Territory Management – LSI

Learn about territory management.

You can assign sales reps and account managers to accounts and persons in a range of functions.

Select (Settings) > Maintenance > Territory Management to access the territory management settings.

Select (Master Data) > Account Manager to display an overview of all assigned account managers.

All account managers assigned to an account and persons linked to the account are displayed in the Account Manager node in the account tree (Account-related and Person-related tabs).

Account managers assigned to a person are displayed in the person tree: Roles node > desired person > Related Data: Account Manager tab.

Account managers assigned to a persons are displayed in the account tree: Persons node > desired contact person > Account Manager node.

Note: The data you can access depends on your role. By default, sales reps can only view accounts that they are responsible for in the search, for example. For more details, contact your administrator.

Adding Account Managers Manually

You manually or automatically add account managers in the Account Manager info area, see Allocating Account Managers.

To add account managers manually:

  1. Switch to the desired account (account tree > Account Manager node, Account-related tab) or person (person tree > Role node > desired role > Related Data, Account Manager tab).
  2. Click on (New).

  3. Enter the Account Managers. You can also enter a Region Manager and Sales Manager.

The Manual field is automatically enabled for records that are added manually. If an account manager record is added automatically, the Manual field is enabled automatically if the record is subsequently edited.

Note: You need appropriate access rights to be able to add account managers manually.

Allocating Account Managers

As a rule, account managers are allocated based on a customer’s address. Reps area assigned to accounts based on the geographic settings (Country field and postal code range) defined in the Allocation info area. The From Micro brick No. and To Micro brick No. fields can also be used. You can add multiple allocation records with different account managers for the same postal code range but with different microbrick numbers. The microbrick number is compared to the MicroBrick No. entered in the account. If a microbrick number is entered for an account, the postal code is ignored even if no allocation record is found for the microbrick number.

Select (Settings) > Maintenance > Territory Management and use the Allocation and Allocation Configuration tab to define how account managers are allocated.

Use the Allocation Configuration tab to define business areas for accounts and persons based on the account type, specialty and allocation code.

Use the Allocation tab to assign account managers to accounts and persons based on the business area and address (e.g. country, postal code).

Note: Account managers can only be assigned to accounts and persons linked to an account. The specialty and allocation code apply to persons.

Allocation Configuration

Use the Allocation Configuration info area to allocate accounts and persons to a business area. Use the Specialty field to further limit the allocation for persons (e.g. "Practice" account type and "Sports doctor" as specialty).

Account managers are assigned to accounts instead of persons if only the Business Area and Account type are entered in the business line. If you also enter data in the Specialty or Allocation Code fields the account manager is allocated to persons.

Allocation

Use the Allocation info area to determine which account managers are responsible for which countries and business areas. You can also define postal code and MicroBrick ranges.

You can further subdivide MicroBrick and postal code ranges. In this case, the smallest range is used.

Example: Sam Shine is responsible for the post codes from "75001-75020", but Warren Teed is responsible for "75010-75013". Consequently, an account with the post code "75012" is assigned to Warren Teed.

The geographic MicroBrick number allocations take precedence over postal codes.

You can also allocate up to 8 reps to an account.

Allocating Reps

Account managers can be allocated automatically in several ways:

  • Click on the Allocate button on the Allocation Configuration tab in the Territory Management area. Account managers are then assigned to accounts and persons according to the defined settings.
  • By adding new accounts and persons
  • Accounts Whenever an account or person is added or edited (the Account type, address and MicroBrick fields in an account record, the Specialty and Allocation code fields in a person record).
Note: You can enter more than one account type for accounts or specialties for persons. As a result, multiple account manager records are added. Account managers added or edited manually (i.e. the Manual field is enabled) are not updated, see Adding Account Managers Manually. For more information, contact your administrator.

The system checks the following:

  • Whether a record exists in the Allocation Configuration info area where the Account type and Specialty (or Allocation code) fields are the same as in the person or account record.
  • Whether a record exists in the Allocation info area for the same country and where the MicroBrick or postal code ranges match the data entered for the account or person.
  • Whether the business area in the allocation record matches the business area in the allocation configuration record.

If all three of the above conditions are met by an account or persons, an account manager record is automatically added using the rep entered in the allocation record for the business area.

If you restructure your sales team, you only need to update the entries in the Allocation and Allocation Configuration info areas, and click on Allocate in the Allocation Configuration info area to reallocate the account managers. The account managers are updated.

You can also add or delete records to change the allocation criteria or add territories.

Several account manager records can be added for an account or person, for example if several specialties are entered for a person, meaning that reps from various business areas may be required.