Configuring Key Account Plan Teams

Note: GSP Account Planning Best Practices advise against using this functionality. Businesses should have one Key Account Plan per period for their strategic accounts, where possible. Account Planning is a collaborative exercise and should be seen as such. However, we have made the app flexible to cater to specific business structures and requirements. If you are unsure how to use Key Account Plans effectively, get in touch.

This functionality can only be used if the Account Plan Setting Custom Setting is turned on.

On Key Account Plans, you can now segment the Opportunities that link to a Key Account Plan using the Account Plan Team feature. For example, when you have overlapping Key Account Plans for different Business Units, you will only want the applicable Opportunities to link to the appropriate Business Unit Account Plan.

We recommend creating business definitions of each Account Plan Team before using this feature. The various Account Plan Teams are defined at the Key Account Plan & Opportunity level. However, you can reference data at the Account, Opportunity, Product, or User levels to define your target types.

There are three main steps to configure the Account Plan Team functionality:

a) On the Opportunity:

1. Navigate to Setup.
2. Click Object Manager.
3. Go to the Opportunity Object.
4. Click Field and Relationships.
5. Locate the Account Plan Team Field.
6. Click “View Account Plan Team Value Set”
7. Create your Account Plan Team Picklist Values.
8. Then Click Save.

As the Account Plan Team Value Set is shared across both the Opportunity and Account Plan, updating it on multiple objects is unnecessary.

b) Decide how to populate the Account Plan Team field on the Opportunity

When the Account & Account Plan Team on an Opportunity record matches the equivalent fields on the Key Account Plan, the relevant KPI fields will roll up to the Key Account Plan, and the opportunities will be visible in the related list.

So, how do you populate the Account Plan Team on the Opportunity?

There are two options.

1. Make the Account Plan Team a required field on the Opportunity. This approach requires users to populate the Account Plan Team value manually.
2. Automatically populate the Account Plan Team field on the Opportunity using a Flow.

We generally recommend the second option because it reduces the salesperson’s work and ensures the correct record value every time. You can reference fields on the Account, Opportunity, Product, or User when defining your flow.

As always, if you need help, get in touch.