Have you ever wondered what to do if something goes wrong and you lose your Salesforce data? Well, good news for you, you aren’t totally screwed, bad news, it isn’t cheap and you can’t get all of it back. Now, before going through the details on how to recover your data, let’s first review how we can prevent this situation from happening again. Even if this is a crazy-random-happenstance that you don’t think will happen to you, reading best practices is a good refresher for everyone.
Welcome back. Now since the decision has been made to move forward with a Named Account Model (NAM) and all information has been communicated to interested parties, as reviewed in Part 1, it is time to start planning. Now, I don’t want this to turn into a change management how-to guide, that’s for another time, what the focus is here is the NAM. Planning for your Named Account Model has 2 distinct phases of planning of completely equal importance.
How are you tracking your competitors in Salesforce? Are you? If you aren’t, you need to. Not you should, you must. If you already are tracking competitors by opportunity, is it working for you? Are you getting the value you want? If not, it is time for a change. If it isn’t working now, it won’t magically start working because you keep doing it. Insanity is doing the same thing over and over expecting a different outcome, it’s time to make a move for the better.
Report Type Overview
Has anyone else noticed that there are a number of new features that require custom Report Types to go with the implementation? Maybe it seems that way to me because I had Territory Management followed by Collaborative Forecasting, but the fact still remains, admins need to know how to use, create, and maintain custom report types.
Now there is plenty of information out there about how to create report types, Setup – Create – Report Types and go! And when it comes to use, there are features without their own report types, keeping fields visible to users on-screen but removing their ability to report off said fields, renaming sections and fields to match your data model, connecting seemingly unconnected objects, I’m sure you have heard enough about it. What I want to focus on is maintenance and saving time. Continue reading
Out of the B2B companies I have worked for, the concept of a Named Account Model (NAM) implementation has found its way to the project list over and over. For those of you unfamiliar with a Named Account Model (AKA Strategic Account, Key Accounts, Enterprise Account, Global Account List), the Sales Team members are assigned a predetermined set of Accounts for outbound prospecting, rather than working inbound leads assigned based on territory (either geo or vertical based). Accounts are selected based on their revenue, geo, industry, similarity to your current customers, need for your product, fit for your product, current customer status, and existing relationship between your company and theirs. Named Account team members are assigned between 10-50 Named Accounts each. The alignment of account to user is determined based on leadership, proximity of the team member to the customer, ownership of current customer accounts, users’ primary industry based on skills and sales history, and the relationship individual users have with the target company.