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Balancing your territories

You can open up to two territories in the territory balancing editor and move customer accounts or geographic regions from one territory to the other to balance them. For example, if you have a territory that is 20% below average for your given metric and another that is 20% above average, you can open both these territories in the territory balancing editor and move accounts or regions from the above average territory into the below average territory.

  1. On the Planning cycles home page, click the planning cycle to open.

  2. Click the Territory view.

  3. On the battle card canvas, select the battle card that contains the territories you want to balance.

  4. In the data tray, click the Territory balancing tab.

  5. From the drop-down, select the balancing metric that you want to use to balance your territories, if you have set more than one.

    The field that displays when you first open the Territory balancing section in the data tray is the default balancing metric.

  6. Review the territory list and use the bar graphs to determine which territories are above or below average for the selected balancing metric.

    Tip

    If you aren't seeing any data when balancing your territories, check to make sure your balancing metric contains activity data. Remember our built-in fields, Prior year actual and Trailing 12 months, are populated based on dates. You may have imported activity data to your battle card that doesn't match the date range for these metrics. This may also be true if you're balancing using a custom metric.

  7. Click the Add this territory icon add--alt.png at the end of the row for the territory you want to balance.

    This adds it to the territory balancing editor.

  8. Click the Add this territory icon add--alt.png at the end of the row for the second territory you want to balance.

    This adds it to the territory balancing editor. Currently, you can only add a maximum of two territories to the territory balancing editor at one time.

  9. From the drop-down, switch between Customer accounts or Geographies.

    This lets you balance territories by moving customer accounts from one territory to another or by moving geographic regions from one territory to another. Customer accounts is selected by default.

  10. Select the check box next to the customer accounts or geographic regions you want to move.

    Note

    Some check boxes are greyed out. This is because you can't move a customer account or geographic region that belongs to more than one territory or that has unassigned activities across any quota components. For example, if a customer account in your territory has three activities for the software quota component assigned to your territory, but another activity for the hardware quota component that is unassigned, you will not be able to move this territory.

  11. When you've made your selections, click Move.

    The territory balancing editor shows a preview of your changes. Customer accounts or geographic regions that will be added to the territory display in blue, and the ones that will be removed display in red.

  12. If you're satisfied with your changes, click Save.

  13. On the dialog, choose if you want to run coin sort now or later.

    If you click Run, we'll run coin sort right away and we'll sort your activities based on your updated territory rules. If you click Later, you can choose to run coin sort at a later time. If you plan to balance more territories, it might make sense to wait until the end before you run coin sort.