This chapter discusses how to:
Access accounts.
Assign a team to an account.
Reorganize and reassign accounts.
This section provides an overview of accounts and discusses how to:
Use the Strategic Account Planning toolbar.
Access accounts.
An account is represented in the customer data model as a business object keyed by BO_ID (business object identifier) + Role Type ID, where the role type is either Company, Consumer, Partner, or Site.
Page Name |
Definition Name |
Navigation |
Usage |
My Accounts |
RD_ACCOUNTS |
My Accounts, My Accounts |
Toolbars are configurable and customizable. In addition, you can give end-users the ability to personalize their toolbar.
See Understanding the Configurable Toolbar.
PeopleSoft Enterprise CRM delivers these toolbar buttons for Strategic Account Planning:
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Click to access a list of the tasks that are associated with the account. |
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Click to add a call report for the selected account. |
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Click to add a task for the selected account. |
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Click to access the My Calendar page, where you can see daily, weekly, and monthly views of your calendar. |
Refer to the see reference for descriptions of buttons that do not appear in the preceding table.
See Delivered Common Toolbar Buttons.
Access the My Accounts page (My Accounts, My Accounts).
View Accounts |
Select to filter the list of accounts using a new search that you create or a saved search that you previously created. |
Create Plans for Selected Accounts |
Click to create account plans for one or more accounts that you select. |
Account List
|
Click to access the 360-Degree View of the account. |
Create Plan |
Click this link to create a new plan. |
View Account Plans |
Click this link to view existing plans. |
Show in Results
Select the following check boxes to select which accounts appear when you perform a search.
Note. The check boxes available in this section depend on how you set the configurable search options.
See Configuring Searches.
Accounts as Plan Owner |
Select to have the system display accounts for which you are the plan owner. |
Accounts as Manager |
Select to have the system display accounts for which you are the manager or a representative on the account team. |
Accounts as an Owner |
Select to have the system display accounts for which you are the owner. |
Accounts as Plan Team Member |
Select to have the system display accounts for which you are a member of the plan team. |
Accounts as Team Member |
Select to have the system display accounts for which you are a team member. |
Customers as Lead Team Member |
Select to have the system display customer accounts that are associated with a lead on which you are a team member. |
Customers as Oppy Team Member (customers as opportunity team member) |
Select to have the system display customer accounts that are associated with an opportunity on which you are a team member. |
Partners as Lead Team Member |
Select to have the system display partner accounts that are associated with a lead on which you are a team member. |
Partners as Oppy Team Member (partners as opportunity team member) |
Select to have the system display partner accounts that are associated with an opportunity on which you are a team member. |
Sites as Lead Team Member |
Select to have the system display site accounts that are associated with a lead on which you are a team member. |
Sites as Oppy Team Member (sites as opportunity team member) |
Select to have the system display site accounts that are associated with an opportunity on which you are a team member. |
Accounts as Temporary Assignee |
Select to have the system display accounts on which you are a temporary assignee. |
View All Accounts |
Select to have the system display all accounts. |
This section provides an overview of account team assignment and discusses how to:
Assign a team to an account.
Add members to the account team.
You can assign teams automatically to accounts if you establish team structures and the assignment criteria for selecting one team from within the structure of teams. Assigning account teams is similar to assigning sales reps and sales teams to leads or opportunities and is based on comparable structures of trees and territories. Once you set up the criteria to enable automated selection, the system scans the available account teams and identifies the best-qualified choice. Assignment normally occurs when the account object (company, site, partner, or consumer) is created. You can explicitly invoke assignment and review the account team or assign a default team using a background event during the save. The component or application class that creates an object can initiate team assignment whenever there is no existing account team if you set a user preference for automated assignment.
The team to assign is found on a territory tree as a specific territory. Both the tree that is searched and the assignment group are supplied by user preference. The assignment group’s criteria with weights, plus the territory’s specific values for each assignment criterion, produce a score—a degree of match to the new account—for each territory. Values for fields, such as region, size, or zip code, are captured from the component buffer or from parameters passed from the application class. The field values that correspond to assignment criteria are compared with the territory values, and results are weighted and summed per territory. The best score among the territories is used for selecting the optimal team. That team is then attached to the object account’s page for account team.
Page Name |
Definition Name |
Navigation |
Usage |
Company - Account Team Site - Account Team Person (Consumer) - Account Team Partner Company - Account Team |
RD_ACCOUNT_TEAM |
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Assign the account team for a company, site, consumer, or partner company account. |
RD_PERS_SRCH_SEC |
Click the Add New Team Member button on the Account Team page. |
Add members to the account team. |
Access the Company - Account Team page (select the Account Team tab from any page in the Company component).
Note. The page that is shown here is from the Company component. Pages from other account components are similar in appearance and usage.
Add Team Members |
Click to access the Add Team Member page and add company representatives manually to the account team. |
Tree Name, Assignment Group and Auto Assign Team Members |
Enter the territory tree and assignment group that the system uses for performing the automatic assignment process when you click the Auto Assign Team Members button. The process selects sales users of the selected territory tree to become members of the account team based on the assignment criteria that are set up in the selected assignment group. Note. In addition to assigning sales representatives to leads and opportunities, assignment group setup can be used to assign team members to accounts as well. |
Access the Add Team Member page (click the Add New Team Member button on the Account Team page).
Contact Flag |
Select Internal to limit the search to internal people and External to limit the search to external people. |
Search Only Eligible Account Representatives |
Select to limit the search for new team members to persons who are already assigned the role of account representative in the system. |
This section provides an overview of account team reorganization and reassignment and lists the pages used to reorganize and reassign accounts.
An organization needs the ability to reorganize or reassign accounts. Generally, an account administrator is responsible for reassigning accounts. This activity could occur when one or more account managers leave the company or their positions. The account administrator has the ability to reassign a set of accounts. Each reassigned activity automatically inherits the predefined tasks of the new owner.
If you make changes to the account territory tree, you can use the Reorganize Territories component in PeopleSoft Enterprise Sales to reorganize the account team. If you want to reassign accounts to different account representatives, you can use the Reassign Sales Activities component in PeopleSoft Enterprise Sales.
See PeopleSoft Enterprise CRM Sales Preface.
Page Name |
Definition Name |
Navigation |
Usage |
RSF_TR_REORG |
Sales, Reorganize Territories |
Reorganize the territories on a tree. |
|
RSF_TR_REASSIGN |
Sales, Reassign Sales Activities |
Reassign a sales user's leads, opportunities, and accounts to another sales representative. |