Chapters

General & Geographic Fields

Logic Builder Fields

Account Family & Notes Fields

The Node Tree Navigator

Corporate Tree Tool

Examples, Tips, and FAQ

What is the Territory Model

The Scenario’s Territory Model is a hierarchical organizational structure that represents how your sales organization divides up customers (accounts) among your sales team. Think of it like an organizational chart, but instead of showing people and their reporting relationships, it shows territories and the accounts they contain.

For example, you might have:

Organization (Root)
├── North Region
│   ├── Northeast District
│   │   ├── New York Territory
│   │   └── Boston Territory
│   └── Northwest District
├── South Region
└── West Region

Each level in this tree is called a node, and each node can contain customer accounts and have sales representatives assigned to it.

Node Views

When you select a territory (node), you can view it in several different ways:

1. Info View: Edit the territory's logic and basic information like name, description, and settings
2. Role Assignments: Assign and view Roles for this Node and track their:
   • Type: Managers, Supporting Roles, and Territory Owners
   • Capacity: How many accounts they can handle (e.g., 100 accounts max)
   • Current Load: How many accounts they currently have (e.g., 85 accounts)
   • Utilization: What percentage of their capacity is being used (e.g., 85%)
   • Quota: Their sales target and proportion of the total is carried.
3. Balance Goals: Set up and manage rules for how accounts should be distributed across territories to maintain balance (e.g., equal revenue, equal account count)
4. Territory View: See all the accounts in the Node with full data tables, filtering, and the ability to move, change, and lock assignments manually.
5. BoogieBoard View: A pivot table view of territories and how they stack up to each other based on Balancing Goal and other metrics.

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Navigating inside BoogieBoard’s Node View

Each Node opens its own tab in the Territory Model builder. And each tab has its own navigation bar. You will use these tabs and navigation to access important information and steps along the territory planning process.

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Building the Account Hierarchy