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Set Up Sales Account Plans

To get started with long-term account growth strategies, turn on sales account plans, assign a permission set, update page layouts, and set up related features.

Required Editions

Available in: Lightning Experience
Available in: Enterprise, Performance, and Unlimited editions with Sales and in Agentforce 1 Sales Edition
User Permissions Needed
To turn on Sales Account Plans:

Customize Application

OR

Modify All Data
Tip
Tip Check out this feature in Salesforce Go! Find a guided setup experience, explore more content, discover related features, and monitor feature usage. See Discover and Set Up Features With Salesforce Go.

Turn On Sales Account Plans

Complete these steps to turn on sales account plans.

  1. From the gear icon, select Salesforce Go.
  2. On the Salesforce Go home page, search for and select Account Plans.
  3. Turn on Account Plans.
    Note
    Note To set up Business Relationship Plans for finance, stop here. Then follow the guided setup in Business Client Engagement Settings.
  4. Complete the required steps to finish setting up sales account plans.

Continue Setting Up Sales Account Plans

Complete these optional steps to get the most out of sales account plans.

  1. Customize these standard objects for your business needs by using Object Manager.
    • Account Plan
    • Account Plan Objective
    • Account Plan Objective Measure
    • Account Plan Objective Measure Relation
  2. Define the default sharing model for account plans across your organization.
    By default, sales account plans are private.
  3. To populate the Strategic Tracker on your account plan objectives with tasks and events for your sales team to complete, set up sales action plans.
  4. To link to the account’s buyer relationship map from an account plan, turn on Buyer Relationship Map.
  5. To help your sales teams track their progress toward your account plan’s measurable objectives, create calculation definitions.
    Calculation definitions are optional. Two prebuilt calculation definitions are available and active by default. Start using these calculation definitions, or create your own.
    1. In the Define Objective Measure Calculations section of the Account Plans page in Salesforce Go, click Go to Setup.
    2. In the Define Objective Measure Calculations section of the Sales Account Plans setup page, click New Calculation Definition.
    3. Specify a name and description that helps your sales team choose the appropriate calculation definition for the objectives they create. Users can see your description when they add an objective to a sales account plan and select the calculation definition.
    4. Specify an object, field, and calculation type: Count, Sum, Maximum, or Minimum.
    5. Optionally, specify filter conditions for identifying the specific records you want to track.
    6. Save and activate the calculation definition.

See Also