Assigning a Lead or Opportunity

This chapter provides an overview of sales representative assignment and discusses how to:

Assign sales representatives to a lead or opportunity.
Accept, reject, or turn back a lead assignment.
Assign partners to a lead or opportunity.
Reassign a sales representative's leads and opportunities.

Common Elements Used in This Chapter

New Rep (new representative)	Select the new sales representative to assign to a lead, opportunity, or account on a reassignment worksheet.
New Territory	Select the territory for the new sales representative on a reassignment worksheet.

Understanding Sales Representative Assignment

PeopleSoft Sales offers three methods of assigning sales representatives to the sales team for a lead or opportunity:

You can manually choose sales representatives or a sales team to assign to the lead sales team or the opportunity sales team.
You can use the assignment engine to generate a list of sales representatives from the highest ranked territories and then manually select representatives from the list.

The assignment engine uses options and criteria specified on the assignment group to determine the highest ranked territories.
You can use the assignment engine to select a sales representative automatically based on options and criteria that you specify on the assignment group.

See Understanding Assignment Groups.

Assigning Sales Representatives to a Lead or Opportunity

This section discusses how to:

Assign the sales representative.
Select sales representatives to assign.
Maintain data for the sales representative assignment.

Pages Used to Assign Sales Representatives to a Lead or Opportunity

Page Name	Object Name	Navigation	Usage
Lead - Assign	RSF_LEAD_ASSIGN	Sales, Search Leads Select a lead. Select the Assign tab.	Assign the sales representative to the lead.
Opportunity - Assign	RSF_OPP_ASSIGN	Sales, Search Opportunities Select an opportunity. Select the Assign tab.	Assign the sales representative to the opportunity.
Assign Sales Representative	RSF_ASSIGN_TEAM_L	Access the Lead - Assign page. Click the Assign Sales Rep button. The page appears only if the assignment configuration is set to manual selection.	Manually select sales representatives for the lead and specify the primary lead team representative.
Assign Sales Representative	RSF_ASSIGN_TEAM_O	Access the Opportunity - Assign page. Click the Assign Sales Rep button. The page appears only if the assignment configuration is set to manual selection.	Manually select sales representatives for the opportunity and specify the primary opportunity team representative.
Organization	RSF_TR_HTREE_SEC	Access the Lead - Assign or Opportunity - Assign page, and click the View Sales Organization button.	View the organization or territory to which the representative belongs.

Assigning the Sales Representative

Access the Lead - Assign page or the Opportunity - Assign page.

Note. The Assign page appears in the Lead component and in the Opportunity component. While the example is from the Opportunity component, the information provided applies to both leads and opportunities.

Note. If the lead was converted to an opportunity, fields are unavailable on the Lead - Assign page. Access the Opportunity - Assign page to update the data.

If you do not want to use the assignment engine, you can search for and assign a sales representative to the sales team of the lead or opportunity by using the Find by Name section of the page. Similarly, you can search for and assign a partner representative to the sales team of the lead or opportunity by using the Find Partner Rep (find partner representative) section of the page. Also, you can assign a sales team to the lead or opportunity by using the Add by Team section of the page.

Define sales teams on the Sales Team page.

See Setting Up Sales Teams.

Find Sales Rep (find sales representative)	Click to initiate the assignment engine. If you have set the assignment mode on the assignment group to Automatic Assignment, the system finds the best suited sales representative based on the assignment criteria, and enters that sales representative's data in the Sales Team Members section of the page. If you have set the assignment mode on the assignment group to Manual Selection, the list of sales representatives on the Assign Sales Representative page appears, so that you can select the sales representative to whom to assign the lead or opportunity. Note. If the lead or opportunity has one existing primary sales representative and the assignment engine returns a new primary sales representative, the system replaces the old primary representative with the new primary representative, and moves the revenue allocation from the old primary representative to the new primary representative. If the lead or opportunity has multiple existing primary sales representative and the assignment engine returns a new primary sales representative, the system adds the new representative, makes the new representative as primary, and keeps the existing representatives.
View Assignment Criteria	Click to display the assignment criteria on the page. Typically, you do not change the fields in the Assignment Criteria section. However, the system does allow you to edit the Industry, Region, Territory, and Tree Name fields.
Industry	The system populates this field with the industry, if any, associated with the customer on the Discover page.
SIC Code (Standard Industry Code)	Displays the SIC, if any, associated with the industry.
Region	The system populates this field with the region, if any, associated with the customer on the Discover page.
Territory	If you have used the assignment engine to assign a primary sales representative, the system populates this field with the territory associated with the primary sales representative.
Product Group and Product	Displays the primary product information from the Product grid on the Propose page.
Tree Name	The system populates this field with the default territory tree for the primary sales representative.
Assignment Group	Displays the default assignment group for the business unit.

