Only available with Adaptive Insights for Sales
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, territory 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 transaction tables and sheets to model your business. Then, you import data from your customer relationship management (CRM) into the tables and sheets. You connect the pieces with Object Modeling. Finally, the data and sales processes feed the charts that best represent your territory plan.
Territory Planning Dashboard
As an example, the territory planning Geo (geographies) dashboard below contains:
1 a territory map chart of assignments
2 a sheet where you set territory assignments
3 a bar chart comparing customer count to sales opportunities.
You can use the perspective context to filter or slice the data in a perspective to the level of detail you need. The filter for the example above is set to:
- Level: East
- Currency: $USD
- MarketSegment: ALL
If you change the level from East to World Wide, the sheets and charts immediately update.
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.
To support territory planning, Discovery includes the following sales planning specific charts:
All of Discovery's other charts are also available for use in territory planning dashboards.
Basic Steps to Set Up Territory Planning
- Create a transaction table or a modeled sheet and import your CRM data into it.
- Create custom dimensions for sales reps and geography.
- Create a modeled sheet to assign territories to sales reps.
- Create a cube sheet for opportunities. The sheet display sales opportunities per sales rep based on your CRM data and the assignments you created with the modeled sheet.
- Complete Object Modeling to bring the CRM data and the territory assignments together in the cube sheet.
- (Optional) Create your territory map charts and other charts.
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 transaction tables or modeled sheets created for this purpose.
Transaction tables for CRM need very little setup. Modeled sheets are more complex. Use modeled sheets if you have over five transaction tables, or if you use sales regions for territory assignment.
Create Custom Dimensions
As part of your sales planning model, you create dimensions that model your sales market. You load the dimensions into the territory assignment sheet and the opportunities cube sheet.
- Sales Rep: The Sales Rep dimension must have dimension values that correspond to each sales rep's name.
- Geography: The Geography dimension must have dimension values that correspond to specific areas of geography. You can create hierarchies, such as states, cities, area codes, and zip codes.
You can create any dimension you need to assign territories: Industry, product, market segments, account type etc.
Create a Modeled Sheet for Territory Assignments
Create this sheet to assign specific sales reps to various territories. In the modeled sheet, each dimension you add is a column. The cells have drop-downs with the values of that dimension. From the Sales Rep column, you select a sales rep name. From the Geography column, you select a value. This is how you assign the area to that rep.
Create a Cube Sheet for Opportunities
This cube sheet serves two purposes once you set up object modeling:
- Displays sales opportunities for each sales rep.
- Powers the Territory Map chart in Discovery.
The example opportunities cube shows forecasted ARR and opportunity counts. You can filter by level, sales rep name, industry or stage, and you can pivot the sheet to see various slices of your data.
Complete Object Modeling
Object modeling connects all the parts you created in the previous steps. It tells Adaptive Insights what data to pull from where in the model. This step lets the cube sheet display the opportunity data.
See Object Modeling.
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.