Managing Territories

If you'll be using Fullcast as a field manager or ops manager who is moving accounts, carving territories, etc. this video is a must-see!

Video: Managing Territories

In this video, we'll walk through managing territories in Fullcast, including moving accounts manually, editing rules, rerunning rules, and committing changes. We’ll use the scenario of adding two new territories to an existing segment to demonstrate these concepts.

Moving Accounts Manually

One way to build new territories is to manually move accounts from existing territories into new territories. There are two ways to manually move accounts. 

1. Drag and Drop: You can simply grab an account in the grid and drag it to the desired territory node. When moving accounts manually, Fullcast will prompt you to mark them as named exceptions or named accounts.

2. Checkbox: Another method is to use the checkbox to select multiple accounts, and then click the "Move" button above the grid to choose where to place the accounts. Again, you'll be prompted to mark the accounts as named exceptions.

📋 For more information, refer to How to Use Named Accounts and Exceptions.

Editing Rules

Another way to create new territories is by editing the rules used to create the territories. In the video example, he had originally used a Smart Plan to create five territories. To create the new territories, you can simply change the number of territories in the smart plan configuration from 5 to 7. When you do this, you can leverage one of the most powerful features of Fullcast’s smart plan, which is "Minimize Disruption." Minimize Disruption allows you to set rules, such as for which accounts need to remain with their existing owner. You can save and confirm these changes to create new territories without manually moving any accounts. After making these changes, be sure to rerun the rules to move the accounts according to the new rule.

Rerunning Rules

Whenever you make changes, it's necessary to rerun the rules to see the impact of the changes. When rerunning the rules, you need to choose whether to apply the rules to named exceptions. In this case, we want to keep our exceptions where we put them, so we select "Exclude both."

Current, Proposed, and Difference Views

When you are considering changes to your GTM, you can use Fullcast’s Current, Proposed, and Difference views to easily assess the impacts of your changes.

• The "Current" view shows what is in your CRM
• the "Proposed" view shows any changes you propose in your Fullcast session
• the "Difference" view highlights the delta between them.

The difference view uses a red minus sign to show accounts that are removed, a green plus to show accounts that were added, and a red pen to indicate accounts that we have pinned as named exceptions.

Committing Changes

When you propose a change in Fullcast, such as adding new territories, a yellow dot will appear. Once you have finished making changes, the final step is to commit them. This ensures that the next time your scheduled export job runs, all the changes will be pushed to your CRM.