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Adaptive Planning
Last Updated: 2023-06-23
Steps: Set Up Territory Planning for Sales

Steps: Set Up Territory Planning for Sales

Territory planning enables you to create fair and balanced sales opportunities for your sales team. We recommend that you use territory planning in conjunction with capacity and quota planning. You can use it to:
  • Ensure that territories are the optimal size to meet sales representative quotas and coverage capacities.
  • Identify uncovered territories with untapped sales opportunities.
  1. Create custom dimensions for your territory hierarchies.
    You can create any custom dimension you need to assign territories. Examples:
    • Theater
    • Region
    • Territory
  2. Create custom dimensions for your sales organization hierarchy.
    Examples:
    • Region vice president.
    • Senior vice president.
    • Sales representative.
  3. Create a customer relationship management (CRM) modeled sheet.
    You can use Adaptive Planning CRM modeled sheets to store sales data for planning purposes. Examples:
    • Customer annual recurring revenue.
    • Total addressable market.
    • Bookings.
    Add the hierarchy custom dimension and sales organization dimension to the sheet. Then import data from your CRM.
  4. Create a sales roster modeled sheet.
    Record the relationship of your sales organization to display how the sales organization rolls up.
  5. Configure rules to map the Theater and Region dimension values to the Territory dimension values.
    Territory rules automatically assign sales account data to the correct territory.
  6. Create a cube sheet for territory hierarchies.
    Add your territory dimensions to the columns and cube accounts linked to your CRM modeled sheet in the rows. Make sure to suppress all rows when zero or blank.
    This cube sheet displays the territory relationships.
  7. Create dashboards for region, theater, and territory carving.