Account planning is a collaborative process within sales teams that helps capture customer needs, analyze strengths and weaknesses, and track objectives to align on shared goals. With Sales Account Plans, you can add specific, actionable, and measurable goals to your team’s long-term growth strategy.
When creating an objective in a Sales Account Plan, one can define how it will be measured, choose a calculation method, and link it to related records. These selections determine how activity is tracked and how the objective’s current value is updated.
How to set up Sales Account Plans
- Navigate to Setup and select Sales Account Plans.
- Use the toggle button to turn them on.
- Add the related lists to account page layouts or record pages.
- Use the sandbox environment to test and customize further.
- You can add additional fields to the new object as needed.
- Optionally enable the Buyer Relationship Map, which is available on the Account Plan record.
Once setup is complete, Sales Account Plans can be accessed from individual account pages as a related list.
How to create a Sales Account Plan
- Go to the Account Plans related list and click New.
- The only required fields are:
- Account
- Account Plan Name
- Additional fields will appear based on the customization you have done during set up.
- We can create multiple account plans for a single account.
Features of Sales Account Plan
- When viewing an Account plan, key information from the opportunities associated with the account is displayed at the top of the page.
- Similar to other Salesforce objects, the Account plan record consists of fields and field sections.
- Account Plan records are private by default, but account managers can manually share them with their colleagues from the record page.
- Account plan objectives allows us to create as many objectives per account plan.
- Each Account plan objective will have a start date and end date and an owner.
- If the objective is a measurable quantity, we can choose between various measuring type like Currency, percent and Number as a unit of measure.
Building Reports and Dashboards
- Reports and dashboards can be built on the Account Plan object similar to other Salesforce objects
- This enables teams to track progress, visualize performance, and align strategies effectively.
To learn more, click Turn on Sales Account Plans
