Skip to main content

Defining territories

After you define all of your territory groups, you can add territories and define territory rules. The territory rules determine which territory your sales activities are sorted into when you run coin sort.

There are three ways to define territories:

Adding territories using the territory builder

You can manually create and add territories to your battle card using the territory builder.

  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 you want to add territories to.

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

  5. Click the Add icon add--alt.png, and then click Add territory row.

  6. Enter a territory ID.

    Note

    The territory ID must be unique within the current planning cycle.

  7. Enter a territory name.

  8. Select a territory group from the drop-down.

  9. Click Add rule and then select a hierarchy (territory group type) to base your rule on, for example Geographies.

  10. Do one of the following to select hierarchy members to include in your rule:

    • To add one hierarchy member, start typing in the Inclusions field and select the hierarchy member you want to add from the drop-down list.

    • To add multiple hierarchy members, click the Add icon add--alt.png to open the list of hierarchy members, click the check box next to the hierarchy members you want to include, and then click Add.

      Tip

      You can use the search bar to filter the list of hierarchy members.

  11. Do one of the following to select hierarchy members to exclude in your rule:

    Note

    Use the Exclusions field to exclude child hierarchy members from any parent hierarchy members you included in your rule. If a hierarchy member is not added to the Inclusions field, it is excluded by default.

    • To add one hierarchy member, start typing in the Exclusions field and select the hierarchy member you want to add from the drop-down list.

    • To add multiple hierarchy members, click the Add icon add--alt.png to open the list of hierarchy members, click the check box next to the hierarchy members you want to exclude, and then click Add.

      Tip

      You can use the search bar to filter the list of hierarchy members.

  12. Click Save.

  13. To add another rule, based on a different hierarchy, click Add rule again and then select a hierarchy (territory group type) to base your rule on.

  14. Repeat steps 10 and 11 to include and exclude hierarchy members from your rule.

  15. Click Save on your new rule.

  16. To add an override rule, click Add override. You can only select the Customer accounts hierarchy to base your override on.

    Note

    Overrides are exceptions to your base rules.You can add them to include accounts that would otherwise not be sorted into the territory. To learn more about override rules, see Adding override rules to territories.

  17. Do one of the following to select accounts to include in your override rule:

    • To add one account, start typing in the Inclusions field and select the account you want to add from the drop-down list.

    • To add multiple accounts, click the Add icon add--alt.png to open the list of accounts, click the check box next to the accounts you want to include, and then click Add.

      Tip

      You can use the search bar to filter the list of accounts.

  18. Click Save.

  19. When you're done adding rules, click the Save icon checkmark.svg to create your territory and close the rule editor.

Adding override rules to territories

The override functionality allows users to pull accounts into a territory when those accounts fall outside of the  territory’s base rule configuration. This is helpful for instances when you may have special, existing relationships with certain accounts and want them to be included in the territory despite geographical constraints. Adding the override rule ensures that, for the particular account, any other existing base rule referencing it will no longer apply in the future or when new territories are created.

For example, if  a territory has a  base rule where Geography is defined as California, all accounts within the state of California would be sorted into this territory. If you added an override rule where you configure the account GSK to be included, the override rules take precedence over the base rule so that even though GSK is outside of California, it will still be sorted into the territory.

Note

A few things to keep in mind when adding overrides:

  • Currently, override rules can only reference customer accounts.

  • Override rules should not reference the same account across multiple territories.

  • Override rules must reference child hierarchy members.

To add an override rule:

  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 a battle card.

  4. On the data tray, click the Territory definition tab.

  5. Click the Edit icon Edit icon next to the territory where you want to add an override rule.

  6. Click Add override.

  7. Select Customer accounts.

    Note

    Override rules can only be applied to the customer accounts hierarchy.

  8. Do one of the following to select accounts to include in your override rule:

    • To add one account, start typing in the Inclusions field and select the account you want to add from the drop-down list.

    • To add multiple accounts, click the Add icon add--alt.png to open the list of accounts, click the check box next to the accounts you want to include, and then click Add.

      Tip

      You can use the search bar to filter the list of accounts.

  9. Click Save.

  10. Click the Save icon checkmark.svg to save your changes and close the rule editor.

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:

  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 you want to add territories to.

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

  5. Click the Add icon add--alt.png, and then click Load territories.

  6. Click Choose a file.

  7. 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.

