Account Plan Contact Roles

What are Account Plan Contact Roles?

These people (Contacts) are playing a crucial role specifically in the context of your Account Plan.

Remember, this differs from the role these (or other) Contacts may play on an Opportunity.

Using the heat map, you can record and track these contacts’ decision-making influence and relationship strengths.

Incidentally, you can customize the Influence and Relationship Strength picklist values to align more closely with your business’s terminology.

How to Create Account Plan Contact Roles

Start by clicking the Manage Account Plan button on the Key Account Plan Page.

When the Pop-Up loads, click the Contact Heat Map Tile:

Then, expand the Account Plan Contact Role section of the page.

The following page lists all the Contacts on the Account. You can define the Role and Relationship Strength of the relevant Contacts. Remember, you don’t have to do this for every Contact; only those playing an essential role in the context of your Account Plan:

Key fields on the Account Plan Contact Role

• Contact. This is a Lookup Field to the Contact Object, which is Auto Populated based on the Contacts on the Account.
• Influence. This is the Influence that the Contact has over decision specifically in relation to the Key Account Plan.
• Likelihood to Recommend. This is the Relationship Strength that this Contact has in relation to your Organization.