Coin sort
Similar to how a coin sort machine takes your coins (pennies, nickels, dimes, and so on) and sorts them into neat piles depending on their denominations, Varicent Sales Planning's coin sort feature looks at all your sales activities and automatically sorts them into territories.
After you've uploaded your activity data, which is based on your historical sales data, and defined your territories and rules, you can run coin sort. This sorts activities into your territories based on the most up-to-date territory definitions and rules. This means that as territory rules change, you can use coin sort to make sure that only relevant activities are included in your territories.
The coin sort feature uses an order of precedence to sort your sales activities. It is possible that a sales activity may match the rules for multiple territories. Coin sort will look at the order of precedence that you defined for your battle card when you added your territory group types.
Note
Remember, your territory group types are based on your hierarchies. When you created your battle card, you were able to define these territory group types and drag them into the order you wanted. This created a stacked model where the territory group type you placed in the first position has precedence over the one in the second position.
For example, you may have set your first territory group type as Customer Accounts and the second territory group type as Geographies. This creates a stacked model where Customer Accounts is given precedence over Geographies. What this means is that when you run coin sort, it goes through your sales activities and checks whether an activity should be sorted into territories at the top of the list (within the Customer accounts territory group type). If the activity belongs in any territories within the Customer accounts territory group type, coin sort places it there and it moves on to the next activity in the list. Once an activity is sorted, it is no longer considered for territories lower in the stack. Activities that do not match with rules for any territories within the Customer Accounts territory group type can then be sorted into territories within the Geographies territory group type. This ensures that your activities can only match with one territory.
If your activities don't match the rules for any territory, they are considered unassigned. You can view your unassigned activities and then use the territory builder to create territories for these activities, see Adding territories using the territory builder.
Sorting activities into territories using coin sort
Run coin sort to automatically sort your sales activities into your territories based on your most up-to-date territory definitions and rules.
Important
To sort your activity data into your territories, you must run coin sort for each primary and overlay battle card, and for each quota component.
Before you run coin sort, make sure that you've completed the following tasks:
Define your territory group types on your battle card
Create territory groups
Create territories and define territory rules
Import your activity data into Varicent Sales Planning
On the Planning cycles home page, click the planning cycle to open.
Click the Territory view.
If required, use the quota component drop-down on the canvas toolbar to change the quota component you are viewing.
If you have more than one quota component on a battle card, you will need to run coin sort, and then change quota components and run it again.
On the battle card canvas, choose a battle card, and then click Manage territories.
Click Run.
When coin sorting is complete, in the data tray, select the Territory definition tab, and then click the link in the Territory ID column to see the activities associated with the territory.
Click the number on the Unassigned pill to see any activities that can't be mapped to a territory rule.
Tip
It's best to check for unassigned activities after coin sorting. Unassigned activities can signify coverage gaps in the business. For example, you may have historical customers and transactions, but you don't have territories built for them.
You can manage these by seeing which geographic regions or customer accounts you missed and going into one of the territory groups and adding a territory.