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Sales Performance Management
Assign Units to Territories Based on Metrics

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Assign Units to Territories Based on Metrics

Maximize your company’s unique products and services when you incorporate attributes into unit formulas in Territory Planning. Analyze territories using metrics that, for example, combine and weight fields so you can prioritize sales of one product over another. Then use those numbers to inform your sales plan and assign accounts to territories.

Required Editions

Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available in: Professional, Enterprise, Performance, Unlimited, and Developer Editions with Web Services API enabled
User Permissions Needed
To modify alignments:

Sales Planning Ops Analyst permission set

AND

Query for Datapipelines User for Sales Planning permission set

AND

SF Maps Territory Planning for Sales Planning permission set
  1. Open an alignment and set the focus.
  2. In Settings, select Attributes | Calculated Attributes.
    Creating calculated attributes
  3. Click New next to the unit level.
  4. Name your attribute.
  5. Use the Attributes and Functions tabs to start building your formula. To add an aggregated attribute, select a value in Summarize Attribute. The value represents the aggregate for that attribute in the alignment. For example, selecting MIN for annual revenue references the minimum value for annual revenue in the alignment.
    Configure calculated attributes.
    This example combines and weights annual revenue from primary care locations and hospitals. A medical equipment company has high revenue from successful hospital sales. The company wants reps to spend more time at primary care locations. So, to prioritize primary care sales over hospital sales, the formula weights primary care sales higher. Then, when you take the total of the calculated attributes by territory, territories with higher primary care sales rank better.
  6. Click Add to Attribute Formula.
  7. Save the formula.
  8. Add columns for the calculated attribute to the legend.
  9. Optimize the alignment based on the calculated attribute.
    Result of calculated attribute
 
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