Defining Territories

Each territoryIn 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. belongs to a specific territory category versionA territory category version is one version—current, historical, or in development—of the definitions, rules, responsiblity assignments (of national sales manages and sales contacts to regions or territories) that have been developed for a particular territory category used in SalesConnect. Authorized operators can develop territory category versions to test new territory definitions; when appropriate, a version can be implemented, at which time it becomes the current version for a territory category. Historical versions can be used to review ways in which you balanced territories in the past; versions in development can be used to experiment with new ways of balancing territories. SalesConnect prevents you from making some changes to the current or previous territory category version, since this would in effect change territory rules that have already been or are currently being enforced.. Keep in mind that you can't add territory definitionsA territory definition specifies characteristics that define a named territory in a territory category version. Definitions can include countries, states/provinces, ZIP/postal codes, distribution channel and subchannel, firm association and other criteria, when appropriate. to territories in the version that is current, so the only way you can use such a territory is through territory locksA territory lock can be used to override automatic territory assignment for an office, rep, rep partnership, team, or plan sponsor. When you lock a territory for one of these connections, you must specify the territory to be assigned to that connection. When a territory assignment has been locked for a connection, any territory realignment process does not change the territory you have set manually.. To better understand how territories work in SalesConnect and the purpose that 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. serve, you may want to start by reading all of the topics in About Territories; you can learn more about territory definitions particularly in Territories.

1. Display the Territory Version detail page for the version for which you want to define territories.

   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 Categories 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. On the Territories tab of the displayed Territory Version detail page, select Add.
3. Complete the displayed Territory Add popup with basic information for the territory, and then select Save. (Unless you've already defined 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., you probably won't be able to complete Region yet.) The Territory Version detail page is shown again, with the new territory listed on the Territories tab. Repeat the steps above to add as many named territories as are needed.

4. Add definition details for the territories.

   Definition details for a territory describe the geographic and/or other criteriaIn a query, a criterion is a single point of comparison. For instance, one criterion in a query might be reps in the state of Michigan. Query and search criteria are based on properties in the primary SalesConnect objects associated with the type of connection or other record which the query or search finds. that will be used to assign connectionsConnections are entities; they're the different types of companies and individuals you may need to track. SalesConnect is set up to display information about the types of connections you care about, based on the roles to which you are assigned. to it. If you already have older versions with territory definition details set up for the territories in them, you can copy those definitions to use as a starting point for the version with which you are working, as long as you have already created named territories to "map" to the territories in the version from which you will copy. Or you can add new definition details individually.

   Copy definition details from another version

   1. On the Definitions tab of the Territory Version detail page, select Copy.
   2. On the displayed Copy Definitions from Another Version popup, select the version you want to copy definitions from, using the Category and Version fields. As soon as you've selected options, a table lists source and destination territories.
   3. Use the Define Territory Mappings from Source Version to Destination Version table to map the listed source territories to destination territories in the version you're working on. For each source territory, select an appropriate territory in the corresponding Destination Territory list.
   4. When you've finished with mappings, select Continue. The Territory Version detail page from which you began is again shown. The Definitions tab now lists the definitions you just copied and mapped. You can change the definition details, as needed.
   Add definition details individually

