Assigning Sales Contacts to Territories and Regions

If you want to better understand how territoriesIn a territory category, you can define as many named territories as you need to identify sales responsibilities. Territories are often divided geographically, and can include whole countries, states or provinces, or even ZIP/postal code ranges. Other criteria can be included for each territory, such as firm association or channel/subchannel definitions. If needed, you can filter offices, reps, partnerships, and teams to which a territory will apply by their firm association alone. Each territory can have one or more operators assigned to it; after territory assignments are set, permissions can be set to control the level of access each operator has to data (such as viewing or editing), based on his or her territory assignments. and regionsTerritory regions are optional, but they can be used to group together a number of territories overseen by the same regional sales manager. An unlimited number of regions can be defined for each territory category version, and each region may have an unlimited number of territories. However, a territory may only belong to a single region. work in SalesConnect, you may want to start by reading Territories and Regions.

1. Display the Territory Version detail page for the version you want.

   1. Using the Administration personaA persona is an interface set of menus and dashboard or home view that was designed for a single set of operators who share goals, skills, attitude and behavior patterns. Each persona's interface displays only the content and tools that are relevant for that group., select Territories from the Business Rules menu. Or, select in the universal menu, and then select Territory Categories under Territories.
   2. On the displayed Territory CategoriesA territory category represents one set of distinct territories that you need to maintain at the same time. A single territory category may not reflect how your sales force is distributed, so you can define up to fifteen (15) different territory categories in SalesConnect; however, only one version in each territory category can be current at any given time. Categories can represent particular lines of business (such as wirehouses or banks) or product lines (such as mutual funds or annuities), or any other meaningful division for which you need to support distinct sets of territories. Categories include as many named territories as you need to identify sales responsibilities. Named territories are often geographical in nature, but can also include channel/subchannel definitions and firm associations. Applicability also affects office and rep/partnership/team territory assignments: if a territory category is applicable to a firm, then entities associated with that firm can be assigned to territories in that category; but if the category is not applicable to a firm, then associated entities are not assigned to a defined territory in it, but are instead flagged "Not Applicable" for the category. page, select the link for the category you want.
   3. On the displayed Territory Category detail page, select the link for the version you want. The Territory Version detail page is shown.

2. Use the RolesRoles are linked to security and personas in SalesConnect. Each role represents a group of operators who perform similar tasks and who need access to similar features. Each operator is assigned to at least one specific role. Roles may be included in security rules and in territory category definitions, too. tab of the Territory Version detail page to set roles for this version; only sales contactsA sales contact is a person affiliated with your company who is responsible for working with reps to encourage sales of your products. Sales contacts may be National Sales Managers, Regional Sales Managers, Internal Wholesalers or External Wholesalers. Some of the key functionality in SalesConnect revolves around tracking sales data for the territories and/or regions to which sales contacts are assigned. in these roles may be assigned to territories and regions in it.

   1. Select Add.
   2. On the displayed Choose Roles popup, select checkboxes for the roles you want to add, and then select Select. The Territory Version detail page is shown again, with the roles you selected listed on the Roles tab.
   3. Select Regional for each listed role that includes regional rather than territorial sales contactsAny individual person tracked in SalesConnect is a contact, which is one type of connection. So, reps, firm contacts, and office contacts—are all contacts. Partnerships and teams are also treated as contacts in SalesConnect, because you usually need to work with them in the same ways.. Only those assigned to Regional roles may be assigned to regions.
   4. Select Save.

   5. If necessary, for each listed role, set appropriate territory- or region-related data security options.

      These options affect the data that can be viewed and edited by SalesConnect operators who are linked to sales contacts that are assigned to territories or regions. If your sales contacts are not linked to SalesConnect operators, these options have no effect in SalesConnect.

      • Console View Security restricts operators to seeing sales figures only for their assigned territories or regions on the dashboardThe dashboard is the first page you see when you log into SalesConnect. It provides an overview of summary information related to trades and assets. and in most sales summaries.
      • View Security restricts operators to seeing only data within their assigned territories or regions; if selected, operators also see only their regional or territorial numbers on the dashboard and other sales summaries.
      • Edit Security restricts operators to editing only data within their assigned territories or regions.

      Use these options with care: when a version is current, if these options are selected, all operators assigned to territory or regional roles may have access only to firms, offices, reps, rep partnerships, teams, and trades in their assigned territories or regions. So, if any operator in those roles is not assigned to at least one territory or region in the current version, he or she may not have access to any firm, office, rep, partnership, team, or trade data. See Data Security Flags for more about how these security options may impact operators.

   6. Select Save.

3. Use the Territory Contacts tab of the Territory Version detail page to assign sales contacts to territories.

   You can also use the Territory Contacts tab of a Edit Territory page to assign sales contacts for a single territory.

   1. Select Add.

   2. Complete the displayed Add Territory Contact popup to choose the sales contactA sales contact is a person affiliated with your company who is responsible for working with reps to encourage sales of your products. Sales contacts may be National Sales Managers, Regional Sales Managers, Internal Wholesalers or External Wholesalers. Some of the key functionality in SalesConnect revolves around tracking sales data for the territories and/or regions to which sales contacts are assigned. to assign to a specific territory.

      Tips

      • You must select the type of sales contact you want to assign in Contact Type before you can select a specific sales contact in Contact.

      • Check Primary to make the selected sales contact the primary one for the selected Territory and Contact Type.

        This flag used to be used in SalesConnect to select the appropriate sales contact to use as the sender when an email was sent by an operator on behalf of a territory sales contact. Now, blast emailing from SalesConnect is no longer supported.

   3. Select Save.
   4. Repeat the steps above to assign sales contacts to all territories in the version you are working with. You can assign more than one sales contact to each territory, if appropriate. The number of sales contacts assigned to each territory doesn't have to be the same.

4. Use the Region Operators tab of the Territory Version detail page to assign sales contacts to regions.

   1. Select Add.

   2. Complete the displayed Add Region Contact popup to choose the operator to assign to a specific region.

      Tip

      • You must select the type of sales contact you want to assign in Contact Type before you can select a specific sales contact in Contact.

   3. Select Save.
   4. Repeat the steps above to assign sales contacts to all territories in the version you are working with. You can assign more than one sales contact to each region, if appropriate. The number of sales contacts assigned to each region doesn't have to be the same.