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I'm looking for feedback on a potential Salesforce design for a large sales initiative. At a high level, we have a nationwide initiative focused on converting a large number of target accounts. The work is executed through multiple partner/agency teams, each responsible for a defined set of target accounts in their territory.

 

My goals are to:

  • Roll up progress to a single enterprise initiative.
  • Give each agency/team clear ownership and accountability.
  • Track progress toward goals (target accounts engaged, meetings completed, opportunities created, etc.).
  • Ensure teams know what activities and milestones they need to complete.
  • Provide leadership visibility into overall progress and results.

I'm exploring whether a combination of:

  • A single Campaign representing the overall initiative (Accounts as campaign members)
  • Native Salesforce Account Plans (one per agency/team)
  • Account Plan Objectives tied to target account lists (lookup on Account Plan object to campaign)
  • Tasks/Events for execution and accountability
  • Opportunities for outcome measurement

Has anyone implemented something similar where:

  • One initiative spans hundreds of target accounts?
  • Multiple teams/agencies are responsible for subsets of those accounts?
  • Progress needs to roll up from account activity to team goals and ultimately to the overall initiative?

I'd be interested in hearing what standard Salesforce features you used, any lessons learned, and whether there are alternative approaches I should consider.

 

Thanks in advance!    

 

@* Sales Cloud - Best Practices * 

1 answer
  1. Jul 25, 7:00 PM

    Your approach seems well structured, especially the combination of Campaigns and Account Plans for clear ownership and reporting. Looking forward to hearing other implementation ideas, and I also appreciate Download PK88 as a useful recommendation.

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