  8. Click Complete.

Inheriting territory rules (overlay battle cards only)

When you add territories to your overlay battle cards, you have the option to inherit territory rules from the parent primary battle card. This way you can better represent your overlay team structure by building overlay territories that are based on your existing territories and hierarchies. You can also create new territory rules that don't reference existing territories. To do this, follow the same procedure you would use to add territories and territory rules to a primary battle card.

Note

Currently, you need to use the rule builder to inherit territory rules in your overlay battle card. The territory rules file import process does not yet support this.

  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 overlay battle card that you want to add territories to.

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

  5. Click the Add icon add--alt.png, and then click Add territory row.

  6. Enter a territory ID.

    Note

    The territory ID must be unique within the current planning cycle.

  7. Enter a territory name.

  8. Select a territory group from the drop-down.

  9. Click Add rule and then select Territories from the drop-down.

  10. Do one of the following to select territory rules to include in your rule:

    Note

    You only have the option to include territories in your rule. There is no option to add exclusions.

    • To add one territory rule, start typing in the Inclusions field and select the territory you want to add from the drop-down list.

      Tip

      To help you identify which territories to select, the primary seller name is included beside the territory name and ID. The primary seller is the seller with the highest assignment percent for that territory, or the first seller assigned if all sellers share the territory equally. This gives you a clearer idea of which territories and which sellers your overlay territories are supporting.

    • To add multiple territory rules, click the Add icon add--alt.png to open the list of territories, click the check box next to the territories you want to include, and then click Add. You can use the search bar to filter the list of territories.

      Note

      You need to add territories at the territory level. If you select a territory group type or territory group, we'll add all the individual territories that it contains to your rule, but this is not dynamic. This means if you add a new territory under your territory group in your primary battle card, we can't automatically add that territory as a new rule in your overlay territory.

  11. Click Save.

  12. To add another rule, based on on of your hierarchies, click Add rule again and then select a hierarchy (territory group type) to base your rule on.

    Tip

    You can add more rules based on your hierarchies if required. For example, your overlay team may support sellers in a territory for a specific product. You could add an additional rule to include only this product in your territory.

  13. Add hierarchy members to the Inclusions field to include them in your rule.

  14. Add hierarchy members to the Exclusions field to exclude them from your rule.

  15. Click Save.

  16. When you're done adding rules, click the Save icon checkmark.svg to create your territory and close the rule editor.

Moving territories to another territory group

You can move territories to another existing territory group. You can do this one at a time or in bulk.

  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 move

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

  5. Select the check box at the start of the territory row that you want to move. You can select multiple.

  6. Click the Move territories stacked-move.svg icon.

Editing territories

Editing territory rules is the same no matter which method you used to create territory rules. You can also bulk-edit territory rules by importing a new territory rules file.

  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 edit.

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

  5. Click the Edit icon Edit icon next to the territory you want to edit.

  6. Change the territory ID, territory name, and territory group, as required.

  7. Make changes to your territory rules, as required:

    Option

    Steps

    Edit a base rule or override rule

    1. Click the Edit icon Edit icon on the rule you want to edit.

    2. Add or remove hierarchy members from the Inclusions and Exclusions fields, as required (Inclusions only for override rules).

    3. Click Save to save the changes to your rule.

    Delete a base rule or override rule

    Click the Delete icon delete icon on the rule you want to delete.

    Add a new base rule

    1. Click Add rule.

    2. Select a hierarchy (territory group type) from the drop-down list.

    3. Add hierarchy members to the Inclusions field to include them in your rule.

    4. Add hierarchy members to the Exclusions field to exclude them from your rule.

    5. Click Save.

    Add a new override rule

    1. Click Add override.

    2. Select Customer accounts from the drop-down list (only option).

    3. Add accounts to the Inclusions field to include them in your rule.

    4. Click Save.

  8. Click the Save icon checkmark.svg to save your changes and close the rule editor.

Deleting territories

You can remove territories one at a time or in bulk.

  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 delete.

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

  5. Select the check box at the start of the territory row that you want to delete. You can select multiple.

  6. Click the Delete territories delete icon icon.

    Note

    If your territory contains rules that are inherited by an overlay territory, you will not be able to delete the territory. You will need to first remove the referenced rule from your overlay territory and then try again.