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 to 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 |
|---|---|
Account Mix | Set a percentage mix of accounts within each sales territory that are maintained even if surplus accounts are moved to the unassigned node. |
Balance by field value | Balances records into territories based on the aggregation of the numerical value from a selected field. |
Balance by Metric | Balances records into territories based on the value of a selected metric. |
Balance by Number of Accounts | Evenly distributes the accounts between the territories. |
Group by Field Value | Records are organed records based on a specified value in a specified field. |
Maximize | 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. |
Minimize Disruption | Minimizes disruptions to existing records for sales representatives when new records are assigned. |
Weight by Field Value | Values within the selected field are weighted based on certain criteria. |
Weight by Metric | Components are weighted based on its significance, and then combined to calculate the overall metric by these weighted values. |
Weight by Number of Accounts | Records are weighted and the number of records is the sum of these weighted values. |
Smart Plan territory adjustments
When you reconfigure territories or reduce headcount within an active (exported) Smart Plan, without careful planning can trigger unintended, mass account reassignments to the Unassigned node or neighboring territories.
Node deletion
When you delete a node (remove a departing representative), Fullcast does not automatically redistribute those accounts to other active reps. Instead:
All accounts previously owned by that node are instantly moved into the Unassigned node.
If you commit these changes, Fullcast pushes that Unassigned status to Salesforce.
Once the change is pushed to Salesforce, Fullcast’s minimize disruption criteria locks the accounts in their new, unintended location (either the Unassigned pool or a neighboring territory).
Subsequent imports often fail to correct this because Fullcast only re-runs rules on records that have been modified in Salesforce. If those records haven't been touched, they remain in their new (incorrect) state indefinitely.
Safe Smart Plan reconfiguration
To prevent accidental mass-reassignment, follow one of the following workflows:
Removal
Identify the specific child node you no longer need.
Remove only that child node.
Update the Number of Territories to Build setting in your Smart Plan to match your new headcount.
Re-run Rules
If you must perform a complex restructuring, always re-run rules on the Unassigned node before you commit. This forces the system to calculate the correct ownership based on your updated hierarchy, ensuring accounts are placed into their new territories before the data is pushed to Salesforce.
Note
Always verify before you commit. Use the review screen to preview which accounts will be impacted. Once a change is committed and exported to Salesforce, Fullcast will not automatically fix these records during the next import unless they have been modified in Salesforce first.