How the Final Assignment Logic Works

The Final Assignment Logic is designed for all Sales Organizations to flexibly configure how an order is assigned to a salesperson. Some customers may have a dedicated salesperson. Other customers may be assigned by geography. Some salespeople may sell only certain manufacturers, while others may work across an entire customer relationship.

When an order is created, MarketTime works through those business rules in a consistent order and assigns the salesperson who best matches the way your organization is configured.

This article explains the logic in business terms first, then shows which MarketTime settings support each business need.

Terms used in this article

Start with the way your sales organization actually works

Before changing any settings, answer these business questions. Each answer points to the MarketTime feature that supports that workflow.

Do you use geographic territories to assign salespeople to customers?

If yes, enable Use Territories for Salesperson Assignment. MarketTime can then use the customer's ZIP or postal code to find the appropriate Territory Salesperson.

If no, disable this setting. MarketTime will then assign orders only from the salespeople who are directly assigned to the customer.

This is the most important decision to make first because it determines whether geography participates in the assignment at all.

Should a customer's salesperson follow the Customer Headquarters (Bill-To Zip Code) or the location receiving the order (Ship-To Zip Code?

If your salespeople own the overall customer relationship, you will generally want assignment to follow the Bill-To location.

If different store locations or branches belong to different sales territories, you will generally want assignment to follow the Ship-To location.

This choice tells MarketTime which ZIP or postal code to use when territories are enabled. If your company setting is Bill-To, you can still designate specific customers to assign by Ship-To.

Do some customers have a salesperson who should normally take priority over geography?

If yes, assign that person directly to the customer as a Hardcoded Salesperson.

If the customer's directly assigned salespeople should receive even stronger priority, consider enabling the "Limit To Hardcode" Setting for the customer. 

The Limit-To Hardcode setting is best for customer relationships where the directly assigned salesperson structure should normally win over territory assignment.

Do you have multiple salespeople assigned to the same customer in order to sell different manufacturers?

If yes, your Division setup is critical.

Assign each salesperson to the divisions that contain the manufacturers they actually represent. When an order is created, MarketTime compares the manufacturer on the order with those salesperson divisions.

If a Hardcoded Salesperson is intentionally meant to handle every manufacturer for that customer, that salesperson can be assigned without any Division restriction. In that case, MarketTime can consider that salesperson for any manufacturer ordered by the customer.

Use that broad setup intentionally. If the salesperson should only sell certain manufacturers, assign the appropriate divisions instead.

Do you have situations where more than one salesperson can sell the same manufacturer to the same customer?

If yes, consider using a Retailer Division to represent the customer's business relationship or division.

Retailer Division acts as a tie-breaker. It does not make a salesperson eligible to sell a manufacturer they do not already represent. The salesperson must first share a division with the manufacturer on the order.

Do you have situations where more than one salesperson can sell the same manufacturer to the same customer?

If yes, MarketTime provides two tie-breakers that can help determine which salesperson should receive the order: Retailer Division and Selling Rep Wins.

Use a Retailer Division when the customer's business relationship or division should determine which salesperson receives the order. Retailer Division does not make a salesperson valid for a manufacturer they do not already represent. The salesperson must first share a division with the manufacturer on the order.

Enable Selling Rep Wins when you want the salesperson who wrote the order to receive it when more than one salesperson is otherwise a valid choice. Selling Rep Wins does not override your territory or manufacturer setup. The Order Writer must still be a salesperson who can legitimately receive the order for that customer and manufacturer.

How Bill-To and Ship-To affect territory assignment

When territories are enabled, MarketTime must decide which customer location should drive geography.

If the customer is configured to assign by Ship-To, MarketTime uses the Ship-To postal code. Otherwise, it uses the RepGroup's Default Zip Code for Salesperson Assignment

For territory matching:

• U.S. ZIP Codes use the first five digits.
• Canadian postal codes use the first three characters.
• Other countries use the stored postal code.

Because of this, accurate Bill-To and Ship-To postal codes are important whenever territories are used.

When you do not assign customers by territory

If Use Territories for Salesperson Assignment is disabled, the Final Assignment Logic only considers Hardcoded Salespeople for the customer.

