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Organizing the sales team into territories
Answer ID 2289   |   Last Review Date 03/18/2019

How do I organize my sales team into territories?


Sales Territories
Oracle RightNow Opportunity Tracking Cloud Service


Territories are used to define particular geographical areas as sales regions. You can configure a system of sales territories to work in conjunction with your organization's sales goals for a defined sales period.

You can add twelve additional levels of territories to Oracle RightNow Opportunity Tracking Cloud Service to further delineate the territories. For example, you could have an Eastern territory with specific states or cities as additional levels.

Sales representatives can select a territory on the Summary tab when adding or editing an opportunity. When adding or editing a staff account, you can specify a territory for that staff member so that when they create a new opportunity, their territory is pre-set.


To add or edit a territory or additional level use the steps below:

  1. From the Configuration items, click Opportunity Tracking > Territories. 
  2. Click the New button on the ribbon to Add  an new Territory. To edit a territory, click on the territory in the left panel. 
  3. Enter the Common Name and Language Name. Enable the visibility for the appropriate interface. If you wish, add notes to define the territory. 
  4. Click Save. 
  5. To add multiple parent territories in the same session, you must first press Ctrl and click the highlighted territory in the tree before clicking the New button.  
  6. To add an additional level to a territory, right-click the territory in the left panel and select Add Sub-Territory. Fill out the fields for the sub-territory.

When editing a territory, if any staff accounts are assigned to the territory, they will be listed in a display-only Accounts field.


To reorder a territory: Drag the item in the left panel until a line appears where you want the territory moved. When you release the mouse button, the territory will appear in its new position in the territory hierarchy.


To move a territory to be a sub-territory of another item: Drag the item to its new location. Note that the length of the line will change based on the level or you can drop the sub-item on the parent value. When changing the level of the territory, you must specify which opportunities will be moved with the territory. When the Update Opportunity window open, select whether all opportunities, active opportunities or no opportunities should be updated based on the new territory hierarchy and click Save.


To delete a territory or additional level: right-click the item in the left panel and select Delete. A dialog window will ask you to confirm the deletion. Click the OK button to confirm the deletion. To delete a territory that has additional levels, you must first delete the sub-levels before you can delete the parent territory.

Important! When you delete a territory that has opportunities associated with it, the territory is set to No Value for those opportunities. When the opportunity is next updated, you must select a new territory. In addition, deleting a territory will delete all additional levels associated with it. Use caution when deleting territories.

For additional information, refer to the 'Add or edit a territory or sub-territory' section in the Online Help User Guide documentation for the version your site is currently running. To access Oracle B2C Service manuals and documentation online, refer to the Documentation for Oracle B2C Service Products.