Managing Territories

Objective

After completing this lesson, you will be able to create a Territory in SAP SuccessFactors Incentive Management.

Territories

A Territory is a named object defined by groups of categories and classifiers that is used to filter input to credit and primary measurement rules.

Territories filter transactions based on how they are classified. They can be used for a number of scenarios, but a common one is to allocate credit for a Transaction to a payee based on a criterion, such as the location, product or customer type.

Consider the scenario we saw earlier. Stacy, the Sales Rep for the western region, should get credit for any transaction in the US states of California, Nevada, or Arizona. Let’s add one more requirement: the transactions must also be for sales of bike products or accessories, but not repair services.

Stacy’s territory would be defined using the data in the category hierarchy we saw in the previous topic, and would look like (Bike Products OR Accessories) AND Western Region.

Territories:

Are defined using Categories and Classifiers.
Can be simple or complex.
Can be referenced in Credit or Primary Measurement Rules.

Best Practices for Territories

Use Parenthesis and Logical order of operations to make sure the statement is logically processed.
- For an AND condition, both parts must be true for the territory to succeed.
- For an OR condition, the match succeeds if either clause is true.
Never leave a Territory object Blank, this will cause errors in the pipeline.
Have a "dummy" Territory that evaluates as FALSE. You can then use this territory as the default for variables, which will prevent an error if a variable is not assigned.

Exercise: Create two territories: Services_Americas and Services_EMEA

Business Example:

In this exercise, you will create two territories that will be used to allocate credits to our Services Sales Representatives in the Americas and Europe. Later, we will use these territories to allocate credits in a compensation plan..

ExerciseStart Exercise

Steps

From the home page, select Compensation Elements in the Manage Plans tile.
Select Territories.
Select Create.
Select OK to accept the default Effective Dates.
Enter T_Services_Americas in the Name field in the Territory Details pane.
Set this Territory to reference all geographies under the Services category:
- Click the first placeholder in the Expression box within the Territory box in the Territory Details pane.
- Type Category and select reference: Category.
- In the same placeholder, enter Services, then select Category: Services: Products Tree.
Add another condition to reference the Americas category of the Postal Codes tree.
1. Select the second placeholder.
2. Type AND and select And from the dropdown list.
3. In the third placeholder, type Category and select reference:Category.
4. Type Americas, then select Category: Americas: Postal Code Tree.
5. Select Create.
Repeat the steps above to create a second Territory called T_Services_EMEA that includes the Services product category and the EMEA Postal Code category.

Summary

Territories are named objects defined by categories and classifiers, used to filter credits and primary measurement rules.
They can be used to allocate credit for transactions based on specific criteria such as location, product, or customer type.
As a best practice, avoiding leaving territories blank.

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