Streamlining Quota Management with Territory Hierarchy in 2409 Release
Managing territories and quotas as an administrator or sales manager can often be complex and time-consuming. Your primary goal is to gain quick and clear insights into your territory programs, including factors such as quota distribution, pending quotas, and other key fields. With the new release, this task has become more accessible through enhanced table view configurations that allow for comprehensive visibility into your territory performance.
Key Benefits of the New Territory Hierarchy workspace
1. Gain Visibility into Quota Values by KPI
With the new enhanced Territory hierarchy workspace, you can easily gain visibility into both planned and distributed quota values for each territory in your program hierarchy. These quota values are broken down by key performance indicators (KPIs), giving you a granular view of the health and performance of each territory.
2. Identify Managers Who Applied Uplifts
A standout feature of the release is the ability to identify managers who have uplifted their sales rep quotas. You can quickly see which territories have applied uplifts to distributed quotas, ensuring transparency and giving you an overview of adjustments made within the team.
3. Validate Quota Distribution Statuses with Ease
The ability to validate quota distribution, acceptance, or request for change statuses is now seamless, provided your distribution workflow is enabled. By having these details easily accessible, you can ensure that quotas are being distributed and accepted as expected or address any issues that arise during the process.
Quick Steps to Enhanced Visibility
1. Access Quota Target Fields
The process begins with accessing the table configuration. By clicking into the table settings, you can view and select all the quota targets related to your territory program, including:
- Pending, distributed and baseline quota values by KPI
- Quota distribution status
- Uplift and distribution dates by territory and user
With these fields accessible, every quota target you’ve defined will be visible in this section, allowing you to stay on top of the status across territories.
2. Customizing Your View
To customize the view, you can select fields that align with your specific focus. Common selections include:
- Quota KPI Target i.e. Bookings, Revenue etc. – Each available KPI field is prefixed with the name of the KPI
- Pending Quota, Previous Quota, Baseline, Status, and Uplift – These fields provide a deeper insight into the process, showing pending amounts and any uplifts or adjustments.
You can even compare Top-Down and Bottom-Up quota values in a single view, making it easier to track whether the expectations set from the top are aligning with input from the sales teams on the ground.
3. Organizing Fields
Once you’ve selected the relevant fields, you can rearrange them by dragging them into your desired layout. This feature ensures the most critical information is easy to access and visually intuitive.
4. Save and View
After configuring your table, click Save Changes. The table will now display all the relevant quota-related information for every territory in your program, allowing you to:
- Instantly see planned and distributed quota values by KPI.
- Identify the current pending values, distributed values, calculated baseline quota and uplifts applied.
- Validate whether quotas have been distributed, accepted, or are in a state of requested change -> allow admins and managers to quickly identify bottlenecks in the process
Enhanced Comparison and Decision-Making
One of the biggest advantages of the new release is the ability to compare Top-Down and Bottom-Up quota values side by side (Previous Quota). This capability allows you to see where sales rep input might differ from top-level quotas and helps facilitate better decision-making. By having this information in a single view, administrators can easily spot inconsistencies, apply necessary changes, and ensure that territory quotas are both realistic and achievable.
Conclusion
The Territory Hierarchy workspace in the 2409 release gives administrators and managers enhanced tools to streamline quota management. Whether it’s tracking uplifted quotas, validating distribution statuses, or comparing Top-Down and Bottom-Up quota values, the platform makes the process simpler and more effective. This level of visibility leads to more efficient management, better decision-making, and ultimately, stronger sales performance across territories.
To learn more please refer to SAP SuccessFactors Territory and Quota Hep Portal - https://help.sap.com/docs/SAP_Territory_and_Quota?locale=en-US
