Territory Intelligence
Design, visualize, and rebalance sales territories with precision — driven by geographical data, HCP workload metrics, and real-time equity analysis.
Overview
Territory Intelligence is the foundational module of FieldOrchestrator that empowers SFE managers to design, visualize, and continuously rebalance sales territories. Every decision is grounded in geographical data and HCP workload metrics, ensuring that field resources are deployed with maximum strategic impact.
Territories are built on a brick-level geographic hierarchy that spans from top-level administrative divisions down to the smallest addressable geographic unit. This granularity ensures precise coverage management and eliminates coverage gaps or overlaps between field representatives.
The module integrates directly with the Route Optimization and Mobile Execution modules — territory boundaries automatically drive which HCPs are available for route planning, and which visits are tracked against each representative's performance targets.
Territory Structure
FieldOrchestrator uses a four-level geographic hierarchy to model the national sales landscape. Understanding this hierarchy is essential for accurate territory design and HCP assignment.
Governorate (Wilaya)
The top-level administrative division. Serves as the primary reporting boundary for national sales coverage analytics.
Delegation
Second-level subdivision within a governorate. Delegation boundaries are used for regional manager reporting and quota allocation.
Sector
An operational grouping of localities, typically aligned to a field representative's manageable geographic scope.
Brick (Locality)
The smallest addressable geographic unit. HCPs are assigned at the brick level, and territory boundaries are defined by aggregating bricks. A territory may span multiple delegations by including bricks from each.
Territories aggregate bricks and may span multiple delegations. This flexibility accommodates real-world scenarios where population density or HCP distribution does not align neatly with administrative boundaries.
Creating a Territory
New territories are created through a guided workflow that combines form-based configuration with interactive map selection. The process is designed to minimize manual data entry while giving managers full control over boundary definition.
- 1Navigate to Territories → New Territory in the left-hand navigation.
- 2Enter the territory name and an optional description that will be visible to the assigned representative.
- 3Use the interactive map selector to choose the geographic bricks that define the territory boundaries. Bricks can be selected individually or by delegation.
- 4Assign a field representative to the territory. One representative per territory is enforced; a rep may not be assigned to multiple territories simultaneously.
- 5Click Save — the platform automatically calculates workload metrics, equity score, and HCP coverage for the new territory.
After saving
The platform immediately calculates the territory's equity score, total HCP count, IMS-weighted strategic value, and geographic travel burden. These metrics are visible on the Territory Detail page and are refreshed nightly as HCP data is updated.
HCP Assignment
Healthcare professionals are linked to territories through three supported assignment strategies. Each strategy is suited to different operational needs — from first-time territory setup to day-to-day adjustments.
Geographic Containment
HCPs are automatically assigned based on their registered address falling within the territory's brick boundaries. This is the default strategy for initial territory setup.
Manual Assignment
Drag and drop individual HCPs between territories from the Territory Detail view. Ideal for correcting edge cases or accommodating special account management agreements.
Bulk Import
HCPs can be imported via the Data Import tool with pre-assigned territory codes. This strategy is recommended when migrating from a legacy system or performing a full territory redesign.
Regardless of the assignment strategy used, all HCP–territory links are fully auditable. Every change is recorded with a timestamp, the identity of the user who made the change, and the previous territory assignment.
Workload Equity
The Workload Equity score is a composite index (0–100) that measures how evenly workload is distributed across territories within a team or region. A well-balanced workforce translates directly to higher coverage rates and lower representative turnover.
The platform targets a maximum of ±10% variance between territories, aligned with IFPMA Code of Practice guidelines for equitable field force deployment.
Equity Score Components
HCP Count per Territory
Raw count of healthcare professionals assigned to each territory. Acts as the baseline workload indicator.
IMS-Weighted Strategic Value
Each HCP carries a strategic value weight derived from prescribing data and market potential. High-value HCPs contribute proportionally more to the equity calculation.
Geographic Travel Burden
Estimated total travel time per day for a representative to service all assigned HCPs. Territories with dispersed bricks carry a higher travel burden weighting.
An equity score of 90 or above indicates that territories are well-balanced and no corrective action is required. Scores are recalculated automatically each night and whenever territory or HCP changes are saved.
What-If Rebalancing Simulator
The Rebalancing Simulator provides a risk-free environment for managers to experiment with territory boundary changes before committing them to production. All changes are isolated in a simulation session and do not affect live territory data or active route plans.
- 1Navigate to Territories → Simulate Rebalancing and select the territories to include in the simulation.
- 2On the simulation map, drag bricks from one territory to another. Each brick displays its HCP count and strategic value to guide decisions.
- 3The equity score panel recalculates in real time after every brick movement, showing the before/after impact per territory.
- 4Review the proposed rebalancing summary — changes are highlighted with projected equity deltas for each affected territory.
- 5Click Accept to commit the changes, or Discard to return to the current configuration without applying any modifications.
Accept Changes
Permanently applies the simulated brick movements. Affected territory metrics are recalculated, and reps are notified of boundary changes on their next mobile sync.
Discard Session
Discards all simulation changes without any effect on live territories. Simulation sessions are not saved — discarding is permanent.
Equity Score Interpretation
Use the table below as the authoritative reference for interpreting equity scores and determining the appropriate management response.
Score Range
Status
Recommended Action
90 – 100
No action required. Territories are well-balanced.
75 – 89
Monitor quarterly. Minor adjustments may be beneficial.
60 – 74
Schedule a rebalancing session within the current quarter.
Below 60
Immediate rebalancing required. Escalate to SFE leadership.
Equity scores are displayed prominently on the Territories overview dashboard and in the weekly SFE manager digest email. Critical scores (below 60) also trigger an in-platform alert banner visible to the regional manager.
HCP Engagement Score (Priority Score)
Every HCP carries a composite Engagement Score (0–100) computed by the Engagement Scoring Engine (Priority Score). This score is the unified metric driving HCP prioritization across territory management, route optimization, and Visit Impact Score attribution. Understanding how the score is composed helps managers make informed decisions when reviewing territory assignments and visit targets.
Priority Score Score Components (Total: 0–100)
| Component | Max Points | What it measures |
|---|---|---|
| Rx Volume Potential | 30 | Prescribing volume index normalized to territory average. The highest-weighted component — reflects raw commercial opportunity. |
| Visit Receptivity Quality | 20 | Ratio of detailed visits, follow-up commitments met, and preferred channel match. High receptivity means the HCP engages meaningfully with visits. |
| Sales Lift Correlation (Visit Impact Score) | 20 | DiD-adjusted incremental sales lift attributed to visits. Derived directly from the Visit Impact Score visitROI score — links field activity to commercial output. |
| Adoption Stage Multiplier | 15 | Position on the UNAWARE → AWARE → CONSIDERING → PRESCRIBING → CHAMPION adoption ladder. Later-stage HCPs score higher. |
| Coverage Gap Urgency | 10 | How far below the monthly visit target this HCP has fallen. Undervisited HCPs gain urgency weight to prevent chronic under-coverage. |
| Recency Decay | 0 to −15 | Exponential penalty for HCPs not visited recently. Decays continuously (not step-function) — the longer since the last visit, the greater the penalty. |
| Strategic Bonus | +5 | Flat bonus for Key Opinion Leaders, CNAM-conventioned HCPs, company-sponsored event participants (prise en charge), or HCPs in a high-value brick. |
Priority Scores are recalculated weekly by cron. The score is visible on each HCP's profile card and is the primary sort key in the HCP Directory. Route generation uses Priority Scores as the prioritization signal when time constraints prevent all eligible HCPs from being included in a single route.
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