Examples of Territory Coverage
A territory coverage is a set of boundaries that define what's included or excluded in the territory and what can be sold. Dimensional coverage consists of the combination of one or more territory dimensions.
You can select individual customers (with or without a hierarchy) or partners to include or exclude from the territory in spite of dimension selections. These scenarios illustrate using different coverage.
Address Territories with Customer Inclusion and Exclusion
Two salespeople cover all customers in separate areas, Texas and California. Tom owns the Texas territory, and Sue has California. Sue has a special relationship with the A1 customer located in Texas. The solution is to add A1 as a customer inclusion to Sue's territory and as a customer exclusion in Tom's territory.
Define Individual Customers Only
Salespeople sell to ten to twenty individually assigned customers. You don't define a dimensional coverage, but manually assign the customers as inclusions.
Key Accounts with Subsidiaries
A Key Account Director is responsible for a few strategic accounts (named accounts) and all subsidiaries of the strategic accounts. You select each strategic account as an included customer, and choose to also include the hierarchy for each.
Forecasting Using a Parent Territory
Create a parent territory with no coverage except the coverage of its children. You can designate each child territory as Forecast not visible to territory owner, and then perform all your forecasting activities for the child territories using the parent territory.
Parent Territory with No Coverage
The territories for your sales managers don't require boundary definitions separate from the territory definitions of their salespeople. Create a parent territory with no defined coverage for the manager. The managers can view and update the territories for their groups, have access to their transactions, and can forecast sales for the group.