The process is straightforward:

1. MarketTime checks whether the customer has any Hardcoded Salespeople.
2. If exactly one Hardcoded Salesperson shares a division with the manufacturer on the order, that salesperson receives the order.
3. If no single division-based match exists, MarketTime checks whether exactly one Hardcoded Salesperson has been configured without a Manufacturer Division restriction. If so, that salesperson can receive the order regardless of manufacturer.
4. If more than one possible Hardcoded Salesperson remains, MarketTime checks the customer's Retailer Division to see whether it identifies one salesperson.
5. If the Retailer Division does not resolve the assignment and Selling Rep Wins is enabled, the Order Writer can receive the order when they are one of the valid Hardcoded Salespeople.
6. If MarketTime still cannot identify one salesperson, the order remains Unassigned / House Account.

This configuration is a good fit when your salesperson ownership is based primarily on customer relationships rather than geography.

When you do assign customers by territory

If Use Territories for Salesperson Assignment is enabled, MarketTime can use both directly assigned Hardcoded Salespeople and geography-based Territory Salespeople.

The way those two methods interact depends on how the customer is configured.

The customer has no Hardcoded Salespeople

MarketTime uses the applicable Bill-To or Ship-To ZIP or postal code to find Territory Salespeople.

However, covering the ZIP Code alone is not enough. A Territory Salesperson must also have a Territory Division that contains the manufacturer on the order.

If exactly one Territory Salesperson meets both conditions, that salesperson receives the order.

If multiple Territory Salespeople can represent the manufacturer, MarketTime checks the customer's Retailer Division. If the Retailer Division identifies one of those Territory Salespeople, that salesperson receives the order.

If the Retailer Division does not resolve the choice, Selling Rep Wins can be used when the Order Writer is one of the Territory Salespeople who can represent the manufacturer.

If MarketTime still cannot identify one salesperson, the order remains Unassigned / House Account.

The customer has Hardcoded Salespeople and is Limited

A Limited Customer tells MarketTime that the directly assigned customer relationship should receive stronger priority.

MarketTime first checks whether one Hardcoded Salesperson is configured to work across all manufacturers for that customer. If so, that salesperson receives the order.

If not, MarketTime checks which Hardcoded Salespeople share a division with the manufacturer on the order.

• If exactly one Hardcoded Salesperson shares a division with the manufacturer, that salesperson receives the order.
• If multiple Hardcoded Salespeople share a division with the manufacturer, MarketTime checks the Retailer Division to see whether it identifies one of them.
• If the Retailer Division does not resolve the choice, Selling Rep Wins can assign the Order Writer when that person is one of the matching Hardcoded Salespeople.

If multiple Hardcoded Salespeople can represent the manufacturer and none of these rules identifies one person, the order remains Unassigned / House Account. MarketTime does not choose one arbitrarily.

There is one important exception: if none of the customer's Hardcoded Salespeople can represent the manufacturer on the order, MarketTime can still use territory assignment. This prevents a Limited Customer from becoming unassignable simply because its directly assigned salespeople do not sell a particular manufacturer.

For example, suppose a Limited Customer has two Hardcoded Salespeople, but neither salesperson's division contains Manufacturer A. If a Territory Salesperson covers the customer's ZIP Code and that salesperson's Territory Division contains Manufacturer A, the Territory Salesperson can receive the order.

The customer has Hardcoded Salespeople and is not Limited

This is the most flexible configuration because the customer relationship and geographic territory can work together.

If no Territory Salesperson can represent the manufacturer, MarketTime falls back to the customer's Hardcoded Salespeople and uses the same basic checks described in the non-territory section.

If exactly one Territory Salesperson can represent the manufacturer, that Territory Salesperson generally receives priority. However, Selling Rep Wins is checked before that assignment is finalized. If the Order Writer is a Hardcoded Salesperson who can also represent the manufacturer — including a Hardcoded Salesperson configured without a Manufacturer Division restriction — the Order Writer can receive the order instead.

