Working with Territory Fields

  • iPad
  • Browser

Territory Field management allows users to maintain and view territory-specific fields for a particular account. The Territory Field custom object (TSF_vod) stores data specific to an account and territory relationship. Many of the fields in this object are auto-populated from other processes; the fields cannot be deleted or modified. New fields can, however, be added to the object.

For example, Sarah Jones wants to know when the last interaction in her territory was made with Dr. Ackerman. She looks at territory-specific fields and sees the last interaction in the value for Territory 101. This section also contains information about whether Dr. Ackerman is a target for this specific territory.

Ensure initial configuration is complete before enabling this functionality.

Viewing Territory Field Information

To view territory information for an account, select the Territory Fields related list on the account record.

The Territory Fields (My Preferred Location) related list also includes business accounts the account is affiliated with through the Sphere of Influence and Account Hierarchy.

Updating Territory Field Information

Users with Create and Edit OLS for the TSF_vod object can edit territory field records. In addition, territory field information is automatically created or updated when any of the following occur:

  • At the end of the Account Wizard, one record on the TSF_vod object is automatically created for each territory and account profile combination, if any fields from the TSF_vod object are set as required on the page layout
  • When users create a call for an account, the TSF_vod record is updated for that account and territory when the call is saved or submitted
  • The YTD_Activity_vod and Last_Activity_Date_vod fields on the TSF_vod object are updated by a trigger on the Call2_vod object. The Last_Activity_Date_vod is set to the Call_Date_vod value from the call record, and YTD_Activity_vod is incremented by one.

    The account and territory combination on the TSF_vod record must match the assigned territory and account on the call for the record to update

  • When a ** field value, for example, Route_vod, is updated in an account’s Territory Fields related list, the TSF_vod record is updated as well

If there is an existing record on the TSF_vod object for the account and territory combination, the AccountTerritoryInfoLgtnVod Visualforce page displays and updates the existing TSF_vod record’s values.

If records do not exist for the account and territory combination, a new TSF_vod record is created. The Name field on the new TSF_vod record automatically populates with the Territory ID. Users can edit the record and change the name if they have Create and Edit OLS on the TSF_vod object.

Users receive an error message if they attempt to create a duplicate record. The External_Id_vod field on the TSF_vod object is a unique concatenation of the account and territory. A trigger on the External_Id_vod field prevents users from creating duplicate records.

Defining Territory Field Layouts by Account Type

Admins can customize TSF record layouts to display different information depending on the type of account selected. To define TSF_vod page layouts by account record type, create a TSF record type with the exact same API name as the corresponding account’s record type.

For example, to display different territory information for accounts with the Business_Professional_vod record type, create a record type on the TSF_vod object with the name Business_Professional_vod. Updating the account record type automatically triggers updates to the record type for the TSF records associated with that account.

The following fields on the TSF_vod object do not display on page layouts:

  • Created By
  • Last Modified By
  • Account_vod
  • Territory_vod

Defining Allowed Products by Territory

To enable organizations with parallel sales teams to appropriately align and target accounts with targeted product messaging, admins can define a list of allowed products for each territory. Users can only select product details, samples, BRCs, and promotional items included in the allowed products list when recording a call.

For example, Sarah Jones is assigned to Territory 101. The Allowed_Products_vod field on the TSF_vod record for Territory 101 is populated with Cholecap;;Labrinone. When Sarah records a call with Dr. Clinton Ackerman in Territory 101, she can only select either Cholecap or Labrinone from the list of detail products.

To define allowed products for a specific territory, populate the Allowed_Products_vod field with a double semicolon delimited list of product names. The product names must exactly match the product names in the Product Catalog. For example, Cholecap;;Restolar;;Labrinone

For more information on Allowed Products, see Defining Allowed Products.

Platform Specific Details

Using Territory Fields for iPad

On the iPad platform, territory specific fields display inline on the Account Detail page. Users in other territories can select an account to see their territory information. If territory field layouts are customized by account type, the order and type of TSF_vod fields displayed follows the appropriate layout for the account record type.

Users can edit territory-specific fields offline, if they have the appropriate permissions. Territory field records are updated when users populate TSF_vod fields. Unpopulated fields still display.

Once the Address_vod field on the TSF_vod object is populated, it is no longer updated when users save or submit subsequent calls for the account. This prevents the Address_vod value on the TSF_vod record from being overwritten.