Sales Credit Recipient and Forecast Territory Predefined Logic

The sales application uses rules to set default sales credit recipients and forecast territories. When a product line is first added and saved on an opportunity, the line creator is automatically set as the sales credits recipient at 100 percent.

You can edit the default credit allocation, and you can add additional sales credit recipients as needed.

Note: Nonrevenue credit recipients are never set by default and must be added manually.

After opportunity assignment is run, the application processes the existing credit allocations for each assigned product line to ensure that:

• An eligible territory is set as the forecast territory

• The credit recipient is an eligible resource from the forecast territory

Note: The revenue or nonrevenue sales credit amounts are automatically rolled into the territory's forecast when the product line is added to the forecast.

Default Forecast Territory Logic

Here is the logic used by the sales application when setting the default forecast territory:

• Keep the forecast territory the user selected, as long as it's still assigned to the product line and its forecast participation type matches the sales credit type.

• Use the existing credit recipient to derive the forecast territory, whenever possible.

When setting default forecast territory:

• If the current forecast territory for the sales credit is one of the assigned territories with a matching forecast participation type, the application leaves it unchanged.

• If there is only one territory with a matching forecast participation type, the application sets that territory as the forecast territory.

• When there are multiple territories with a matching forecast participation type, the application chooses the forecast territory using the following precedence:

  • Territory where the existing credit recipient is the owner

  • Territory where the existing credit recipient is a member

  • Territory with a matching forecast participation type with the latest effective start date

• When there is no matching territory, the application doesn't set any data value for the forecast territory (this implies that there is a gap in the territory hierarchy). If the forecast territory for a sales credit allocation is set to having no data value (is blank) and opportunity assignment was done from the UI, a warning message appears.

Default Credit Recipient Logic

Generally, a sales credit recipient selected by the user isn't replaced by the application unless the recipient is no longer a qualified credit receiver. The application doesn't change the recipient if:

• The Lock Owner setting for the revenue item is enabled.

• The current credit recipient is under deal protection.

• The current credit recipient is an owner or member of the forecast territory.

If the preceding criteria aren't met, the application sets the forecast territory owner as the new credit recipient.