If multiple Territory Salespeople can represent the manufacturer, MarketTime uses Retailer Division to try to identify the correct salesperson. The match can be a Territory Salesperson or a Hardcoded Salesperson, as long as that salesperson's division matches the Retailer Division and the salesperson can represent the manufacturer.

If Retailer Division does not resolve the choice, Selling Rep Wins is evaluated. If that also does not resolve the assignment, MarketTime may fall back to a single Hardcoded Salesperson who is configured without a Manufacturer Division restriction. If no single salesperson can be identified, the order remains Unassigned / House Account.

Understanding the three different division concepts

The word "division" appears in several places in MarketTime, but each type serves a different purpose.

Manufacturer Division: Who can sell the manufacturer?

Manufacturer Divisions group manufacturers and define which manufacturers a salesperson represents.

When multiple salespeople work the same customer but sell different lines, this is the setup that separates their responsibilities.

Territory Division: Which manufacturers does this salesperson represent in this territory?

Every Territory Salesperson is evaluated through the division they represent in that territory.

A Territory Salesperson does not receive an order simply because the customer ZIP Code belongs to their territory. Their Territory Division must also contain the manufacturer on the order.

Retailer Division: Which of the valid salespeople should receive this customer?

Retailer Division is primarily a tie-breaker.

It helps MarketTime choose between multiple salespeople who can already represent the manufacturer. It does not give a salesperson access to a manufacturer that is outside their division.

A useful way to remember this is:

Manufacturer and Territory Divisions determine who can sell the manufacturer. Retailer Division helps decide which of those salespeople should be assigned to the order.

Choosing the right setup for common business situations

"Our salespeople own geographic regions."

Enable Use Territories for Salesperson Assignment and make sure each salesperson's territories and divisions accurately reflect the manufacturers they represent.

Choose Bill-To or Ship-To based on whether territory ownership follows the main customer account or the individual location receiving the order.

"Certain customers always work with a dedicated salesperson."

Assign that salesperson directly to the customer as a Hardcoded Salesperson.

If that salesperson should handle every manufacturer sold to the customer, configure the hardcode without a Manufacturer Division restriction. If the salesperson only represents certain manufacturers, assign the appropriate divisions.

"Several salespeople work the same customer, but each sells different manufacturers."

Use Divisions to define which manufacturers each salesperson represents.

This prevents a salesperson from receiving an order simply because they are attached to the customer when they do not actually sell the manufacturer on that order.

The Above questions should help you answer if the Division should be a Territory Division, or a Manufacturer Division Restriction at the Hardcode level.

"This is a key account, and its assigned salespeople should normally take priority over territory reps."

Consider enabling the Limit-To Hardcode setting for the customer.

The Limit-To Hardcode setting strengthens the customer-specific relationship while still allowing a Territory Salesperson to receive an order when none of the customer's Hardcoded Salespeople can represent that manufacturer.

If the Key Account should simply be represented by one salesperson for all manufacturers, you will want to Hardcode that salesperson to that Key Account, set no Division, and ensure the "Limit To Hardcode" setting is enabled. A screenshot of how this appears is below:

"Two or more salespeople can sell the same manufacturer to this customer."

Consider assigning a Retailer Division to the customer when that division reflects the business relationship you use to decide ownership.

"When several salespeople could receive the order, the person who wrote it should get credit."

Enable Selling Rep Wins.

The Order Writer will only win when they are already a valid salesperson for the customer and manufacturer.

Configuration practices that prevent unexpected assignments

Keep manufacturer-to-division setup consistent

If a manufacturer moves from one division to another, review the salespeople and territories connected to those divisions. Division membership directly affects who can receive future orders.

Avoid unnecessary territory overlap

Multiple salespeople can cover the same ZIP Code, but their Territory Divisions should clearly identify which manufacturers each salesperson represents.

If multiple Territory Salespeople cover the same ZIP Code and the same manufacturer, MarketTime will need Retailer Division or Selling Rep Wins to resolve the overlap.

Use the Limit To Hardcode Setting for a business reason, not simply because a customer has Hardcoded Salespeople

Limited is most appropriate when the customer's directly assigned salesperson structure should normally take precedence over geography.

