Smart Plan has flexible criteria options and automated hierarchy rules to quickly and efficiently segment and balance territories (especially when carving rep-level territories or books of business) to fit your GTM plan.
Balance based on custom criteria
There are ten different criteria options to balance territories by. There are no limitations on the number of criteria that can be set, but the recommendation is to limit the criteria to no more than 5-7. Drag-and-drop the criteria in the order you want them prioritized when territories are balanced. Smart Plan processes the records based on a waterfall method where records that meet the top criterion are allocated first, then it moves to check and allocate records against the next criterion until all records are allocated or all criteria has been checked. Remaining records that do not match any of the criteria are allocated either to the unassigned node or evenly distributed based on what you select.
Criteria | Description |
|---|---|
Balance by number of accounts | Evenly distributes the accounts between the territories. |
Balance by field value | Balances records into territories based on the aggregation of the numerical value from a selected field. |
Balance by Metrics | Balances records into territories based on the value of a selected metric. |
Weight by number of accounts | Records are weighted and the number of records is the sum of these weighted values. |
Weight by field value | Values within the selected field are weighted based on certain criteria. |
Weight by metrics | Components are weighted based on its significance, and then combined to calculate the overall metric by these weighted values. |
Group by field value | Records are organed records based on a specified value in a specified field. |
Minimize Disruption | Minimizes disruptions to existing records for sales representatives when new records are assigned. |
Maximum | Set a maximum limit for a certain criteria that can be assigned to each territory so each territory cannot have more accounts assigned to it than the maximum limit specified. |
Minimize | Set a minimum limit for a certain criteria that each territory is required to have. While territories can have more accounts than the minimum, they cannot have fewer than the minimum limit specified. |