Request: How does territory assignment work in NetSuite, and how can I update lead, prospect, and customer assignments through sales territories?
Solution: Territory assignment in NetSuite follows a first come first served basis, and it is important to understand how it functions. Additionally, NetSuite assigns sales territories only to newly created lead, prospect, and customer records and does not automatically reassign entities previously assigned to a sales rep or sales team. However, NetSuite provides options to update territory assignments through sales territories.
To set up a sales territory:
- Go to Setup > Sales > Sales Management > Sales Territories > New.
- On the Configure Rule Definitions subtab, in the Apply Rule column, select a sales rule to apply to this territory, and then click Add.
- Click the Lead Assignment subtab.
In the sales rep field, select a sales rep, sales group, or sales team to assign this territory, and then click Add.
Note: If you do not use the Team Selling features, you can make a sales group appear in this list. Check the Sales Group box on an employee group record.
Updating Territory Assignments
If your company periodically updates lead, prospect, and customer assignments through your sales territories, there are two other options you can use:
- Keep Current Sales Rep – This option lets you choose to maintain the sales rep or team selected on lead, prospects, or customer records.
For example, if you use scripts to apply sales rules and territories, you can choose to not reassign records that meet some sales rules.
- Clear Sales Rep Assignment – This option lets you remove the assigned rep or team from leads, prospects, and customers who meet the territory’s criteria.
For example, leads with no recent activity can be promptly addressed. If you clear the Sales Rep field, your sales team can manually reassign them.
You can choose either of these options in the Sales Rep column on the Lead Assignment subtab of a sales territory.