It is very important to create balanced sales territories. Balanced territories will equalize the performance metrics and reflect the real performance differences as they avert unfair conditions. A balanced sales territory produces a solid foundation for building fair compensation plans that promote sales and motivation among SDRs. The balancer tool is used to create equal territories.
To configure reporting in the balancer chart:
Access your Fullcast instance and switch to the appropriate plan.
Click Balance Territories on the Territories tile.
On the parent territory, click the edit icon.
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Figure 1. Balancer Chart Configuration
Provide a title for the chart in the appropriate field.
Drag and drop a dimension from the available options in the left menu. This establishes which segments you want to balance.
Apply values for the X and Y axis, and Limit.
Drag and drop up to five metrics from the available options into the Measures space on the menu. This will configure the Balancer with your desired metrics and generate a chart.
Click on each metric to adjust the color, type of graph, order of the data that is presented, and the axis where the metric values will be represented.
Add a time-series metric in the Measures column to assess data along a certain timeline, e.g., Open Pipe.
Add filters to dimensions in the menu to select the data you want to visualize.
Select Plot to see your graph.
To see your chart in the tabular view, select the table icon on the top right of the Balancer tab.
To download a picture of your chart, select the download chart icon on the top right of the Balancer tab.
When is the Balancer Most Useful
The balancer is most useful when used at a lower hierarchy node, in an instance when you may be trying to balance opportunities for sales reps being given a similar quota to achieve.
The balancer tab in territories is a tool for creating equal territories. First, let’s look at the different functions within the balancer tab.
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Figure 2. Balancer Chart
Actions button:
Tools:
Refresh
Tag
Tabular View
Edit
Download
Data on the next hierarchy level down.
How to Use the Balancer Tool
Select the parent node of the territories you wish to balance.
Select the Balancer tab to see the balancing in up to two components:
Chart view
Tabular view
To balance territories, you can simply make the necessary changes, review the territories using the Balancer, and repeat this process until territories are balanced to your satisfaction.
Understand the Balancer Table
The balancer table provides more details that help analyze the data and make the required changes.
The list of territories under the selected parent.
The metrics being used for balancing are each represented as a column.
The balance by column - showing the balance between each territory by the respective metric.
The standard deviation shows you how many variances exist.
Figure 3. Balancer Table