Sherpa's Best Practices for Territory and Management Assignment

Territory Information/Manager Assignment

Best Practices for setting up territories is Zip + Named and Zoned + Named. These are the commonly used territory assignments that we recommend you utilize. Below are territory types and descriptions of how they work.

Territory Type: Select the type of territory or data that you want this user to have access to. You can assign territories based on Zip, SIC Code, or County.

Named Only: If you want this user to have access to named accounts only, with no default territory, select this option. Note: To assign a Rep to a named account – go to the record in the Accounts Tab and Assign the rep manually. In the Bulk Naming tool you have the option to assign named accounts to Reps.

County + Named: If you want this user to have access to a specific County and some Named accounts select this option. Once selected, you will enter in each County’s name

SIC + Named: If you want this user to have access to specific SIC type or Industry, and some Named accounts select this option. Once selected you will enter in the SIC type and select Add. Do this for all of the SIC types that you want this user to have access to.

Zip + Named: If you want this user to have access to specific Zip codes and some Named accounts select this option. Once selected, you will enter in each zip code and select add. Do this for all of the Zip codes that you want this user to have access to.

Zone + Named: If you want this user to have access to specific Zones (that have been set up in the Control Panel) and some Named accounts select this option. Once selected, you will enter in each zone and select add. Do this for all of the zones that you want this user to have access to.

The Sales Zones tab allows dealers who set territories by zones instead of postal codes to create the zone for the reps. Zips can cross over into multiple zones as well as rep, however, if a zip is included in multiple zones you will get a warning that both reps will be able to see accounts and will be used in both zones unless an account is named to a specific rep.

Region All + Named: If you want this user to have access to all accounts within their assigned region(s) as well as any accounts named to them.

Please note that when using Region All + Named that “All” in this case mean that even Named Accounts are now visible to the regular territory rep.

All: If you want this user to have access to the entire database, select All. This includes Named Accounts.

Region Information: Each User must be assigned to a Region. Regions can be set up as your branch offices or locations, or you can have one region for all locations. Select the region that this user is part of from the column on top (Regions Available for User). By clicking on the Region, it will transfer it to the column on the bottom (Regions to be Assigned to Users)

To remove a user from a region, click on the region on the bottom and it will move back up to the top.

If you have multiple regions, simply because a user is assigned to a specific region, it doesn't mean they will have access to all accounts within that region or mean they cannot have access to any accounts outside that region. A user can have access to any account outside of their territory with their name listed as a Primary rep or assigned rep

Sherpa Manager Layout with Regional Managers – Below is a diagram of how you would set up your Manager structure with Sales Reps, Sales Managers, and Regional Manager.

By Request Only Modules: If you would like the modules that are listed below turned on for your organization, please contact our support team at support@compasscontact.net

Default Rep to none when adding account- When adding in a new account, the rep with be defaulted to none. The account will be assigned to territory and not rep.
Can’t add rep/can’t replace rep- Sales reps will not be able to add reps to an account nor replace reps from accounts. Managers and above will only have this ability
Only Corporate Administrators can remove/add primary rep- Corporate administrators will be the only person to add and remove primary reps on accounts

Manager Assignment Examples

This area covers the Sales Rep/Manager assignment. Regardless of a Managers’ territory assignment, a Manager that is assigned over a specific Sales Rep or Reps in Sherpa, will always have access to whatever accounts those reps have access to. The Security Level denotes what areas and features of the database they can access. For Security and Territory specific information, see the Security and Edit Users section of the manual.

A Telemarketer with an “All” territory type can see all accounts and activities in the database, regardless of whether the account is named or not. If they have a restricted territory (any territory assignment other than “All”) then add them to a tier as a Manager over the reps that they market for and assign the Manager of those reps as the Manager over the Telemarketer. This will allow the Telemarketer to have access to the reps’ accounts, and schedule activities for them in addition to the Manager having access to their Team. You can give a Telemarketer a Telemarketer’s security level and still list them as the reps’ manager in order for them to see and have access to scheduling appointments for reps.

In the examples below, we are showing a Standard assignment of a Sales Rep and Manager.