About Territories

SalesConnect includes flexible territory definitionA 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. and management tools that make it easy for you to allocate 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. to each sales force you need to track, based on the right geography and 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.. When you define territories, you can experiment with a set until the allocation is exactly what's needed, before you begin applying and enforcing that territory set. Once implemented, the territory set is automatically applied to existing 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. (such as 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. and 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.), unless individual connections have been locked into particular territories 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.s are used to preserve important relationships or to preserve balance—you have very fine control over 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.. It's also possible to create zones within territories, so that your sales teamA 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. members can focus their efforts most effectively.

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