Territory rules files
Your territory rules file is where you can define your territories and create rules for them. Your territory rules determine which sales activities are sorted into your territories when you run coin sort.
For example, you can define a territory and create rules that assign a few zip codes to the territory. So if you have a territory called Territory 123 and you assign a couple California zip codes to it, like 96156 and 96157. This means that any sales activities that occurred in these zip codes will be sorted into Territory 123. You will then be able to use the sales data for this territory to make decisions about territory and quota planning.
Formatting territory rules files
Before you get started creating your territory rules files, make sure you fully understand the file requirements. See Best practices for formatting your data.
Territory rules files require the following columns:
Column name | Description | Data format | Example |
|---|---|---|---|
TerritoryGroupName | Contains the territory group that the territory belongs to. This name must match an existing territory group name on the battle card. | Text | Big Pharma |
TerritoryID | Contains a unique ID for the territory. | Text | TER-001 |
TerritoryName | Contains the name of the territory. | Text | Acme Pharmaceuticals |
Hierarchy | Contains the territory group type that the territory belongs to. Territory group types are based on your hierarchies. Values must match the exact name of your hierarchies, for example Customer Accounts or Geographies for built-in hierarchies, or the name of your custom hierarchy. NoteIf your rule type is Override, this field must be set to Customer Accounts. | Text | Customer Accounts |
HierarchyInclusionKey | Contains the key (unique ID) of a hierarchy member. NoteThis field must match the key field from your hierarchy file exactly. If your rule includes a Geographies hierarchy member, make sure your inclusion key uses the Geographies hierarchy key format, for example, US::10002. This field, along with the HierarchyExclusionKey field are used to create your territory rules. Your rules define which activities are sorted into your territory during coin sort. Activities with this key are sorted into your territory during coin sort. You need to include a territory row for each hierarchy member you want to include. For example, if you have a territory that contains two customer accounts, Account A and Account B, you would create a row for Account A and a second row, with the same territory data, for Account B. | Text | 12345 |
HierarchyExclusionKey | Contains the key (unique ID) of a child hierarchy member. NoteThis field must match the key field from your hierarchy file exactly. If your rule includes a Geographies hierarchy member, make sure your inclusion key uses the Geographies hierarchy key format, for example, US::10002. You use this field to exclude child hierarchy members from any parent hierarchy members defined in the HierarchyInclusionKey field. For example, if Account A is defined in the HierarchyInclusionKey field and it has three children, Account 1, Account 2, and Account 3, you can choose to exclude only Account 3 from the territory. NoteAccounts with an Override rule cannot be associated with the HierarchyExclusionKey. | Text | 54321 |
RuleType | Contains the type of rule that defines the territory. Accepted values are:
NoteA few things to keep in mind when creating overrides:
| Text | Override |
Sample territory rules data
Here is an example of territory rules data. You can use this as a reference when setting up your own files.
TerritoryGroupName | TerritoryID | TerritoryName | Hierarchy | HierarchyInclusionKey | HierarchyExclusionKey | RuleType |
|---|---|---|---|---|---|---|
Big Pharma | TER-001 | Acme Pharmaceuticals | Customer Accounts | 12345 | 54321 | BaseRule |
Big Pharma | TER-001 | Acme Pharmaceuticals | Customer Accounts | 56789 | BaseRule | |
Big Pharma | TER-002 | Meds R Us | Customer Accounts | 22288 | BaseRule | |
Big Insurance | TER-003 | Acme Insurance | Customer Accounts | 33354 | BaseRule | |
Big Insurance | TER-003 | Acme Insurance | Customer Accounts | 44556 | Override | |
New York | TER-111 | New York Accounts | Geographies | US::10001 | BaseRule | |
New York | TER-111 | New York Accounts | Geographies | US::10002 | BaseRule | |
New York | TER-111 | New York Accounts | Customer Accounts | 170111 | Override |
Formatting territory rules files (overlay battle cards only)
Before you get started creating your territory rules files, make sure you fully understand the file requirements. See Best practices for formatting your data and Importing territory rule files (overlay battle cards only).
Note
If you are using the territory rule file to inherit rules, make sure the import is associated with an overlay battle card.
Territory rules files require the following columns:
Column name | Description | Data format | Example |
|---|---|---|---|
TerritoryGroupName | Contains the territory group that the territory belongs to. This name must match an existing territory group name on the battle card. | Text | Big Pharma |
TerritoryID | Contains a unique ID for the territory. | Text | TER-001 |
TerritoryName | Contains the name of the territory. | Text | Acme Pharmaceuticals |
Hierarchy | Hierarchy should be set to 'Territories'. NoteOnly hierarchies set to 'Territories' will be validated. | Text | Territories |
HierarchyInclusionKey | Contains the key (unique ID) of a territory. NoteHierarchyInclusionKey must be a territory ID of a territory which belongs to the overlay battle card | Text | 12345 |
HierarchyExclusionKey | This field must be left blank in your file. |
| |
RuleType | Contains the type of rule that defines the territory. Accepted values are:
| Text | BaseRule |
Importing territory rules files
You import your territory rules file at the battle card level. This creates new territories for your battle card and defines the rule logic that the coin sort tool will use to sort activities into your territories.
Before you import your territory rules data, make sure that you've completed the following tasks:
Create a battle card
Define territory groups for your battle card
Download the territory rules file template and follow the steps to format your data
On the Planning cycles home page, click the planning cycle to open.
Click the Territory view.
On the battle card canvas, select the battle card that you want to add territories to.
In the data tray, click the Territory definition tab.
Click the Add icon
, and then click Load territories.Click Choose a file.
Navigate to your pre-formatted CSV file, select it, and then click Open.
A progress bar displays as your file loads. Your file will show as Pending for a minute or so and then change to Completed.
Click Complete.
Importing territory rules files (overlay battle cards only)
You import your territory rules file at the battle card level. This creates new territories for your battle card and defines the rule logic that the coin sort tool will use to sort activities into your territories.
Before you import your territory rules data, make sure that you've completed the following tasks:
Create a battle card
Define territory groups for your battle card
Download the territory rules file template and follow the steps to format your data
On the Planning cycles home page, click the planning cycle to open.
Click the Territory view.
On the battle card canvas, select the battle card that you want to add territories to.
In the data tray, click the Territory definition tab.
Click the Add icon
, and then click Load territories.Click Choose a file.
Navigate to your pre-formatted CSV file, select it, and then click Open.
A progress bar displays as your file loads. Your file will show as Pending for a minute or so and then change to Completed.
Click Complete.