As a multinational organization working in different geographies, having several product lines there is bound to be a complex and ever changing structure of sales teams aligned to cater to the sales operations across different customer classes.Under such scenario, it becomes increasingly challenging for an SFA application to keep the processes simple, effective and enabling the entire sales team with a harmonized process and at the same time, ensure that the Sales employee doesn’t get lost in an ocean of data in the system but is able to see only that data which is specific to him. For the managers higher up in the sales team, it is as important to see the correct set of data in the SFA tool to ensure correct monitoring of their sales team’s performance, track targets and budgets. More and more organizations are rearranging their organization structure to newer models like Matrix Organization model to improve competitiveness.
The document describes how SAP delivered standard functionality can be enhanced to effectively utilize the Territory management solution in SAP CRM to not only define areas of responsibility for Sales teams, but also extend the solution to define visibility of sales transactions to the people on ground. It also talks about combining the with Sales Organization structure to define the visibility to people in reporting hierarchy.
http://www.sdn.sap.com/irj/scn/index?rid=/library/uuid/c0dba3d0-7853-2d10-8da7-a72a23e6daba
