Exploring SAP SuccessFactors Territory and Quota


After completing this lesson, you will be able to:

  • Understand SAP SuccessFactors Territory and Quota

Overview of SAP SuccessFactors Territory and Quota

To learn about SAP SuccessFactors Territory and Quota, watch this video:

The purpose of this training is to introduce SAP SuccessFactors Territory and Quota topics and tools. At the end of this course you will be able to configure and manage the following:

  • Organization data (Business Units, Participants, Positions, and Titles)
  • Accounts
  • Product Families and Categories
  • Geographies
  • Territory Programs
  • Quotas
  • AI Territory Optimization

SAP SuccessFactors Territory and Quota is an end-to-end solution that can simplify sales planning and empower business users to:

  • Design, optimize, assign, and manage territories based on opportunity, workload, account information, and geography.
  • Gain alignment between potential and sales capacity to maximize sales revenue.
  • Respond to market changes and sales representative turnover quickly to ensure no opportunity is lost.
  • Prevent over-allocation or under-allocation of accounts.
  • Ensure that every sales rep is productive by providing them with a strategic list of accounts to target in record time.
  • Use metrics such as historical transaction data and/or CRM opportunity data to ensure that quotas are set in a fair and scientific manner both for new businesses, as well as existing businesses.
  • Use AI recommendations to optimize the territory alignments and scenarios.
  • Use the Mapping App:
    • to generate heatmaps between the assigned and unassigned accounts and geographies to visualize the density of accounts aligned within the territories.
    • to summarize or transfer territory account alignments using the lasso feature to group multiple accounts and geographies on the map.
    • to create a polygon or draw any figure using the lasso feature to group a set of account alignments and compute the average drive time from a source account to a destination account.

Territory and Quota enables you to maximize productivity by speeding up the distribution of quotas, defining territories to deliver more revenue, and aligning corporate targets with the field. And each part of the sales organization can be involved in the planning process.

  • Administrators have a transparent way to create, optimize, and manage both territories and quotas.
  • Sales leaders can align individual targets with corporate goals and receive performance reports to analyze performance challenges and successes.
  • Sales representatives have a voice in determining their goals and sales quotas.

Data in Territory and Quota should be created in order, based on dependencies. Before you can begin to create any Territory Programs, you’ll need to have the following data elements configured first:

  • Business Units (Optional)
  • Organization data (Participants, Positions, Titles)
  • Accounts
  • Products
  • Geographies
  • Quota Targets

Some of these data elements (Business Units, Organization data, Calendars, Unit Types) are shared with SAP SuccessFactors Incentive Management. If your organization is using Incentive Management, it is recommended to add and edit the shared data only in Incentive Management. This is covered in more detail in the corresponding course units.

As we go through this course, we will see how to set up a Territory Program for a fictional sporting goods company called Bikes in Motion, which sells different types of bikes, cycling apparel and gear, and replacement parts. It sells to sporting goods stores, general retailers, and specialty shops globally through a team of Sales Representatives.

Until this year, Bikes in Motion has managed territories and quotas manually; however, with recent growth in their sales team and prospective customers in new markets, the team needs a tool that can manage complex territory alignments and calculate quotas based on historical sales.

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