Overlays are territories that derive their quotas from a collection of associated base territories that the overlay supports. A base territory in the territory hierarchy can have any number of subordinate overlay territories as children. However, an overlay territory can only have other overlay territories as children. Overlay quotas don’t roll up with base territory quotas.
Let’s look at an example of how Bikes in Motion might use overlay territories. The US East territory is aligned with all accounts in the eastern region of the US, and includes all products. However, the sales team also has a product specialist, Mike Mitchell, who specializes in the sale of racing bikes. Since racing bikes are a subset of all products, Mike’s territory would be an overlay of the US East territory.
To do this, we would start by creating an overlay type called Product Specialist. When creating the new territory, selecting the overlay type tells the system this is an overlay territory. From there, we can assign Mike Mitchell as the position and align the correct products, as shown in the image below.
Overlay quota distribution is always top-down, even if the base territory quota distribution is bottom-up.