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The kind of access, such as view or edit, named in a security policy.
actionable infolet
Actionable infolets summarize key sales information. Salespeople can use saved searches as filters, and they can take direct action on any record without having to edit it. Actionable infolets use saved searches from individual work areas. If you're using Workspace, you should enable and use Workspace infolets instead.
adjusted forecast
Total forecast for all product items that meet forecast criteria plus a salesperson's adjustment amount, which can be a positive or negative number.
adjusted territory quota
The quota amount assigned to the user plus the adjustment amount entered.
Refers to when, in the Sales Lightbox content library, content with pages from one or more different files is saved to the cart, potentially rearranged, and then downloaded. The content must be of the same file types. During assembly, in the background, the application compiles the files into a single file set.


Acronym for business-to-business. Indicates the type of customer relationship with a business, where the customer is a business rather than an individual consumer.
Acronym for business-to-consumer. Indicates the type of customer relationship with a business, where the customer is an individual consumer rather than a business.
Refers to when, in the Sales Lightbox content library, the application displays the individual pages of a file as it's opened. During this process, the application doesn't just open the individual pages. Instead, after splitting a file into individual pages, the application analyzes the pages, saves the pages into the content management system, and creates records for the pages in the database.
business object
A resource in an enterprise database, such as an invoice or purchase order.


A company that competes with your company for sales.


deal size
Total monetary amount the customer is expected to spend.


The uppermost region in the user interface that remains the same no matter which page you're on.


industry codes
Industry codes gives you the flexibility to assign the most accurate industry to your account that defines your account better. You can add or remove industries from your account as long as you have edit access to your account.
A small interactive widget on the home page that provides key information and actions for a specific area, for example your personal profile. Each infolet can have multiple views.
An intent provides a mapping between a user expression and the response displayed by the sales assistant. An intent consists of one or more questions which represent the intention or meaning underlying a possible user statement or query. The match engine maps a user expression to an intent using the questions defined in the intent. Your sales assistant's response to user expressions is based on the intents you create.
internal expert
Experts within your company who have previous experience with a specific competitor.


lead rank
A configurable set of values such as hot, warm, or cool used to prioritize leads for lead qualification and sales engagement.
line of business
A particular kind of commercial enterprise. For example, a broad grouping of salable products such as hardware or training.


marketing activity
An instance of the execution of a campaign stage, such as delivering a specific treatment to a specific audience.
Individual web page or a small cluster of pages meant to function as a discrete entity within an existing website or to complement an offline activity.


nonrevenue quota
A type of quota typically assigned to a sales resource with overlay sales roles, such as sales consultants or telemarketing representatives, to measure their performance. It is for the Sales Revenue goal.


organization types
You can maintain multiple organization types for your account that can help you define your account better. You can add or remove organizations from your account as long as you have edit access to your account.


A change that users make to control the look or behavior of the application. Personalizations impact only the user making the change.
A grant of access to functions and data; a single, real world action on a single business object.
A prospect can be account, contact, or household you haven't sold to yet. A prospect is a potential customer, who you hope to convert into a selling relationship.


qualified lead
A qualified lead is one where the lead qualification status has been updated to qualified. Generally, a lead is considered qualified and ready for conversion to a sale when the need, purchase interest, and budget are confirmed.
A revenue or other target, tied to expected performance.


request call back
A marketing response form that can be inserted into an e-mail. E-mail recipients can click the link to request a call back.
People designated as able to be assigned to work objects, for example, service agents, sales managers, or partner contacts. A sales manager and partner contact can be assigned to work on a lead or opportunity. A service agent can be assigned to a service request.
resource quota
The target associated with a territory resource. Resource quota can be either revenue resource quota or nonrevenue resource quota.


sales campaign
A sales campaign enables a salesperson to target customer contacts by email in a personalized campaign, using marketing generated collateral.
sales goal
A business or sales objective represented as a measurable goal. A sales goal is defined by how it's measured (amount or quantity), and whether or not the goal has a focus such as on specific product groups.
sales quota plan
Plan that contains all quota activities for the fiscal year, created by the administrator. Actual sales and pipeline are tracked against only one quota plan for the year.
Skills are individual chatbots that are designed to interact with users and fulfill specific types of tasks, such as getting sales details, creating appointments, and changing contact information. Each skill helps complete a task through a combination of text messages and simple UI elements like select lists.
The grid of icons on the home page that you can use to open pages.
Abbreviation for strengths, weaknesses, opportunities, and threats. SWOT analyses score the strengths, weaknesses, opportunities, and threats of a sales competitor, as compared to the selling company.


territory coverage
A territory coverage is a set of boundaries that define what's included or excluded in the territory and what can be sold. For example, sell all products in North America. Customers or partners can be selected to be included or excluded from the territory.
territory coverage model
The coverage model selection identifies whether the territory jurisdiction covers customers or partners. A Customer model means that the territory covers all customers within the territory definition, as well as leads and opportunities for those customers. Partner territories are typically defined for channel sales managers, where the channel sales manager is responsible for a set of partners, and for those partners' deals.
territory quota
The revenue target associated with the expected performance of a territory.
territory team member function
The function the resource has on the territory team.


An automated process that passes a task from one user (or group of users) to another to view or act on. The task is routed in a logical sequence to achieve an end result.