Territory Rollouts

Once a particular in-development 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. is set up as you want it, you will need to roll it out, so that its 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. are applied to new and 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., and so that they will be applied to incoming transactions. This is called making the version current. But before you roll out a new version, you'll want to thoroughly test and validate it, so that you can minimize any unexpected impacts.

Territory Realignment Proposals

Proposing a 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. realignment to the new version doesn't make any changes to current 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. for 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., 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., operators, or transactions, and it doesn’t make your in-development version the current one. First, it detects and alerts you to any problems with your territory definitions (such as overlapping ZIP or postal code ranges, duplicate definitions, etc.), so that you can fix them. Any changes you make to territory definitions for the proposed version mean that you will need to propose the realignment again.

Once definition conflicts are fully addressed, you can review the details of the changes that would be made to the territory assignments for offices, reps, partnerships, and teams, to be sure you've achieved the results you wanted. You'll be shown those connections for which territory assignments will be invalid if the proposal is implemented, so that you can decide how to handle them. Typically, territory assignments might become invalid because those connections are currently locked into territories that will no longer exist under the new model. You can choose whether to add those territories into your proposed version, to manually change the territory assignments of those locked into the invalid territories, or to unlock the territory assignments of those connections, so that they can be systematically assigned to territories in the new model. You will probably want to review the proposal analysis again, after making such changes.

See Proposing a Territory Realignment for more information.

You can schedule each realignment. Realignments should be performed when the load on the database is low—after hours or on weekends, as making changes to territory assignments, as well as recording history for the last territory assignments can be a time-consuming and resource-intensive task.

After a realignment, all unlocked connections will have automatically been assigned to a territory for the realigned territory category, based on the current version's territory definitions. Connections for which the category is not applicable—because it does not apply to the 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. with which they are associated or because transaction definitionsBy default, when transactions are added to SalesConnect, they are assigned a territory for each territory category in use; the territory values are copied from the connection (usually a rep or partnership) associated with the transaction. If there is no associated rep or partnership, the transaction gets its territory value from the associated office. Transaction definitions allow you to further refine a trade's territory assignments during systematic resolution. Transaction definitions are associated with an individual territory category. They determine whether or not a particular trade gets the territory assignment (in that category) of the associated connection, based on additional data in the trade. If you use transaction definitions, you must ensure that they include criteria for all circumstances under which you want a specific territory to be assigned to incoming trades. rule it out—are assigned the value Not Applicable. Connections for which the category applies but no territory definition does, are assigned the value Unknown. Connections locked to territories that are still valid in the new version will be unchanged. Any new connections added after realignment are automatically assigned to the appropriate territory, based on the current version's territory definitions.

Once a version is in effect—is current—you cannot add, change or delete territory definition details for it. You can't change definitions for historical versions, either, since this would rewrite history. You can, however, change the version name or the notes for it, though. And for the current version, you can change the operators assigned to specific territories or 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. as needed. When you need to adjust territory definitions, you will need to begin with a new test version which you can perfect, propose and then implement.

See Performing a Proposed Territory Realignment for more information.