Working with Territory Fields

  • iPad
  • Online
  • Windows

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.

At the end of the Account Wizard, if TSF fields were required on the page layout, one row in the TSF_vod object is automatically created for each Territory on each Account profile when one of the following takes place:

  • At the end of the New Account or New Record Type Wizard process, if Territory Fields are required on the page layout
  • After creating a call on the account
  • When a ** field value, for example, Route_vod, is updated in the Territory Fields section of the Account screen

If a row in Territory Field already exists for the Account and Territory combination, the Account Territory Info S-Control displays and updates the existing values.

Veeva CRM Lightning Ready does not support S-controls. Admins for Lightning Ready orgs should instead configure the AccountTerritoryInfoLgtnVod Visualforce page.

When these records are created, the TSF Name field populates with the Territory ID. Users can change the name. 

The YTD Activity and Last Activity Date fields on the TSF_vod object are updated by a trigger on the Call object. Last Activity Date is set to the value of Call Date on the call, and YTD Activity is incremented by one. Updates to the Territory Field object are performed only when the account and territory combination on the Territory Field record matches the assigned territory and account on the call.

The unique key, External_Id_vod__c, on the Territory Fields object is the concatenation of Account and Territory. A trigger is in place that prevents the creation of duplicate Territory Field records. The user will receive an error message if they attempt to create a duplicate record.

Using Territory Fields for iPad

CRM for iPad supports the ability to display territory specific fields inline on the account detail page. The underlying data is relevant to the account and the territory, so users in disparate territories who share accounts can see different values. The fields displayed can also be tailored by account record type.

Territory-specific fields can be edited offline. A territory field record is created if the fields are populated. Unpopulated fields still display.

Once the Address_vod field on the TSF_vod object is populated, it is no longer updated when a user saves or submits subsequent calls for the account. This prevents the Address_vod value from being overwritten in a TSF record.

Using Territory Field Management

To use this functionality, create a TSF record type named exactly as the record type of the TSF’s associated account. By introducing record types, a customer can view different page layouts when viewing the TSF record on the Account page layout based on the type of account being viewed. Updating the Account record type automatically triggers the update of the record type for the TSF records associated with that account.

The following fields on the TSF_vod object do not display on the page layout for the Territory section:

  • Created By
  • Last Modified By
  • Account_vod
  • Territory_VoD

The accounts in the My Preferred Location list include business accounts in the account hierarchy and also business accounts the account is affiliated with through the Sphere of Influence.

Product Alignment by Territory and Account

The Allowed_Products_vod field on the TSF_vod object allows customers to control which products can be discussed by users to specific accounts within Veeva CRM for each territory the account in question is aligned to. This enables organizations with parallel sales teams to appropriately align and target accounts with targeted product messaging. By populating the Allowed_Products_vod field on the TSF_vod record with one or more products, a user aligned to the Territory and Account of the TSF_vod record is only able to select the defined products when recording their calls against the account.

For example, Sarah Jones is assigned to Territory 101. The Allowed Products field for the records associated with Territory 101 is populated with the records representing the Cholecap and Labrinone products. When Sarah records a call with Dr. Clinton Ackerman in Territory 101, she can only select either Cholecap or Labrinone from the list of products.

The Allowed_Products_vod field controls the user’s ability to select Details, Samples, BRCs, and Promotional Items on the Call Report screen.

To define the allowed products for a TSF record, populate the Allowed_Products_vod field with a double semicolon delimited list of the product names, matching how they are defined in the Product Catalog. For example, populating the Allowed_Products_vod field with a value of Cholecap;;Restolar;;Labrinone those products as allowed products for the record.

Using Territory Fields for Windows

The user sees the default territory specific field (TSF) object entry displayed within the Account Details page. The layout of the TSF entry will match the layout displayed online.