Territory management is extremely important in Sales Cloud. It drives data visibility, is linked to Quota Management and Forecasting and can serve as input for Incentive Compensation.
Besides knowing how Territory Management works, and how proposals can be made and activated, it is also important to understand how active territory plans are being used by Sales Cloud to drive data visibility.
There are 4 ways to assign territories to accounts and opportunities:
- This can happen instantaneously, whenever an account or opportunity has been created or updated. Whether or not they are assigned instantaneously is managed through a few profile options.
- This can happen manually for opportunities. On the profile page of an opportunity, under the ‘actions’ button, there is an option to ‘run assignment’ manually. This option is not visible when territories are assigned immediately after an account or opportunity has been saved.
- This can happen periodically. A background process can be scheduled as often as you would like to reassess the assigned territories based on the changes that were made since the last territory assignment process.
- This can happen retroactively. When deploying a new territory proposal, all existing opportunities and accounts will still have territories assigned to them based on the previous territory plans. New activated territory proposals only have an impact on opportunities and accounts created or updated since the activation of the territory proposal. The same batch process can be used with a date parameter to have territories assigned retroactively.
Territory Assignment Setup
How to find the background process for scheduled assignment:
- log on to sales cloud as an administrator
- from the navigator, choose ‘Scheduled Processes’
- click on the button ‘Schedule New Process’
- search for the process name ‘Request Sales Account Assignments’ for scheduling account assignment
- search for the process name ‘Revenue Territory Territory Based Assignment’ for scheduling opportunity assignment
How to find the profile options that can be used to set the assignment to happen each time an opportunity is saved:
- log on to sales cloud as an administrator
- from the navigator, choose ‘Setup and Maintenance’
- search for the task ‘Manage Opportunity Profile Options’ and go to the task
- search for the profile display name ‘Assignment Submission at Save Enabled’
How to find the profile options that can be used to set the assignment to happen each time an account is saved:
- log on to sales cloud as an administrator
- from the navigator, choose ‘Setup and Maintenance’
- search for the task ‘Manage Customer Center Profile Options’ and go to the task
- search for the profile display name ‘Sales Account Automatic Assignment on Create Enabled’ for territory assignment when an account is created
- search for the profile display name ‘Sales Account Automatic Assignment on Update Enabled’ for territory assignment when an account is updated