Selecting Sales Representatives to Assign

Access the Assign Sales Representative page.

This page, with the list of candidates for assignment, is available only in manual selection assignment mode. Select the sales representatives and the primary representative for the lead or opportunity.

If you want to choose a sales representative that is not displayed, select a representative in the Sales Rep field and click the Assign Sales Rep button.

Select	Select to indicate the sales representatives to whom you want to assign this lead or opportunity.
Primary	Select to indicate the primary sales representative for this lead or opportunity. You can have only one primary.

Click OK to access the Assign page, which displays the primary representative's name, territory, and associated industry and region, if any.

Maintaining Data for the Sales Representative Assignment

Access the Lead - Assign page or the Opportunity - Assign page.

Sales Rep Info Tab

Select the Sales Rep Info (sales representative information) tab in the Sales Team Members section.

Primary	Select to indicate the primary member of the sales team. You can have only one primary, who should be the sales representative to whom the lead or opportunity is assigned. Only the primary sales representative will be listed on many pages for the lead or opportunity.
Team Role	Select the role of the sales representative on this team (for example, Legal, Partner, Manager, Team Leader, and so on). See Setting Up Sales Teams.
Sales User Type	Displays the sales user type associated with the sales representative on the Sales User page. See Setting Up Sales Users.
	Click to access the Organization page, where you can view the organization or territory to which the representative belongs.

Territory Tab

Select the Territory tab in the Sales Team Members section.

Tree Name

After a sales representative is added to the lead or opportunity, the system displays the primary tree for the sales representative as defined on the Sales User page.

Territory

After a sales representative is added to the lead or opportunity, the system displays the primary territory for the sales representative as defined on the Sales User page.

Revenue Percentage Tab (Opportunities Only)

Select the Revenue Percentage tab in the Sales Team Members section of the Opportunity - Assign page. On this tab, you specify how revenues for the opportunity are to be allocated among the sales team. Revenue allocations are required for forecasting and for compensation calculations when you integrate with PeopleSoft Enterprise Incentive Managements (EIM).

See Understanding Sales Forecasts.

Note. Revenue allocations are required for an opportunity to roll up into pipelines and forecasts. Only opportunities roll up into pipelines and forecasts. You cannot include leads in pipelines and forecasts. Therefore, the Revenue Percentage tab is part of the Opportunity component only. There is no equivalent Revenue Percentage tab for the sales team in the Lead component.

Typically, only sales managers and administrators have access to the Revenue Percentage tab. Access to this page depends on the setting in the user's sales access profile.

Allocation % (allocation percentage)

Enter the percentage of the opportunity's revenue that is credited to the sales representative. The sum of the allocation percentages must equal 100 percent.

Shadow %

Enter the percentage of the opportunity's revenue that is credited to the sales representative when calculating performance against quotas. The sum of the allocation percentages does not need to equal 100 percent. You can use this field to give a secondary sales representative partial credit for an opportunity's revenue.

Shadow Amount

Enter a dollar amount that is credited to the sales representative when calculating performance against quotas. The system calculates the total shadow forecast for a sales representative by multiplying the estimated revenue by the shadow percentage, and then adding the shadow amount.

Additional Details Tab

Select the Additional Details tab in the Sales Team Members section.

The system displays additional information about each team member, including company name, country code, and cell phone number. The information comes from the person record or Sales User page. If the team member is a partner, the information comes from the company record. If the team member is a partner contact, the information comes from the contact component.

Comments Tab

Select the Comments tab in the Sales Team Members section.

Enter comments here to further describe a sales team member.

Accepting, Rejecting, or Turning Back a Lead Assignment

You can accept, reject, or turn back a lead that has the status of New or Open. Lead workflow rules trigger the appropriate email or worklist notifications when a lead is not accepted or rejected within the maximum delay time associated with the lead rating.

This section discusses how to accept, reject, or turn back lead assignments.

Note. Only the assignment of a lead can be accepted, rejected, or turned back. You cannot accept, reject, or turn back the assignment of an opportunity. Therefore, the Accept/Reject Lead section appears on the Assign page in the Lead component only. There is no equivalent Accept/Reject page in the Opportunity component.

Page Used to Accept, Reject, or Turn Back a Lead Assignment

Page Name	Object Name	Navigation	Usage
Lead - Discover	RSF_LEAD_ENTRY	Sales, Search Leads Select a lead.	Accept, reject, or turn back a lead assignment.

