Create the Territory Hierarchy One Territory at a Time

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. The child territory copies the parent territory information such as territory type, dimensions, and account inclusions. You then make changes as needed.

1. Select from your territories list the territory that will be the parent to your new territory.

2. Go to the Child Territories 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.

If Click to Edit is enabled, you can make changes to information such as territory owner on the workspace list page. Click a row to see the fields you can edit. Make your changes, then click Save or Discard Changes.