Oracle Fusion Territory Management Overview

Sales territories form the fundamental infrastructure of sales management because territories define the jurisdiction that salespeople have over sales accounts. 

The key features of Oracle Fusion Territory Management include the following:

• Territories serve as a basis for forecasting, quota distribution, compensation, and analysis of sales performance. Forecasts roll up according to the territory hierarchy.

• Use territories to assign resources and secure access to sales accounts, leads, and opportunities.

• Channel sales managers are assigned to partners and partner transactions within their territories.

• Define territories by logical boundaries called dimensions. Examples of these include geography, industry, product, customer size, sales channel, and organization type.

• Define territories by selecting a list of specific sales accounts or partners.

• Model territory realignments and perform what-if analyses to find optimal territory changes.

• Analyze metrics to understand the results of changes to the boundaries of each territory. View gap and overlap reports to see whether there are any undesired results.

• Use assignment preview to double-check that each territory is getting the right accounts. 

Territories are used to define the jurisdiction of responsibility of a salesperson over a set of sales accounts. Sales managers use territory proposals to change territory definitions. Managers can create more than one territory proposal and use metrics and graphs to compare and analyze their proposed territories for fairness, effectiveness, and alignment with current sales goals. Managers then activate the best territory proposals. 

The following diagram shows the use of territory proposals to add, change, and delete territories. After analysis, managers activate final territory proposals.

A territory, whether active or part of a territory proposal, includes several  elements. One or more dimensions, such as geography, define the boundaries of a territory according to selected dimension members, such as Europe or Asia. 

Every territory is assigned an owner and can have additional territory team members. 

The following figure shows two territories defined using the same two dimensions but different dimension members. Each territory has an owner and a sales team.

Territory Dimensions 

Dimensions are attributes that define jurisdictional areas of territories. For example, the geography dimension can be used to define territories by country or postal code. Territory dimensions are used to assign sales accounts, partners, leads, and opportunities to the correct territories. 

Each territory dimension is matched to an attribute of the object being assigned. Product and Sales Channel dimensions are matched to lead and opportunity attributes directly. The rest of the dimensions are matched to sales account attributes either when assigning sales accounts to territories, or when assigning leads and opportunities to territories, in which case the sales account for the transaction is used. All dimension values combine to define the territory areas.
For example, if Geography = United States and Product = Green Servers, then the territory boundaries are United States AND Green Servers. 

The dimensions available for defining territories are:

• Account

• Account Type - Named or Not Named

• Customer Size - From the Organization Size lookup

• Geography

• Industry

• Organization Type - The organization type hierarchy is from the customer classification module.

• Partner

• Product - A hierarchy from the Sales Catalog. Used to assign leads and  opportunities, but not accounts.

• Sales Channel - Used to assign leads and opportunities, but not accounts. 

Your administrator enables the dimensions your organization uses for defining territories. The administrator also selects the dimension members that appear in the selection list when defining territory dimensions. All invisible dimension members appear in an Others category in the selection list.

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