Salesforce.com Certified Administrator

Advanced Configuration Options
Describe the Client Management feature
Describe the Territory Management feature
This feature let us to organize users into territories and provide access to accounts and their related opportunities and cases.

It is available in Entreprise, Performance, Unlimited and Developer and it is available only with Customizable Forecast (not with Collaborative Forecast, that is quite relevant) and not supported with the Winter 12 release of Forecast. In Professional Edition organizations, role hierarchy allows to manage certain roll-out of information (then your roles should be linked with territories)

Once Territory Management is settle down in your organization, Winter 12 release of Forecast is no longer in use.

What does Territory concept means in Salesforce?

A territory is a collection of accounts and users. The users have at least read access to those account regardless of who owns the account. Both accounts and users can exist in multiples territories.

Accounts can be added to territories manually or through account assignment rules

Configuring territory settings, users in a territory can be granted read, read/write, or owner-like access (view, edit, transfer and even delete records) to the accounts in that territory.

Not only can you control access to accounts for users in each territory, you can also control users’ access to the opportunities and cases associated with the accounts in the territory, regardless of who owns the records.

Several relevant points:

- Territory management only affects accounts and the standard objects that have a master-detail relationship to accounts. For example, opportunities are included in territory management but leads are not.

- Account ownership and its effect on record sharing remains valid and unchanged when territory management is in use.

- Accounts, opportunities, and users have territory fields. Accounts and users can be associated with multiple territories. An opportunity can be associated with only one territory.

What Territory hierarchies are?

First of all, breaking with preconceived ideas, a territory hierarchy does not have to be based on geography. It can be defined however you like, although many companies have a geographical territory hierarchy.

Territories exists in a set up hierarchy with as many nested levels as the company needs.

Enabling territory management for an organization, the forecast data is derived from the opportunities that are associated with the accounts in every territory. Users will have a different forecast for each territory to which they are assigned.


Differences between Territory and Role Hierarchies

Territory Hierarchy

- Is available by contacting salesforce.com
- Determines forecasts
- Supports assigning a user to multiple territories
- Affects account and opportunity reports
- Grants access to records regardless of ownership. Users receive whatever access is most permissive across both hierarchies.

Role Hierarchy
- Is available by default
- Determines forecasts Has no impact on forecasting when territory management is enabled
- Supports assigning a user to only one role
- Affects all other reports
- Grants access to records based on ownership. Users receive whatever access is most permissive across both hierarchies.

Territory Assignments

- Account and Opportunity might belong to different territories

- Opportunities are automatically assigned to a Territory

- Manually

- when created as a new one,to the same territory of the account if the creator belongs to it or has edit privileges and has not other territories in common with that account

- running account assignment rule, opportunities are assigned to same territory as the account they belong to when the opportunity does not have a territory and its account is added to a territory. When an account moves on another territory (except when account assignment rule prohibit opportunities from moving outside a gien part of the territory hierarchy

- When an open opportunity is assigned to a user that does not belong to that opportunity's territory, you are assigned to the territory with Active in Territory unchecked in the Assigned Users related list of the territory.

- When account assignment rules cause an opportunity to be reassigned to a territory to which the user already belongs to, it automatically becomes the owner of that opportunity if any of the following criteria is met:
- the user is the only member of the territory.
- the user is the only forecast manager in the territory.
- the user is the only territory member enabled for forecasting.
- if none of these criteria are met, the original opportunity owner is added to the territory as an inactive member

- Opportunities are not automatically assigned to the same territory as the account when an account is removed from a territory and not reassigned to a new territory in the same operation(the account's opportunities from the original territory no longer belong to any territories)Or an account is reassigned to multiple territories in one operation. The account's opportunities from the original territory no longer belong to any territories, unless the Confine Opportunity Assignment checkbox is checked.

- If the opportunity owner is not part of the new territory, he or she is added as an inactive member of the territory

- Manually assigned accounts are not evaluated when running account assignment rules. After they have been manually assigned to a territory, they remain there until they are manually removed from the territory.

Not implies a change of territory for an opportunity

- Manually assigning the opportunity's account to a territory
- Changing which account is associated with the opportunity
- Changing the account's territory as a result of account assignment rules if the opportunity and its account are in different territories
- Transferring the opportunity to a new owner.

To finish with this topic, undeleting an account or opportunity restores the territory assignment, but does not trigger the evaluation of account assignment rules. If account assignment rules changed while the record was in the Recycle Bin, the restored record may have territories that are not consistent with the new rules.


How does opportunity confinement work?

- If the Confine Opportunity Assignment checkbox is selected for a territory, the territory's opportunities remain in the territory or its child territories when you run account assignment rules, however, the following exceptions apply:
- if an opportunity's account moves to only one of the territory's children, then the opportunity follows the account and is reassigned to the account's new territory. This includes when an account moves to multiple territories and only one of the new territories is a child of the original territory.
- if an opportunity's account moves to more than one of the territory's children, then the opportunity's territory field is set to blank.
- if an opportunity's account moves completely out of the territory and its children, then the opportunity's territory field is set to blank.


To Manage Territories

The user permissions needed are:

"Manage Territories”
OR
You are a forecast manager, Forecast managers can manage territories is selected, and you are working below your position in the territory hierarchy.

Managing your organization’s territories involves the following tasks:
- Organize territories into hierarchies that represent your organization’s forecasting requirements and how users work in your organization.
- Configure organization-wide settings for territory management.
- Create new territories and edit existing territories.
- Assign users to territories.
- Define account assignment rules that evaluate accounts and assign them to territories.
- Select accounts from lists and manually assign them to territories.

About Customizable Forecast

Do you have Customizable Forecast enabled? - if you enter in Forecat tab and it says something kind of "Currently, no forecasts are set up in your organization. To set up forecasts, contact your Salesforce.com administrator." -> it is clear - Customizable Forecast is not yet enabled

Then to enable customizable forecasting:
From Setup, click Customize | Forecasts (Customizable) | Forecasts Hierarchy | Enable Customizable Forecasting.

This feature is not compatible with Collaboration Forecast


Enabling Territories Management

To enable territory management: “Manage Territories” user permission is needed
Your organization must be using customizable forecasting in order to enable territory management

Following steps:


1. In Salesforce, from Setup, click Manage Territories | Settings.
2. Optionally, change the organization-wide territory management settings that are configurable from the Territory Settings page.

Remarks:

there are two different options for enabling territory management, which depend on whether we want to retain or purge preexisting forecast data:

- Click either Enable Territory Management or
- Enable Territory Management from Scratch.

What the Enable Territory Management Button Does
When click 'Enable Territory Management', your organization’s current forecast hierarchy and forecast data are automatically copied to the territory hierarchy as follows:
- The name of your organization is set as the top of the territory hierarchy.
- For each role in the forecast hierarchy, a corresponding territory is created in the new territory hierarchy.
- Manual forecast sharing settings on the roles are copied to the new territory.
- Active Salesforce users are added to territories based on their roles.
- Opportunities are assigned to the opportunity owner’s territory.
- Accounts are not assigned anywhere in the territory hierarchy.

Until you add or edit territories, your forecasts will work the same as they did before you enabled territory
management.

What the Enable Territory Management from Scratch Button Does

When you click this button, the following occurs:
- All preexisting forecast data is deleted.
- An empty territory hierarchy is created.
- Using this button is only recommended when you are setting up a brand new organization in Salesforce that does not have an existing forecast hierarchy.

End of the topic so far (this contain has been founded on Summer'14)
Describe Advanced Currency Management
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