Sales Territory Planning Example - Oracle Territory Management Implementation Manual

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Guidelines
In general, there is no limitation on territory creation. Create as many territories as
you want for your business. However, in considering the purpose of future territory
maintenance, for example, you need to modify territories due to sales, service, or
support people changes or relocations, as well as organizational changes. You need
to have a reasonable size of territories to minimize the efforts of territory
management.

4.2 Sales Territory Planning Example

This territory planning example utilizes best practices for a fictitious company with
a typical sales model involving named accounts and geographic territories with
overlay sales organizations.
What are your products and how are they differentiated?
I
Decide what qualifiers you want to use to assign objects to territories.
Decide on the hierarchy of territories.
Decide what qualifier values to use for assigning resources to territories.
Identify any overlapping territories and decide the order in which the
application chooses them.
Rank any overlapping territories from 1 to N to determine the order. A territory
with a lower number wins over a territory with a higher number rank. In case
of a tie, the assignment is made randomly.
Decide how many territories will win. For example, do you need one territory
to win, which can be appropriate for service, or multiple winners, which can be
appropriate for sales?
Decide if named account territories are needed.
Test the strategy before implementing territories throughout the company and
consider any future territory maintenance efforts.
Consider future territory maintenance efforts.
Remember that the first territory setup is not necessarily the
Note:
one that works best. You achieve optimum territory definition only
gradually after much fine-tuning to accommodate user reactions
and various interests in your organization.
Sales Territory Planning Example
Phase I: Territory Planning 4-3