Google+ SAP CRM Territory Management - SAP ABAP

SAP CRM Territory Management

Customer Relationship management with SAP Territory Administration allows you to structure and set up your sales market by dividing it into territories according to criteria of your alternative (corresponding to size, distance, revenue, merchandise or variety of visits). Whereas the organizational model reflects the inner view of your organization, the territory hierarchy displays the market view. Changes to the territory hierarchy usually occur more steadily than changes to the organizational model. The customer base can improve or lower, and territories should be resized or reallocated to accommodate this to guarantee that a gross sales representative has the appropriate workload.

Cut back bills: Working a discipline sales force is likely one in all the costliest components confronted by a company. A well defined territory structure with the associated tasks can assist you reduce these costs.
  1. Enhance customer support: Assigning prospects to territories and the related sales particular person ensures that all of your prospects are taken care of in the absolute best way.
  2. Assess and motivate employees: Sales staff may also be evaluated based on the goals they have reached of their territories.
  3. Optimize organization: Territory administration can be used to distribute knowledge correctly and thus control the sales drive’s access to data. Moreover, it is essential you can shortly determine who's responsible for which space, for instance, discovering the proper sales representative during a customer phone call.
  4. In Territory Hierarchy Planning, you may create and define your complete territory structure.
  5. In Territory Upkeep, you keep your territory hierarchy up-to-date (for example, create a new territory or delete an previous one, change or add validity interval or attributes. You additionally keep worker assignments right here (for example, substitutions).
  6. In the Enterprise Transaction, the territory may be decided from the worker responsible or from attributes of a business accomplice (for instance, bought-to).
  7. In Territory Evaluation, the sales supervisor can analyze his territory and employees using different criteria.
The market segment is defined by attributes that describe its responsibility, resembling the following:
  1. Geographic locations (for example, by postal codes)
  2. Merchandise and product lines
  3. Directly assigned enterprise companions (for instance, key accounts)
  4. Person-outlined attributes
  5. A combination of attributes
  6. Territory Administration provides enterprise worth and presents these outcomes:
  7. Precise monitoring and management of your sales drive
  8. Optimum coverage of your gross sales territories
  9. Improved customer support
  10. Fast adaptation to adjustments in a fast-changing world
Territory Administration enables you to structure and organize your sales market by dividing it into territories based on standards of your alternative (reminiscent of dimension, distance, income, products, number of visits). These territories are structured in a territory hierarchy. A hierarchy of territories used in Territory Management. It might possibly comprise a quantity of ranges, for instance:

  1. Level zero: Country
  2. Stage 1: Product Line
  3. Degree 2: Area
  4. Level 3: Space
The territory hierarchy has a validity interval, which lets you create territory hierarchies for the
future and maintain a historical past of previous hierarchies.You probably can outline the territories using information from SAP CRM or an exterior planning tool. The information from the external planning software is imported to SAP CRM with an open import interface. Attributes describe the responsibility of a territory. You can easily activate the attributes you need.You may divide your sales market into clear and well-outlined territories. You may define the territories using information from CRM Enterprise or an external planning tool. A territory has attributes that describe its scope, for example:
  1. Geographic locations (for instance, location by postal code)
  2. Products and product lines
  3. Immediately assigned enterprise companions (for example, key accounts)
  4. A mix of attributes
  5. For larger flexibility, you can define your individual attributes.
To define who's accountable for a territory, you must link your staff with the territories through the HR Place in Organizational Management. You may assign employees completely or for a particular time period. You assign an worker to a territory via the worker's position. This makes it easier to assign another worker to the territory if the primary employee is away from the office or has left the company. Whenever you change this information in the organizational model, this info is mechanically thought-about in the territory in CRM Enterprise.You probably can carry out planning, analyze sales figures, and monitor performance of the territories and the
salespeople.You may change the territory hierarchy when territories should be redefined to accommodate the changing gross sales market.

You'll give you the chance to export the info to exterior planning instruments using an export interface.When you create a enterprise transaction, the system robotically determines the territory for the business transaction.If you create a business transaction in CRM Enterprise and enter an employee accountable within the header or within the item, the system robotically determines the territory for the enterprise transaction. If the worker is assigned by way of the place to a quantity of territories, the system displays a dialog box from which you will find a way to choose the related territory. This data is located on the Companion tab within the header and the item. If an employee has a couple of territory, you'll give you the chance to choose the related one in a dialog box. You could assign the employee responsible to a territory. The system can decide territories on the premise of the companion operate category. You keep this within the Implementation Information (IMG) for Buyer Relationship Administration below

  1. Grasp Data ?
  2. Territory Administration
  3. Activate
  1. Territory Determination for Partners in Business Transaction . The usual setting is for companion perform categories 0005 (worker) and 0008 (person accountable).Based on the territory, the system can routinely decide the employee accountable in the enterprise transaction.In Customizing for Customer Relationship Administration beneath Primary Features
  2. Associate Processing
  3. Define Entry Sequences there is a new entry sequence 0030 (Preceding Doc ? Territory
  4. Management ? Person), based mostly on the supply (accomplice willpower origin) CRM_PARTNER_M (Enterprise Companion from Territory Administration).
  5. Primarily based on the attributes of the partner function source (within the new access sequence 0030, that is the sold to celebration), the system determines the territory.
  6. The system then takes the worker accountable assigned to the territory.


Queries had been developed to meet specific customer requirements, together with those from the pharmaceutical and shopper merchandise industries. These queries can be used to analyze your sales knowledge for territories:
  1. Plan/Actual Comparison for territories (with Strategic Enterprise Administration, SEM) compares precise and deliberate gross sales portions and internet revenues at territory level.
  2. Plan/Actual Comparison of Key Figures per Territory (with SEM) compares actual and deliberate quantities, gross revenue, discounts and web revenues at territory level.
  3. Variety of activities per territory
  4. Number of samples distributed per territory
  5. Contracts per territory
  6. Open sales orders and quotations per territory
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