In Pega Sales Automation, the territories, operators, and partners that are part of the sales team structure.

Territories

A territory is a hierarchical unit that organizes your sales team into groups, for example, a geographic location, a department, or a product line.

You assign operators to territories, and configure each operator's read, update, and create permissions (at the territory level) for the work objects that are used in the Pega Sales Automation application, including accounts, contacts, leads, opportunities, organizations, and households.

The following diagram shows a territory structure based on geographic locations:

When you set up territories for a new application, complete that setup before you configure operators. After you define operators, you can edit a territory to optionally select which operator is the forecast manager.

Configure territories to establish the structure for managing your sales team, for example assign people to the territories they are working in.

A Global Sales Ops operator can view and edit the entire territory tree structure. A Local Sales Ops operator can view and edit their primary territory and any children under that territory.

1. In the header of App Studio, launch the User portal.
2. In the navigation pane, click Territories.
3. To add territories, choose one of the following actions:
   1. To import multiple territories at once, use the data import wizard, and then return to the Territories screen to perform the optional steps.
      For more information, see Importing the data.
   2. To add one territory at a time, on the Territories screen, click Create territory, and then for each territory perform the optional steps.
4. If you set up a territory for one of your partners, select the Reserved for partner check box.

A Global Sales Ops operator can add operators and grant read, update, and create permissions to work objects that belong to any territory. A Local Sales Ops operator can add operators and grant read, update, and create permissions to work objects that belong to their primary territory and any children under that territory.

For more information about operators, see Pega Sales Automation entities.

1. In the header of App Studio, launch the User portal.
2. In the navigation pane, click Operators.
3. To add operators, choose one of the following actions:
   1. To import multiple operators at once, use the data import wizard, and then return to the Operators screen to perform the steps below.
      For more information, see Importing the data.
   2. To add one operator at a time, on the Operators screen, click Create operator, and then for each operator perform the steps below.
4. On the Operator Details form, complete the required fields, and then enter optional information for your implementation:
   1. For partner operators, enter a partner name in the Partner field.
   2. Click Password, enter a password for the operator, and then click Submit.
   3. Click Continue.
5. On the Operator Access form, assign the new operator to a territory:
   1. Select an operator type - persona.
   2. Map your operator to the territory or create a new territory.
   3. Click Finish.

1. Log in as a Sales Ops.
2. In the User portal navigation pane, click Tools.
3. On the Tools screen, click Time periodsCreate time period.
   For example, define the time period for the sales representative to close x number of opportunities, or to win x millions of USD within the set time frame.
4. On the Time period form, define the new time period settings.
   Note: Create the fiscal year time period first, and then create the quarters as children to the fiscal year. If you measure progress by month, you can add months as children to each quarter.
5. Click Submit.

• Set up your sales team structure