Get a Better View of Your Sales Team with Territory Management

  • by Amit Khanna, Senior CRM Consultant, SAP America
  • June 15, 2007
Learn how you can use Territory Management to organize your sales force into groups, such as for products or geographical location. Setting up Territory Management involves a five-part process — see what steps you need to follow in each part to use Territory Management.
Key Concept

Territory Management, available with SAP CRM 4.0 and later, divides your sales market into territories according to criteria such as geographical attributes, products, or industry-specific groupings. It can help you determine who is responsible for a territory, which business partners belong to a territory, or which products to offer in a territory. You can store the responsible territory in business transactions — for example, in a sales order for Field Sales distribution — to ensure that the salespeople see only their own data.

Companies are looking for ways to manage their sales forces more effectively. Did you know that Territory Management in SAP CRM allows you to divide your sales force according to criteria such as market or geographical location? Furthermore, by using Territory Management in a sales scenario, you can set up SAP CRM to determine the sales team in the sales documents dynamically based on the sold-to party in the sales order.

Although Territory Management has been available since SAP CRM 4.0, there is limited knowledge in the field. Let me show you how it can help you plan your sales force deployment. I’ll share tips I have learned through my experience in implementing Territory Management and show areas where you could customize it to meet your business needs. To do this, I will walk you through five parts of implementing Territory Management:

  • Part 1: Configure the territory hierarchy

  • Part 2: Configure the territory attributes

  • Part 3: Configure the business partner functions

  • Part 4: Maintain the territories

  • Part 5: Assign authorization objects

I’ll use the example of a company, PC Works, which divides its markets based on country, zip code, and the revenue and industry vertical of the sold-to party. In this case, if the sold-to party in the sales document belongs to an industry vertical, then the system should determine two business partners in the sales document — the sales representative, based on the sold-to party’s zip code, and the vertical responsible, based on the industry to which the sold- to party belongs.

Amit Khanna

Amit Khanna has six-and-half years of experience with mySAP CRM. He joined SAP Labs India in February 2000 as a developer, where he managed a team 17 developers in the area of mySAP CRM. He moved to SAP CRM Consulting in June 2005 and is involved in several mySAP CRM projects.

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