically assigns sales territories to accounts whenever an account is created or updated, but opportunity assignment isn't automatic. Sales users must trigger opportunity assignment manually while editing an opportunity or they must wait for the opportunity assignment process to run. Oracle specifies manual opportunity assignment as the default to prevent performance issues for companies with a large number of opportunity lines (100,000 and up). If your organization doesn't have such a large volume, then set the profile Assignment Submission at Save Enabled to Yes. Oracle also recommends a setting of Yes for forecasting. |
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See the topic: Make Opportunity Assignment Automatic |
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7 |
Run the account and opportunity assignment processes, Request Account Assignments and Request Revenue Territory Assignment, immediately after setting up sales territories and on a regular schedule, perhaps once every day during off-peak hours. |
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