Balance territories based on account values or number of accounts present in each territory.
Adding a balance to territories allows users to access if their territories are equally distributed to their sales teams based on overall territory sales values or contacts count.
- First ensure to add your dataset containing the values you want to balance your territories on to your map.
- Select the Hamburger Icon and choose Balances.
- The balance window will then appear. Users can choose to add a normal or weighted balance. A weighted balance allows you to create a combined value, an index or a metric that’s important to your business.
- Select +Add Balance
- Add in the name of the balance.
- Select the dataset and column you wish to balance the territories on
- Select Complete
- A balance will now be added to the map and can be viewed within the territory panel
Add Weighted Balance:
A weighted balance allows you to create a balance attribute that is calculated on multiple values such as leads, opportunities and costs. For example you may value your leads at $50 dollars, opportunities $200 and existing accounts at $500. You can also use this calculated value with the Territory Optimizer to balance on the metrics that are key to your business.
- To add a weighted balance, select + Add Weighted Balance
- Add in the name of the weighted balance.
- Select the dataset and the columns you wish to balance the territories on.
- Insert the multiplier you wish to balance your criteria on
- Select Done and then complete.
- To switch between balances, select the balance drop down menu
- The balance percentage in your territory panel displays a percentage of the average. For example, if you have balanced on historical revenue, a territory that is exactly the average will show as 100%. If the territory is 5% lower than average, it will show as 95%. This makes it much easier to spot outliers.
- When altering your territory, you will be able to view the impacts of these changes on your territory (these impacts are against the last saved version of your territory)