Viewing Accounts in a Territory as a Manager

Managers can use the Accounts screen to perform the following actions:

• Review the list of account assignments, targets and challenges against them
• Approve or reject challenges individually or in bulk
• Make challenges
• Move or progress the territory to a different state

The table on the Accounts screen contains all of the accounts in the territory, indicating any challenges against the account made by the end user.

Managers can review challenges made against accounts in the territory via the Challenge group of columns.

The channel groups of columns display changes made by end users to a target’s goals. Edits to target goals display with green up-arrows and red down-arrows, indicating whether the goal was increased or decreased.

Edits to target goals display within the goal columns as green up-arrows and red down-arrows, indicating whether the goal was increased or decreased.

Managers can select the Gear menu from the Accounts screen:

• Approve pending challenges
• Reject pending challenges
• Move the territory to the next lifecycle state
• Return the territory to the assigned roster member

Sorting the Accounts Table

To quickly view relevant groups of accounts, rows in the Accounts table are grouped into the following collapsible group rows:

• Account Assignments – Contains all in-territory accounts
• Drops – Contains all accounts that were removed from the territory for the upcoming cycle

Sort columns by selecting the sort button on the appropriate column. Columns initially sort in ascending order. To reverse sort, select the button a second time.

Sorting occurs separately within each of the two row groups. For example, if the manager selects to sort the list of accounts alphabetically, all rows within the Account Assignments group sort alphabetically, then all rows within the Drops group separately sort alphabetically.

Filtering the Accounts Table

Filter any column containing data by selecting the column header and entering the appropriate filter conditions.

You can apply multiple filters at once for even more specific table contents.

Remove a column’s filter by right-clicking the column header and selecting Remove filter, or select the Clear Filters button to clear all applied filters.

To quickly review and create challenges against specific accounts, managers can filter the Account column to search for an account within their territory.

Searching in the Accounts screen searches against the following information:

• The account’s formatted name
• All text-type account or address columns

Search terms are case insensitive and respect all applied filters.

Using the Territory Info Panel

Within the Accounts page, managers can select the Info link in the Info Panel to view metrics, key dates, and geography assignment changes.

Selecting a link within the panel filters the Accounts table, enabling managers to quickly view the related information. For example, to filter the table to only display Approved challenges, select the Approved link in the Challenges section.

Approving or Rejecting Challenges

From the Accounts screen, users can approve or reject challenges either in bulk or individually.

To select an individual challenges to approve or reject:

1. Navigate to the appropriate row in the table.

2. Select either the Thumbs Up or Thumbs Down buttons.

   

To select many pending challenges to approve or reject:

1. Select the check box for the appropriate rows. Select the check box in the column header to select all displayed rows at once.
2. Select either the Thumbs Up or Thumbs Down buttons in the page header.

If the pending challenge was a multi-faceted challenge, for example, if the end user created a Remove Account challenge on an account designated as a target, managers can approve certain aspects of the challenge:

1. Navigate to the appropriate row.
2. Select the More Actions dropdown button in the Actions column.

3. Select the appropriate action. Available actions are:

   • Approve “Add Account” Only – Displays if the end user created an Add Target challenge against an account outside of their territory. Selecting this option adds the account to the territory, but does not designate it as a target.
   • Approve “Remove Target” Only – Displays if the end user created a Remove Account challenge against a target. Selecting this option removes the target designation from the account, but keeps the account in the territory.

Location Based Targeting

When managers view the Accounts screen of a territory in an MC Cycle with Location Based Targeting enabled, each location associated with an account displays as a separate row in the table, along with a row representing the account without any associated location.

Managers can approve or reject pending challenges made by end users against accounts at specific locations using the Thumbs Up and Thumbs Down buttons.

The More Actions button in each row of the table enables managers to create challenges. The following target-level challenges apply to individual rows:

• Add Target – Only displays for rows not currently marked as a target in the upcoming cycle
• Remove Target – Only displays for rows currently marked as a target in the upcoming cycle
• Edit Goal – Only displays for rows currently marked as a target in the upcoming cycle

The following account level challenges apply to all rows belonging to that account because they are not specific to a location:

• Keep Account – Only displays for accounts currently marked for removal from the territory in the upcoming cycle
• Remove Account – Only displays for accounts included in the territory in the upcoming cycle

If the row representing an account without an associated location is a target, goals can be edited against any of the available channels. However, if a target is associated with a specific location, goals can only be edited against available channels based on the call2__v object.

See Reviewing Location-Based Challenges in Integrated Territory Feedback for more information.