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 and opportunities they need to work on. Although you set up Sales Territories in the CX Sales UIs, sales territories apply to both CX Sales and Digital Sales UIs.

The hierarchy you build also provides the reporting hierarchy used for forecasting and for assigning quotas. Salespeople access both forecasting and quotas using the CX Sales UI.

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 and quotas rely 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.

Note: 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. The Forecasting chapter provides the details.

Here are the steps for setting up sales territories and assignment.

Step	Applies To	Description	Navigation	Where to Get More Details
1	Both Digital Sales and CX Sales	Enable the territory dimensions you plan to use in your territories.	Setup and Maintenance > Sales > Territories > Enable Dimensions and Metrics	See the topic: Enable Sales Territory Dimensions
2	Both Digital Sales and CX Sales	Create a territory proposal. A proposal is a sandbox that permits you to update territories without affecting any existing territory setup.	Navigator > Territories	See the topic: Create a Territory Proposal
3	Both Digital Sales and CX Sales	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.	Navigator > Territories	See the topic: Create the Sales Territory Hierarchy
4	Both Digital Sales and CX Sales	Activate the territory proposal.	Navigator > Territories	See the topic: Activate the Territory Proposal
5	Both Digital Sales and CX Sales	Enable automatic assignment of sales territories to imported accounts by setting the following system profile options to Yes: Sales Account Automatic Assignment on Import Enabled Sales Account Automatic Assignment on Create Enabled Sales Account Automatic Assignment on Update Enabled	Setup and Maintenance > Sales > Foundation > Manage Administrator Profile Values	See the topic: Enable Automatic Assignment of Imported Accounts
6	Both Digital Sales and CX Sales	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.	Setup and Maintenance > Sales > Opportunities > Manage Opportunity Profile Options	See the topic: Make Opportunity Assignment Automatic
7	Both Digital Sales and CX Sales	Run the account and opportunity assignment processes (Request Account Assignments and Revenue Territory Territory Based Assignment) immediately after setting up sales territories and on a regular schedule, perhaps once every day during off-peak hours.	Navigator > Tools > Scheduled Processes	See topics: Run the Account Assignment Process Run the Opportunity Assignment Process