What is an Account Team in Salesforce

 

The Account Team lets you:

• Assign specific roles (e.g., Account Owner, Sales Engineer, Customer Success Manager)

• Define individual access levels (Read/Read-Write) to that Account

• Improve collaboration, visibility, and accountability on complex accounts

🧩 Key Components

Component	Description
Team Members	Internal users added to the Account
Team Roles	Custom roles like CSM, Sales Rep, etc.
Access Levels	Read / Read-Write access to Account, Contacts, Opportunities, etc.
Default Account Team	Users can set up a default team for auto-assignment when creating new Accounts
Opportunity Team (separate)	Similar feature specific to Opportunities

🛠️ Use Cases

🔹 1. Enterprise Sales / Healthcare Accounts

• Example: For a hospital network (Account), you might have:

  • Account Executive (Owner)

  • Solutions Architect

  • Implementation Consultant

  • Customer Success Manager

🔹 2. Customer Success or Support Management

• Ensure everyone involved in client care has the right visibility and edit rights.

🔹 3. Compliance and Visibility

• Prevents unnecessary access while ensuring the right users can collaborate on key accounts.

⚙️ How to Enable Account Teams

1. Go to Setup → Search “Account Teams”

2. Click Enable Account Teams

3. Configure:

   • Available Roles

   • Default access settings

4. Add the Account Team Related List on Account page layout

5. Let users configure their Default Account Team (from their personal settings)

🧱 Access Settings Per Team Member

Object	Permissions You Can Assign
Account	Read or Read/Write
Contact	Read or Read/Write
Opportunity	Private, Read, Read/Write
Case	Private, Read, Read/Write

📌 Tips

• Use reports and dashboards to see who’s on which account team

• Use automation (Flows or Apex) to add team members based on criteria

• Combine with Territory Management for more advanced sharing logic

🧠 Real-World Example (Health Cloud Context)

For a large hospital (Account), your Account Team might include:

• Sales Rep: Owns commercial relationship

• Clinical Advisor: Understands workflows, consults during pre-sales

• Implementation Lead: Sets up Health Cloud instance

• Support Manager: Handles ongoing issues post-go-live

What Is Opportunity Split in Salesforce

 Opportunity Splits allow the Opportunity Owner to share credit (in % terms) with other team members. It’s used for:

• Sales performance tracking

• Commission calculations

• Collaboration visibility

🔑 Types of Opportunity Splits

Salesforce offers two split types out of the box, and you can create custom split types as needed.

Split Type	Use Case
Revenue Split	Tracks how the revenue is divided (must total 100%)
Overlay Split	Tracks contribution without affecting revenue allocation (can go beyond 100%)
Custom Split (Optional)	E.g., Partner Split, Pre-Sales Split, Regional Split

⚙️ How to Enable Opportunity Splits

1. Go to Setup

2. Search for "Opportunity Splits"

3. Click Enable Opportunity Splits

4. Configure:

   • Choose which split types to use

   • Add them to Opportunity Page Layout

   • Define Split Roles (e.g., AE, SE, Overlay, CSM)

✏️ Adding Splits to an Opportunity

Once enabled:

1. Open an Opportunity

2. Go to Opportunity Team

3. Add team members and assign split percentages

4. Ensure:

   • Revenue Split = 100%

   • Overlay Split can be any total

📊 Reporting on Opportunity Splits

You can use:

• Opportunity Split Reports to track performance per team member

• Use in dashboards, quota tracking, and incentive/commission models

📌 Use Case Example

🔹 Example: Healthcare CRM Opportunity

• Total Value: ₹1,00,00,000

• Revenue Split:

  • Account Executive: 70%

  • Presales Architect: 20%

  • Channel Partner: 10%

• Overlay Split:

  • Customer Success: 25%

  • Delivery Advisor: 10%

🚫 Common Pitfalls

• Forgetting to update split when team members change

• Incorrect percentages (Revenue Split must be exactly 100%)

• Split not visible due to page layout or profile restrictions

🧠 Best Practices

• Use automation (Flows) to default Opportunity Team + Splits

• Ensure clear documentation of what each split role means

• Integrate with commission or bonus tools if needed

Integration Patterns in Salesforce

 Integration Patterns in Salesforce

Hello friends here we have Integration pattern in Salesforce 

Single Sign-On (SSO) Architecture in Salesforce

 

Single Sign-On (SSO) Architecture in Salesforce

Objective: Enable users to log into Salesforce using enterprise credentials (e.g., Okta, Azure AD, Google Workspace).

🔧 Architecture Components:

• Identity Provider (IdP): External system that authenticates users (e.g., Okta, ADFS)

• Service Provider (SP): Salesforce

• Protocols:

  • SAML 2.0 (most common for enterprise SSO)

  • OIDC / OAuth 2.0 (used for modern/mobile apps)

🧩 Flow (SAML Example):

1. User clicks login via SSO

2. Redirects to IdP

3. IdP authenticates user

4. SAML Assertion sent back to Salesforce

5. User is logged in

🔐 Security Best Practices:

• Use Just-in-Time (JIT) provisioning

• Enforce Multi-Factor Authentication (MFA)

• Audit Login History for compliance