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Sales Performance Management
Establish a Hierarchy for Your Sales Plan

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Establish a Hierarchy for Your Sales Plan

Organize and coordinate your teams’ selling efforts when you specify your plan’s sales hierarchy in business units, sales roles, geographies, or other criteria in Legacy Sales Planning.

Required Editions

Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available for an additional cost in: Enterprise, Performance, Unlimited, and Developer Editions with Sales Planning in English only, and only if you have Web Services API enabled
User Permissions Needed
To establish hierarchies:

Data Pipelines Base User permission set license

Data Pipelines Base User permission set

AND

Sales Planning permission set

The number of nodes that you add within your hierarchy can impact performance. If you plan to add more than 100 nodes within any parent node, test thoroughly for performance issues. For the best performance, add no more than 100 nodes to any parent node.

Important
Important

Feature is scheduled for retirement as of Summer'26. See Sales Planning version 1 Retirement

  1. Open a sales plan that doesn’t yet include a hierarchy.
  2. To import a hierarchy from a CSV file, click Import, and then select the file that contains your data having as many as 1,000 hierarchy nodes. Finish the import process, and then skip to step 5.
    Option to import a CSV file that contains hierarchy data
    Or to create a hierarchy from scratch, skip to the next step.
  3. Click Edit Plan.
  4. On the Hierarchy tab, add as many as 1,000 hierarchy nodes to the levels that correspond with your sales structure. Then save your changes.
    Hierarchy that corresponds with your sales structure
  5. Review and adjust hierarchy items so that they reflect details in your sales structure.
    Hierarchy that appears on the sales plan
    The hierarchy appears on the sales plan.
 
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