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Territory Planning Overview

Describes territory planning and how it's accomplished within Adaptive Insights as part of sales planning.

Available only with sales planning.

Territory planning helps you achieve your sales goals. Use it to create fair and balanced sales opportunities for your sales team. A territory should be big enough to meet a sales representative's quota. A territory shouldn't be so big that a sales representative can't cover it. An uncovered territory means uncollected revenue.

With Adaptive Insights you analyze and edit sheets, create geo maps, and other charts that model your sales operations.

How Territory Planning Works

Territory planning supports two approaches:

  • Named account assignment: You assign specific companies (named accounts) to sales representatives.

  • Rules-based assignment: You assign combinations of geographies, industries, or company sizes to sales representatives.

With either method, you can analyze your data and adjust your territories to see the impact of your changes.

Territory Planning Setup

First, you create sheets to model your business. Then, you import data from your customer relationship management (CRM) into the tables and sheets. Finally, the data and sales processes feed the charts that best represent your territory plan.

Territory Planning Dashboard

As an example, the territory planning dashboard below contains geo maps and a sheet for territory carving.

territoryplanninggeomapsheet.png

You can use the perspective context to filter or slice the data in a perspective to the level of detail you need. 

Dynamic Feedback

Through the course of your sales planning cycle, you adjust your sheets and charts to see how the changes affect your sales plan. Your changes can include:

  • Altering sales head count
  • Adjusting sales quota
  • Redistributing your sales representatives across geographies or industry types
  • Changing what geographical hierarchies make a territory
  • Accelerating new hire ramp-up so that new sales representatives gain responsibilities, faster 

As you make changes to your sheets, your adjustments feed into the charts, sheets, and assumptions that model the rest of your sales operations, keeping the other stake holders up to date.

Basic Steps to Set Up Territory Planning

  1. Create a modeled sheet and import your CRM data into it.
  2. Create custom dimensions for your territory hierarchy and add them to your modeled sheet.
  3. Create custom dimensions for your sales organization hierarchy.
  4. Create a sales roster modeled sheet and add your sales organization hierarchy relationships.
  5. Configure territory rules with dimension mapping.
  6. Create territory hierarchy cube sheet with your territory dimension on the vertical axis and accounts that are linked to your modeled sheet with CRM data on the horizontal axis. Make sure to suppress all rows when zero or blank.
  7. Create dashboards for region, theater, and territory carving.

Create geo maps and other charts to support territory planning. 

Import CRM Data 

You make decisions based on the data from your sales efforts. You likely store this data in a customer relationship management (CRM) platform, like Salesforce. The data includes customer ARR, total addressable market, bookings, etc.

At Adaptive Insights, you import your CRM data into modeled sheets created for this purpose.

See Create Modeled Sheets for CRM Data.

Create Custom Dimensions

As part of your sales planning model, you create dimensions that model your sales market.

Required Dimensions

Territory Hierarchy
Create custom dimensions for your territory hierarchy and add them to your modeled sheet. For example, create dimensions for Theater, Region, and Territory.
Sales Hierarchy
Create custom dimensions for your sales organization hierarchy that is also used with personnel planning. For example, a sales organization hierarchy might include: SVP, Region VP, and Sales Representative. 

Optional Dimensions

You can create any dimension you need to assign territories: Industry, product, market segments, account type etc. 

Configure Territory Rules with Dimension Mapping

Create territory rules using derived dimension values using the custom dimensions you created for your territory hierarchy. Your territory rules might include:

Theater
A custom dimension with values derived based on Country dimension.
Region
A custom dimension with values derived based on Theater, Country, and State dimensions.
Territory
A custom dimension with values derived based on Region, Country, State, and County dimensions.

See Dimension Mapping

Synchronizing Finance with Sales Planning

In some situations your company may have two instances of Adaptive Insights. One instance contains your financial model, typically managed by your finance organization. The other instance contains your sales planning model, typically managed by your sales organization. Information about your organization's financial model, like dimensions and attributes, synchronizes into your sales planning instance automatically every 15 minutes. Metadata also synchronizes the moment you refresh a dashboard containing a Sheet Chart. This means it's easy to get the sheets and assumptions of your financial model into Sales Planning once you are up and running.

See Model Sheet Links for more on how your finance modeled sheets link to your sales planning instance modeled sheets to refresh data. 

 

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