Page Name

Object Name

Navigation

Usage

Lead - Discover

RSF_LEAD_ENTRY

Sales, Search Leads

Select a lead.

Accept, reject, or turn back a lead assignment.

Accepting, Rejecting, or Turning Back Lead Assignments

Access the Accept/Reject Lead section of the Lead - Discover page.

Accept

Click to accept the lead.

The system changes the lead status to Accepted and makes the lead available for you to work it, convert it to an opportunity, and close the sale.

You cannot leave an accepted lead unassigned. If the lead is in an unassigned status when it is accepted, the system assigns the lead to the sales user who accepted it. That user may assign the lead to another representative, only if the Manually Reassign Leads option is selected on the user's sales access profile.

Reject

Click to reject the lead.

The rejection/turnback fields appear. Enter a reject reason and, optionally, comments to further describe the situation.

If you are allowed to reassign leads manually (set on the Sales Access Profile page), you may assign the lead to another representative.

Turnback

Click to clear your name from the lead and turn the lead back to the list of active unassigned leads, so that it can be assigned to someone else.

The rejection/turnback fields appear. Enter a turnback reason, and optionally, comments to further describe the situation.

If you are allowed to reassign leads manually (set on the Sales Access Profile page), you may assign the lead to another representative.

Reason and Comments

These fields appear when you reject or turn back a lead. Select reasons for not accepting the lead. You may also enter comments to further support your action or describe the situation.

Assigning Partners to a Lead or Opportunity

This section discusses how to assign partners to a lead or opportunity.

Pages Used to Assign Partners to a Lead or Opportunity

Page Name	Object Name	Navigation	Usage
Lead - Assign	RSF_LEAD_ASSIGN	Sales, Search Leads Select a lead. Select the Assign tab.	Assign a partner to the lead.
Opportunity - Assign	RSF_OPP_ASSIGN	Sales, Search Opportunities Select an opportunity. Select the Assign tab.	Assign a partner to the opportunity.

Page Name

Object Name

Navigation

Usage

Lead - Assign

RSF_LEAD_ASSIGN

Sales, Search Leads

Select a lead. Select the Assign tab.

Assign a partner to the lead.

Opportunity - Assign

RSF_OPP_ASSIGN

Sales, Search Opportunities

Select an opportunity. Select the Assign tab.

Assign a partner to the opportunity.

Assigning Partners to a Lead or Opportunity

Access the Partner section of the Lead - Assign or Opportunity - Assign page.

Partner Tab

Select the Partner tab.

For each partner associated with the lead or opportunity, enter or select the partner's name, contact person's name, product, and contact's role.

To use this page, the role type of Partner must be set up, the partner relationship configured, and sales partners and their contacts entered.

See Setting Up Sales Partners.

Status Tab

Select the Status tab.

Enter the partner's status (Current, Former, or Out of Business), type (Alliance Partners, Channel Partners, Distributor, or System Integrator), and rating (Excellent, Fair, Good, or Poor).

See Setting Up Sales Partners.

Comments Tab

Select the Comments tab.

Enter notes about the partner.

Reassigning a Sales Representative's Leads, Opportunities, and Accounts

You can reassign a sales representative's leads, opportunities, and accounts to another or to several other sales representatives.

This section discusses how to reassign a sales representative's leads, opportunities, and accounts.

When you reorganize a tree, the system automatically reassigns leads, opportunities, and accounts within the new structure. You can generate worksheets to view the automated reassignments and adjust them. This reassignment is discussed in the documentation on tree reorganization.

See Reorganizing or Deleting a Territory Tree.

Pages Used to Reassign a Sales Representative's Leads, Opportunities, and Accounts

Page Name	Object Name	Navigation	Usage
Territory Reassignment	RSF_TR_REASSIGN	Sales, Reassign Sales Activities	Reassign all of a sales user's leads and opportunities to another sales representative.
Lead Reassignment Worksheet	RSF_TR_REASS_LEAD	Click the Review Worksheets button.	View how the system would reassign a sales representative's leads and make changes before submitting. You can manually assign the leads to different sales representatives.
Opportunity Reassignment Worksheet	RSF_TR_REASS_OPP	Click Next from the Lead Reassignment Worksheet.	View how the system would reassign a sales representative's opportunities and make changes before submitting. You can manually assign the opportunities to different sales representatives.
Account Reassignment Worksheet	RSF_TR_REA_ACCT	Click Next from the Opportunity Reassignment Worksheet.	View how the system would reassign a sales representative's accounts and make changes before submitting. You can manually assign the accounts to different sales representatives.

