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Territory balancing using the Optimization tool.

We have a smart territory re-balancing tool for you that helps you optimize your territory structures for maximum revenue potential and seller performance. Leave it up to the optimization tool to determine the best possible configurations of your accounts and seller assignment in your territories for the maximum output.

Note

Before you run the Optimization tool, make sure that:

  • the battle card has activity files

  • coin sort is up to date

  • all existing territories have geographic-based rules

  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 territories you want to balance.

  4. Click Plan territories on the selected battle card.

  5. Hover over the territory group type or territory group pill and select the Territory optimization option.

  6. On the next page, click the Start optimization button.

  7. On the Optimization setup wizard, select a parameter to run the optimization tool against and then select which territory rule (account or geographic based rule) will be applied.

  8. Click Constraints to go to the next page.

  9. Define constraints for the accounts or territories by adding conditions as desired. For example you can add a condition that you would like the number of accounts in the territory to be equal or more than 10.

    Tip

    Adding constrainTs on accounts will essentially lock those accounts so that they remain in the current territory. You can lock accounts based on exisitng attributes that are set in the Customer accounts hierarchy.

  10. Click Optimize to run the Optimization.

    Note

    The results can take up to 20 minutes to display.

  11. The optimization results are broken down in the following categories:

    • Current state - this shows the existing configuration of your accounts and territories

    • Most balanced - this configuration equally distributes your selected attributes across the territories. For example, if Prior year actual was used as the balancing metric, this figure is then equally distributed across all territories.

    • Most contiguous - this configuration ensures that territories are grouped together closely within certain geographic regions depending on shared borders.

  12. Select Preview on the scenario cards to see the optimized scenario on the map. On the map, you can preview the other scenarios as well by selecting from the Preview drop down menu.

  13. Click the back button to go back to the Optimization results page.

  14. Click Select on your desired scenario card to publish the configuration used in that scenario.

    Note

    You'll need to run coin sort again after publishing so that the latest data is reflected.