Configure Reporting in the Balancer Tab
It is very important to create sales territories that are balanced. Balanced territories will equalize the performance metrics, and reflect the real performance differences as they avert unfair conditions. A balanced sales territory produces a solid foundation for building fair compensation plans that promote sales and motivation among the sales representatives.
How To Configure the Balancer
- The Balancer tab in the Territory Designer is a tool for creating equal territories. As the first step, let's see how to configure the balancer.
- Before configuring your Balancer, make sure that you've selected the parent node under the Hierarchy menu to analyze the correct territories. Click on the pencil icon to edit the Balancer chart with the data you desire to analyze. A territory charts menu will pop up.
- Fill in the space for Chart Title, an example could be "Sales and Prospects by Segment".
- Drag and drop a Dimension from the available options in the left menu. This establishes which segments you want to balance. In the example below, I've chosen the "Name" dimension under the Territory subsection in the left menu.
- Next, drag and drop up to 5 metrics from the available options into the Measures space on the menu. This will configure the Balancer with the metrics you like and generate a chart. The below example shows a balance of territories by "Prospect" count and "Sales".
- For better visualization of your data, click on each metric to adjust the color, type of graph, order of the data presented, and the axis where the metric values will be represented.
- Add a time-series metric in the Measures column to assess data along a certain timeline, e.g. Open Pipe.
- Add Filters to the Dimensions in the menu to select the data you want to visualize. Note, that you cannot add Filters to Metrics.
- Select Plot to see your graph.
- To see your chart in the tabular view, select the Table icon on the top right of the Balancer tab.
- To download a picture of your chart, select the Download Chart icon on the top right of the Balancer Tab.
When is the Balancer most useful?
The balancer is most useful when used at a lower hierarchy node, in an instance when you may be trying to balance opportunities for sales reps being given a similar quota to achieve.
The Balancer tab in the Territory Designer is a tool for creating equal territories. First, let's look at the different functions within the Balancer Tab.
Steps To Use The Balancer Tab
- Select the parent node of the territories you wish to balance.
- Select the Balancer tab to see the balancing in up to two components:
- Chart view
- Tabular view
- To balance territories, you can simply make the necessary changes, review the territories using the Balancer, and repeat this process until territories are balanced to your satisfaction.
Understanding the Balancer table
The Balancer table provides more details that are helpful in analyzing the data and making the required changes:
- The list of territories under the selected parent.
- The metrics being used for balancing, each represented as a column.
- The balancer by column - showing the balance between each territory by the
- Standard Deviation shows you how much variance exists.