   1. On the Definitions tab of the Edit Territory page, select Add.

   2. Complete the displayed Add Territory Definition page with information about this definition detail.

      Tips

      • The Country, State (or Province), ZIP Start and ZIP End fields (or Postal Code Start and Postal Code End fields) are used to identify a specific geographic area. State may be included with a ZIP code range, if you like, but when a ZIP/postal code match is found during evaluation for territory assignmentOnce a set of territories within a particular territory category version has been made current in SalesConnect, those territories will be assigned to appropriate connections (offices, reps, rep partnerships, teams, and even plan sponsors, if appropriate). Territory assignments are based on the criteria in the territory category definitions, on firm applicability, and on whether an entity is locked or not. In SalesConnect, territory locks always override systematic territory assignments. Firm associations can be set at the territory definition level; separately, territory categories can be set to be applicable to particular firms. These settings are very different from each other, but both firm associations and territory category applicability affect territory assignments for entities., any definition record that includes only a state as geographical criteria is ignored.
      • You can include values for client-defined fieldsEach SalesConnect client may define up to 5 custom fields, known as client-defined fields. Only authorized client operators can set client-defined field descriptions and valid values for each client-defined field. One value for each of the defined fields may be assigned to each firm and rep. If a firm has a value for a particular client-defined field, that value will cascade to any new reps added in association to that firm. (Existing reps are not updated.) Operators can change assigned values for either firms or reps. as criteria in a definition, if appropriate.
      • If you need to use definitions that include ZIP or postal codes, try to use as few ZIP or postal code ranges as possible, to make territory assignment processing as efficient as possible.
      • Including a firmA broker/dealer firm (or broker dealer or broker-dealer) is a connection associated with intermediary business, typically a top-level organization in this hierarchy. Broker/dealer firms are also sometimes referred to as just "firms" or "brokers" or "dealers" or "financial institutions." Each broker/dealer firm may have one or more offices affiliated with it, and through these offices, reps may also be affiliated with it. A broker/dealer firm may have associated firm contacts, as well. Possibly the most critical information you can track for broker/dealer firms are aliases, also known as trading IDs. Aliases are the IDs that associate transactions with each broker/dealer firm. If you need to write queries or reports: The primary data for broker/dealer firms is stored in the Firm table. The Firm Alias table stores trading IDs associated with broker/dealer firms. at the territory definition level is very different from setting a firm's territory category applicabilityYou can indicate whether each active territory category is applicable to an individual firm. If a territory category is applicable to a broker/dealer firm, then connections (offices, reps, partnerships, teams) associated with that broker/dealer firm are assigned to territories in that category. If a category is not applicable to a broker/dealer firm, then entities associated with that firm will not be assigned to a territory in that category, but instead will be flagged as “Not Applicable” for the category.. Including a firm in a territory definition means that only those officesAn office is a connection in the intermediary business hierarchy, an organization subordinate to a broker/dealer firm. Offices are also sometimes referred to as "branches'; institutional firms have branches in SalesConnect. An office is affiliated with a single broker/dealer firm, and may have one or more reps directly affiliated with it. An office may have associated office contacts, as well. Possibly the most critical information you can track for offices are aliases, also known as trading IDs. Aliases are the IDs that associate transactions with each office. If you need to write queries or reports: The primary data for offices is stored in the Office table. Information about office trading IDs is stored in the Office Alias table., repsA rep is perhaps the most important contact connection in the intermediary business hierarchy. Each rep is an individual who sells funds and is affiliated with an office (and through the office, with a broker/dealer firm). Reps may also be referred to as "financial advisors." Possibly the most critical information you can track for reps are aliases, also known as trading IDs. Aliases are the IDs that associate transactions and assets with each rep. If you need to write queries or reports: The primary data for reps is stored in the Contact and Rep Profile tables. The Rep Alias table stores trading IDs associated with reps., partnershipsA partnership is a contact connection in the intermediary business hierarchy, though it is really a name for a group of reps working together to sell one or more products. A partnership, sometimes called a rep partnership, is treated as a special type of rep: this means that most of the tools for working with reps may be used to work with partnerships as well. Most views of transactions associated with an individual rep generally don't include transactions or parts of transactions that the rep may have cleared as part of a partnership. Instead, these kinds of trades are listed only for the rep partnership. Each member's portion of rep partnership sales data is always based on the percentages currently assigned to each member; no long-term historical information about percentages is maintained. SalesConnect does not store any calculated trade or asset values based on rep partnerships. If you need to write queries or reports: The primary data for partnerships is stored in the Contact, Rep Partnership, and Rep Profile tables. The Rep Alias table stores trading IDs associated with partnerships as well as reps., and teamsA team is a contact connection, though it is really a group of individuals working together to achieve a common sales goal; a team may include reps and rep partnerships from the office with which the team is associated, but it can also office contacts and non-producing reps who support team sales efforts. that are associated with that firm and which meet all other criteria for the territory definition will be assigned to that particular territory. If firm association is included as a criteria for assigning a specific territory to offices, reps, partnerships and teams, that firm should also be set as one to which the category applies; if not, that territory will never be assigned to any entities associated with the firm. See Setting Firm Applicability for a Territory Category for steps for that task.
      • You can create more than one definition detail for an individual territory; it's usually necessary to do so.
   3. Select Save. The definition is saved, and shows on the Definitions tab of the Edit Territory and Territory Version detail pages. Repeat the steps above to add as many definition details as are needed for the territory.