Reassigning a Sales Representative's Leads, Opportunities, and Accounts

Access the Territory Reassignment page.

Follow steps, which are represented by group boxes on the page, to reassign leads and opportunities from one sales representative to another, or to several others. Buttons and links change dynamically as you complete the steps.

STEP 1: Enter Description

Description	Enter a description for the reassignment.
Status	Displays the current status of the reassignment. Values are: New, In Progress, Reviewed, or Submitted.

STEP 2: Select Options

Reassign	Select one, two, or all of the values: Leads, Opportunities, and Accounts.
From	Select Single Rep to reassign leads, opportunities, and accounts for one sales representative. Select Unassigned to assign leads, opportunities, and accounts that have not been assigned to a sales representative.

STEP 3: Select Current Rep

Current Tree

Displays the default tree associated with the sales user. If you have access to only one tree, you cannot change this tree. If you have access to multiple trees, you can select a tree using this field.

A sales user cannot make reassignments from one tree to another—only from one territory to another on the same tree.

Current Rep(current representative)

Select the name of the sales representative whose leads, opportunities, and accounts you want to reassign.

STEP 4: Select New Rep

New Tree

A sales user cannot make reassignments from one tree to another—only from one territory to another on the same tree.

New Rep (new representative)

If you want to reassign all of the current representative's leads and opportunities to one sales representative, select that representative here.

If not, then proceed to the next step and view reassignment worksheets, where you can manually assign each lead or opportunity to a different sales representative.

STEP 5: Review Worksheets

Review Worksheets

Click to access the Lead Reassignment Worksheet page, where you can view information about each lead and assign it to a new representative in the same or a new territory.

After you have completed editing the lead reassignment worksheet, click the Next button to access the Opportunity Reassignment Worksheet page.

Criteria

Select the way that you want to assign revenue for each opportunity. Values are:

Move Opportunity: Removes the current representative from the opportunity, which moves the entire opportunity, with revenue allocations, from the current representative to the new representative.

Hold Revenue: Adds the new sales representative to the opportunity but holds the revenue credit for the original sales representative.

Move Revenue: Preserves the current representative as a member of the opportunity sales team, but adds the new sales representative as the primary representative for the opportunity. This moves the revenue credit from the original sales representative to the new primary representative.

Next

Click to access the Account Reassignment Worksheet page, when you have completed the opportunity reassignment worksheet.

After you have completed the account reassignment worksheet, click the Next button to return to Territory Reassignment page.

STEP 6: Submit Reassignments

Submit Reassignments

Click to submit all selected assignments. The system updates the leads and opportunities with the new sales representatives and their territories, and returns you to the Territory Reassignment page.

Tree Name	After a sales representative is added to the lead or opportunity, the system displays the primary tree for the sales representative as defined on the Sales User page.
Territory	After a sales representative is added to the lead or opportunity, the system displays the primary territory for the sales representative as defined on the Sales User page.

Allocation % (allocation percentage)	Enter the percentage of the opportunity's revenue that is credited to the sales representative. The sum of the allocation percentages must equal 100 percent.
Shadow %	Enter the percentage of the opportunity's revenue that is credited to the sales representative when calculating performance against quotas. The sum of the allocation percentages does not need to equal 100 percent. You can use this field to give a secondary sales representative partial credit for an opportunity's revenue.
Shadow Amount	Enter a dollar amount that is credited to the sales representative when calculating performance against quotas. The system calculates the total shadow forecast for a sales representative by multiplying the estimated revenue by the shadow percentage, and then adding the shadow amount.

Accept	Click to accept the lead. The system changes the lead status to Accepted and makes the lead available for you to work it, convert it to an opportunity, and close the sale. You cannot leave an accepted lead unassigned. If the lead is in an unassigned status when it is accepted, the system assigns the lead to the sales user who accepted it. That user may assign the lead to another representative, only if the Manually Reassign Leads option is selected on the user's sales access profile.
Reject	Click to reject the lead. The rejection/turnback fields appear. Enter a reject reason and, optionally, comments to further describe the situation. If you are allowed to reassign leads manually (set on the Sales Access Profile page), you may assign the lead to another representative.
Turnback	Click to clear your name from the lead and turn the lead back to the list of active unassigned leads, so that it can be assigned to someone else. The rejection/turnback fields appear. Enter a turnback reason, and optionally, comments to further describe the situation. If you are allowed to reassign leads manually (set on the Sales Access Profile page), you may assign the lead to another representative.
Reason and Comments	These fields appear when you reject or turn back a lead. Select reasons for not accepting the lead. You may also enter comments to further support your action or describe the situation.