If you want a Hardcode rep to only be assigned when the Territory Reps do not cover the Manufacturer, acting as a backup to the Territory reps, you will want to leave the Limit To Hardcode setting disabled

If you do not have real divisions in your business, it may be ideal to create a unique division for each Manufacturer

Some users will find that it is most simple to create a unique division for each manufacturer that is represented by the Sales Agency. This is typically for groups that represent around 15 or less Manufacturers, as creating divisions may be necessary to reduce your overall division list if your group represents 25+ Manufacturers 

Common examples

A customer is assigned entirely by territory

The customer's ZIP Code belongs to Mary's territory, and Mary's Territory Division contains the manufacturer on the order.

Result: Mary receives the order.

A salesperson covers the customer's ZIP Code but does not sell the manufacturer

John covers the customer's ZIP Code, but John's Territory Division does not contain the manufacturer on the order.

Result: John does not receive the order simply because he owns the ZIP Code. MarketTime checks for another Territory Salesperson who can represent the manufacturer. If none exists, the order remains Unassigned / House Account.

A Limited Customer's dedicated salesperson does not sell the manufacturer

The customer is Limited and has a Hardcoded Salesperson, but that salesperson's division does not contain the manufacturer on the order.

A Territory Salesperson covers the customer's ZIP Code and does represent the manufacturer.

Result: The Territory Salesperson can receive the order.

A Limited Customer has one dedicated salesperson for all manufacturers

The customer is Limited and has a Hardcoded Salesperson. The Hardcoded salesperson has no division restriction, so it is assigned to all Manufacturers for the customer

A Territory Salesperson covers the customer's ZIP Code and does represent the manufacturer. However, the Limit To Hardcode setting is enabled, so this Territory Salesperson is unable to write orders or be assigned to them.

Result: The Hardcoded Salesperson receives the order

A non-Limited customer has both a Hardcoded Salesperson and a Territory Salesperson who can sell the manufacturer

The Territory Salesperson is the only territory rep whose division contains the manufacturer.

If Selling Rep Wins is disabled, the Territory Salesperson receives the order.

If Selling Rep Wins is enabled and the Hardcoded Salesperson wrote the order, the Hardcoded Salesperson can receive the order instead.

Multiple Territory Salespeople can sell the manufacturer

Two Territory Salespeople cover the customer's ZIP Code and both represent the manufacturer.

The customer has a Retailer Division that matches only one salesperson's Territory Division.

Result: The salesperson whose division matches the Retailer Division receives the order.

Why did my order become Unassigned / House Account?

MarketTime leaves an order Unassigned, or, assigns it to the House Account when the Final Assignment Logic cannot identify one salesperson to assign to the order. You can choose how these Unassignable orders are configured from the Salesperson Assignment Settings module.

Troubleshooting an unexpected salesperson assignment

When an order is assigned differently than expected, work through these questions in order:

1. Should this customer be assigned by geography at all? Check whether Use Territories for Salesperson Assignment is enabled.
2. Should geography follow the Bill-To customer or the Ship-To location?
3. Does the customer or Ship-To have any directly assigned Hardcoded Salespeople?
4. Is the customer marked Limited?
5. Which manufacturer is on the order?
6. Which Manufacturer Division contains that manufacturer?
7. Do the customer's Hardcoded Salespeople represent that division, or is one of them configured without a Manufacturer Division restriction?
8. If territories are enabled, which ZIP or postal code is being used, and which Territory Salespeople cover it?
9. Do those Territory Salespeople's Territory Divisions contain the manufacturer on the order?
10. Does the customer have a Retailer Division that would resolve an overlap?
11. Is Selling Rep Wins enabled, and who wrote the order?

Following these questions in order will usually explain why MarketTime selected a particular salesperson or why the order remained Unassigned / House Account. Below is a flowchart that allows you to view the entire Final Assignment Logic workflow. There are two versions of the same flowchart, one reads from Top to Bottom, the other from Left to Read. These flowcharts are too large to be viewed within this support article, and will need to be downloaded to your computer for a better viewing experience.