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Territory and Quota for Administrators » Territory Admin » Territory Programs

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Territory Programs

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Create New Program

Click Territory Admin > Territory Programs to view a list of existing Territory Programs that are within the default period displayed in the header. The Default Period filter defaults to the current day. Only territory programs that have a version that is, was, or will be effective on the date chosen for the default period will be displayed.

To sort the list, click the column name in the header. To filter the list, use Search

You can perform the following functions:

  • Create: Create a new Territory Program. 
  • Copy: Create a copy of a Territory Program.
  • Upload: Upload a Territory Program or Granular Quota spreadsheet to add a new program, or update the Program Status value.
  • Download: Download selected Territory Programs or download all.
  • Delete: Delete the selected Territory Program(s).
You can show and hide archived Territory Programs by selecting the Show Archived checkbox.

To create a new Territory Program, go to Territory Admin > Territory Program:

  1. Click Create to open the wizard.
  2. Complete the sections of the wizard, using the Next and Back buttons to navigate the sections. You can also use the links in the header to navigate to the respective section in the program configuration after you complete a section.
    • Name: Enter a descriptive name for the Territory Program.  This name is used to identify the territory program by the administrative as well as sales users. 
    • Calendar: Select a processing calendar that will be used in this program. The selected calendar will determine the structure of available periods and how they map to actual dates. Once the territory program is saved, this option cannot be changed. The T&Q application provides a default, month-based calendar, however, additional calendar schemes can be created for use with T&Q using the SAP Commissions admin portal.
    • Period Type: Select the top-level period for the territory program. This period determines the period for the primary quota or quotas managed by the Territory Program. 
      You can further break down quotas using dimensions and more granular periods within the program, but every territory in the program will have a quota by the period type you define here. Select from these options:
      • Month
      • Quarter
      • Year
    • Period: Select the period for the territory program. This is an actual period of time that the territory program will cover for which the territory hierarchy will apply and quotas will be assigned. Baseline calculations use periods preceding the one selected. The set of available periods is driven by the period type you previously selected. Select a period from the drop-down list.
    • Business Unit: Data security feature that can be used to provide another layer of data access security by segregating compensation data for different parts of the corporate structure. Business Units are defined by administrators using the SAP Commissions application.
    • Quota Setting Methodology: Select the quota setting methodology that will be used in this territory program. Both methodologies are ultimately iterative in nature but start at a different point. The Top-Down methodology enables you to set a single top-level quota for the topmost territory and then provides workflow and automation to allocate that quota to subordinate territories all the way to the sales representatives. The Bottom-Up methodology enables you to enter or calculate quotas for all the sales representative territories and then provides workflow and automation to roll these quotas up the territory hierarchy to determine overall quotas for the organization. Top-Down quota setting is typically leveraged for new businesses while Bottom-Up is typically used for established business maintenance. 

      See Quota Setting Methodologies for more information.

      Based on your selection of quota methodology (Top-Down or Bottom-Up), the following additional setup options are displayed:

Top-Down

  • Uplift Allowed: If enabled, the system will allow quotas with in the territory program to total to a higher value than the parent territory. If disabled, managers can only allocate the same quota to their territories that they are assigned.
  • Baseline: Define a baseline period that must be used for calculating the year over year growth percentages for prospective (pending) quota values based on historical performance in a territory over the baseline period specified. The baseline period always has the same period type as the territory program (yearly, quarterly, monthly, etc).
  • Baseline Periods: Enter the number of baseline periods. For year over year growth, typically one baseline period is used. If multiple baseline periods are selected, growth will be calculated based on the average performance of the baseline periods.
  • Sub-Period: Optionally set this value to adjust the scale of the slider control. This selection does not impact the baseline calculation.
Bottom-Up
  • Baseline Periods: Use the arrows on each side of the widget to adjust the period to define the baseline range. Enter the number of baseline periods.
  • Sub-Period: This is the level of granularity that is used to determine the start and end of the baseline period. For example, if the program period is annual, the sub-period could be quarterly or monthly. You can then select (using the arrows on the baseline range widget) the specific quarter or month that will be used for calculating the baseline.
  • Growth Target %: Set the default growth target for the program. Quota recommendations are made based a growth factor over historical performance during the selected baseline.
  • Attrition Relief %: This value is expressed as a percentage. It is applied to the result of the baseline + growth rate and is used to indicate the expected relief of the calculated quota based on the expected/planned business loss. This value should be 0% or more. For example, a 2% attrition relief applied to a $100,000 baseline and a 10% growth rate would equate to a resulting target/quota of $107,800. Or $100,000 baseline + 10% expected growth = $110,000 minus the 2% / $2,200 (2% of $110,000) = $107,800.
  • Quota Reduction Factor %: This value is expressed as a percentage. It reflects the reduction in the roll-ups of quotas as they are aggregated from subordinate territories. This allows a manager to have some relief if all subordinate territories did not perform at goal. This value should be 0% and greater.
  • Quota Allocation Dimensions: Quotas can be further broken down by dimensions such as account, time period, product, and so on. This allows managers to define quotas that take into consideration seasonality, account performance, product performance targets. Select from these parameters:
  • Account
  • Product
  • Period: Select a Period Type value
When you select Account or Product, you will also be required to select Period. In order to set quota breakdowns, the target must first be distributed.
  • Program Options: Select the checkbox to enable the setting:
  • Allow Managers To Adjust Historical Data
  • Use Adjusted Data For Year Over Year Growth Calculations
  • Allow Multiple Positions Per Territory (Splits): Uses split territories. Allows a single territory to be assigned to more than one position as a team. Admins and Managers can assign multiple positions to a territory
    and can define a split percent for each position. Managers may only assign a direct subordinate to a territory that they manage.
  • Require Split Territories To Add Up To 100%: Ensures managers do not inadvertently over assign split percentages to the positions in a territory. If all participants will receive 100% credit for business in that territory, then it is not necessary to select this option.
  • Require A New Version For Changes To Distributed Territories: Allows users to manipulate effective dates for territories, and territory alignments. When editing territories and territory alignments, users can save the changes as a new version, which allows the user to specify a new set of effective dates for when the changes that should take effect. Select this option if you want the changes made to territories (by managers in distributed territories) to be saved as a new version.
  • Allow Managers to create scenario: Allows managers to create scenarios. 
  • Allow Managers to edit rules: Allows managers to edit territory alignment rules.
  • Geography: Specify the geography hierarchy.
  • Program Options Effective Start and End Dates: Enter the effective start and end dates for the territory program. The start date is the beginning point in time, in which this record becomes effective within the system and is understood to logically exist. This is not necessarily the date on which the record was entered and/or otherwise modified. The End Date is the ending point in time, in which this record becomes no longer effective within the system and is understood to logically cease to exist. This is not necessarily the date on which the record was deleted and/or otherwise modified. Though the program is effective, sales managers/representatives can't see this until quotas are distributed.
  • Summary: Displays a summary of the Territory Program configurations. You can update an entry by clicking the field link beside a value, or in the header of the workspace.
3. Click Finish to save your new Territory Program.

Once created, the Territory Tree tab is displayed for the new Program where you can create your territory hierarchy. See Territory Tree for more information.


Note: T&Q leverages AI recommendations to optimize territory alignments and scenarios. See AI for Territory Alignments and Manage Territory Scenarios for more information.

Rationalize Territory Program status, with "lock" option for quotas/territories

The Administrator can set one of multiple statuses on a Territory program that can control how and when other Administrators, Managers and Sales Representatives can view/distribute and edit the Territory Programs.


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