Setting Up Territory Categories

Each territory categoryA 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. represents a set of distinct 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. that you need to maintain. A category can represent a line of business or a product line, or any other meaningful division for which you need a set of territories.

To better understand how territories work in SalesConnect and the purpose that territory categories serve, you may want to start by reading About Territories; see Territory Categories and Applicability, Territory Category Versions, and Territory Rollouts in particular. See these topics:

• Adding a Territory Category
• Making a Territory Category Inactive
• Deleting a Territory Category
• Adding a Version for a Territory Category
• Setting Firm Applicability for a Territory Category

Adding a Territory Category

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 Add.

3. Complete the displayed Add Territory Category page to define the category.

   Tips

   • The next available number is suggested in Category. This number identifies the category when creating reports, for instance (as TERR plus the number, such as TERR1). Be careful not to change the number to one that's already in use.
   • Description is a labelA label is like a tag, a convenient way for you to mark records so that you can easily find and work with them later. Most labels are tagged to key connections. For instance, you could create a label called "Top Reps," and then assign this label to the top-producing reps with which you work. Since you can search for connections with a particular label assigned to them, you can easily retrieve the list of reps who have been assigned this label. However, you can also define transaction account labels that may be systematically applied to the transactions and assets imported to SalesConnect, so that it's easy to find and work with those transactions and assets later. for your reference; SalesConnect usually identifies the category by the description of its active version, once there is one.
   • Status determines whether the category will be shown in most of SalesConnect. A new category defaults to Active; accept that default so that you can use the new category. (Usually categories are set to Inactive only when you need to retire them.)
   • Any Notes you enter are available only to those who can define territory categories, versions, and territories.
   • Check Applicable to New Firms by Default if the territory category is one that should apply to most firms in SalesConnect. If checked, when you add a new 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., this territory category will be set as one that applies to the firm.

4. Select Save. The Add Applicable Firms to Category page is shown. You can use it set the existing firms for which this territory category is applicable, or you can set applicability later using the Applicable Firms tab of the Territory Category detail page or by editing individual firms.

   To set the firms for which this territory category is applicable

   1. List firms you want: Enter search 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. on the Add Applicable Firms to Category page, and then select Search. Results are listed lower on the same page.
   2. Select the firms to which this category applies. Select Add All to select all of those listed, OR select the checkbox for each firm you want, and then select Add Selected. This task is queued; you'll get an alert when it's completed. (The Applicable Firms tab isn't updated until the request has been handled successfully.)
   To continue without setting applicability

   • Select Cancel; the Territory Categories page is shown, listing the new category.

5. When appropriate, you can continue working with the category by adding and developing a set of territories (a territory category version) for it. See Developing a Territory Category Version.

Making a Territory Category Inactive

If you want to retire a territory category from use, make it inactive.

1. Using the Administration persona, 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. Select on the Category Information tab, to make these fields editable.
4. Select Inactive in the Status field.
5. Select to save this change.

Deleting a Territory Category

You may able to delete any territory categories which do not have territories and definition details. Once a version has been implemented (made current) for a territory category, that category cannot be deleted, though it may possible to make it inactive. See Making a Territory Category Inactive.

1. Using the Administration persona, 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 checkbox for the category you want to delete, and then select Delete. You may be asked to confirm the deletion; you will be warned if the category cannot be deleted if it has associated records.

Adding a Version for a Territory Category

1. Using the Administration persona, 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 Add on the Versions tab.

4. Complete the displayed the Add Territory Version page to define the version.

   Tips

   • You can copy the details from an existing territory version (if there is one) to use as a starting point for defining the new version: Select an existing version in the Copy From Version field. When you save your work, your request is queued, and you'll be alerted when the copy is complete. When the copy is complete, most details for the selected version—except for its version number, description, and notes—have been copied to the version you're developing. Version details can then be edited, as needed.
   • The Description is what operators see when territory categories are shown.
   • Any Notes you enter are available only to those who can define territory categories, versions, and territories.

5. Select Save.

   If you opted to copy an existing version, a message indicates that your request has been submitted. You will be alerted when the version has been created.

   If you opted to create a new version without copying from an existing one, a message indicates that your version has been created; it's shown listed on the Versions tab of the Territory Category detail page.

   Once the new version is available, you can begin developing it for use. See Developing a Territory Category Version for details.

Setting Firm Applicability for a Territory Category

Only the 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 firms to which a territory category applies are assigned territories in that category. (If a category is not applicable to a firm, then 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. associated with that firm are assigned the value Not Applicable for that category.) Firm applicability allows you to define categories for business that will never apply to some firms—or to define categories that will always apply to all firms.

1. Using the Administration persona, 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. Use the Applicable Firms tab to set the firms to which this category applies.

   Add firms to which the category applies

   1. Select Add on the Applicable Firms tab.

   2. Type or select criteria to use to search for firms.

      Tips

      • For some fields, you can select the type of comparison to use from a dropdown after the search field.
      • Suggested values may be shown as you type; you can select a suggestion or continue typing.
      • For paired fields separated by to, you can search using a range: The first (from) value must be lower than the second (to) value.
   3. When ready, select Search. Search results are displayed in a table lower on the page.
   4. Select the firms to which this category will apply: Select Add All to choose all listed firms, or use the checkboxes to select those you want, and then select Add Selected. You'll see a message indicating that your request has been submitted; when the request has been handled, you'll be alerted. (Please keep in mind that the Applicable Firms tab won't be updated until the request has been handled successfully.)
   Remove applicability from firms

   • On the Applicable Firms tab, use the checkboxes in the table to select the firms from which you want to remove applicability, and then select Remove Selected, OR select Remove All to choose to remove all listed firms. You'll be warned that this change will realign territories for connections associated with the selected firms, overwriting and removing their territory assignmentsOnce 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.. If you choose to continue, you'll see a message indicating that your request has been submitted; when the request has been handled, you'll be alerted. (Please keep in mind that the Applicable Firms tab won't be updated until the request has been handled successfully.)