Account Plan Fields

The Account Plan object has the fields in the table below.

Remember, you can add custom fields important to your business to the Key Account Plan object (and remove any standard fields you don’t need). (Link to Creating Custom Field and Updating Page Layout).

Key: Field Label (API Name, Field Type, Additional Information)

• Account (KeyAccountPlan__Account__c, Master-Detail)
  Relationship to the Account object.
• Account Plan Name (Name, Auto Number)
  Increments for each new Account Plan. Optionally, you can create an additional custom text or formula field for Account Plan Name. We explain how to do this in the next section.
• Account Plan Owner (KeyAccountPlan__Account_Plan_Owner, Lookup)
  Relationship to the User object. By default, this is the person creating the Account Plan. You can change this to another Salesforce user.
• Active (KeyAccountPlan__Active__c, Formula, Checkbox)
  This checkbox is automatically set to True if today’s date falls between the From and To dates (inclusive). It’s a valuable field for identifying all current Account Plans in reports.
• Approval Status (KeyAccountPlan__Approval_Status__c, Picklist, Default Values: Draft, Submitted, Approved, Rejected, Recalled)
  This field can be manually updated by users or automatically updated by an Approval Process (configure a Salesforce approval process if you want managers to approve Account Plans). If appropriate, change the picklist values to reflect your approval process.
• Competitors (KeyAccountPlan__Competitors__c, Text Area, 255)
  The critical competitors you’ll need to track.
• Customer Goals (KeyAccountPlan__Customer_Goals__c, Rich Text Area, 5000)
  Use this field to record your understanding of the customer’s critical objectives during the lifetime of the Account Plan.
• Forecast Target Achievement (KeyAccountPlan__Forecast_Target_Achievement__c, Formula, Percent)
  This field measures the Total Expected Revenue as a percentage of the Sales Target.
• Forecast Target Variance (KeyAccountPlan__Forecast_Target_Variance__c, Formula, Currency)
  The calcuates difference between the Sales Target and the Total Expected Revenue.
• From (KeyAccountPlan__From__c, Date)
  The start date of your Account Plan. Often, you’ll want to use the first day of your financial or calendar year.
• Internal Support Required (KeyAccountPlan__Internal_Support_Required__c, Rich Text Area, 10,000)
  The actions and support you’ll need from within your business to execute your Account Plan successfully.
• Number of Account Plan Roles (KeyAccountPlan__Number_of_Account_Plan_Roles__c, Roll-Up Summary – Count Account Plan Contact Roles)
  Automatically sums the number of Account Plan Contact Roles (see next section for detailed explanation of this object.
• Opportunities (KeyAccountPlan__Opportunities__c, Rich Text Area, 20,000)
  Part of your SWOT analysis. Specifically, the Opportunities you perceive in your relationship with the customer.
• Our Goals (KeyAccountPlan__Objectives__c, Rich Text Area, 10,000)
  These are your goals – the high-level things you want to achieve with this customer during the lifetime of the Account Plan.
• Period (KeyAccountPlan__Period__c, Picklist, Default Values: 3 months, 6 months, 9 months, 12 months, 18 months, 24 months)
  This picklist defines the duration of your Account Plan. We recommend 12-month plans as a rule.
• Pipeline (KeyAccountPlan__Pipeline__c, Currency)
  This field automatically calculates the value of all open opportunities linked to the Account Plan.
• Pipeline as % of Target (KeyAccountPlan__Pipeline_as_of_Target__c, Formula, Percent)
  This field shows the Pipeline as a percentage of the Sales Target.
• Quick Wins (KeyAccountPlan__Short_Term_Plan__c, Rich Text Area, 10,000)
  The short-term action plans and successes you aim to achieve with your customer.
• Sales Target (KeyAccountPlan__Sales_Target__c, Currency)
  The value of won opportunities you aim to close during the lifetime of the Account Plan.
• Stakeholder Management Plan (KeyAccountPlan__Stakeholder_Management_Plan__c, Rich Text Area, 10,000)
  Describes your strategy for building and developing relationships with the essential people at your customer (see also Account Plan Contact Roles and Account Plan Partner Roles in the next section).
• Strengths (KeyAccountPlan__Strengths__c, Rich Text Area, 20,000)
  Part of your SWOT analysis. Specifically, the Strengths you perceive in your relationship with the customer.
• SWOT Analysis (KeyAccountPlan__SWOT_Analysis__c, Rich Text Area, 10,000)
  This field describes Strengths, Weaknesses, Opportunities, and Threats in your relationship with this customer or prospect. Note that this field has been replaced on the page layout with individual fields for each component of the SWOT.
• Target Achieved % (KeyAccountPlan__Target_Achieved__c, Formula, Percentage)
  Won Revenue as a percentage of the Sales Target.
• Threats (KeyAccountPlan__Threats__c, Rich Text Area, 20,000)
  Part of your SWOT analysis. Specifically, the Threats you perceive in your relationship with the customer.
• To (KeyAccountPlan__To__c, Date)
  The end date of your Account Plan. This field populates automatically based upon the Start Date and the value you select in the Period picklist
• Total Expected Revenue (KeyAccountPlan__Total_Expected_Revenue__c, Formula, Currency)
  This field automatically sums Won Revenue and the Weighted Pipeline.
• Ultimate Parent (KeyAccountPlan__Ulitmate_Parent__c, Text, 255)
  Id of the Account at the top of the Account Hierarchy, if an Account Hierarchy exists for the Account. Automatically populated.
• Weaknesses (KeyAccountPlan__Weaknesses__c, Rich Text Area, 20,000)
  Part of your SWOT analysis. Specifically, the Weaknesses you perceive in your relationship with the customer.
• Weighted Pipeline (KeyAccountPlan__Weighted_Pipeline__c, Currency)
  This field automatically calculates the weighted value (based on the opportunity probability) of all open opportunities linked to the Account Plan.
• Weighted Pipeline as a % of Target (KeyAccountPlan__Weighted_Pipeline_as_of_Target__c, Formula, Percentage)
  This field automatically calculates the Weighted Pipeline as a percentage of the Sales Target.
• Where We Add Value (KeyAccountPlan__Where_We_Add_Value__c, Rich Text Area, 10,000)
  These are the benefits your customer receives by doing business with you.
• Won Revenue (KeyAccountPlan__Won_Revenue__c, Currency)
  This field automatically calculates the value of Closed Won opportunities linked to the Account Plan.