Thursday, August 7, 2025

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

ComponentDescription
Team MembersInternal users added to the Account
Team RolesCustom roles like CSM, Sales Rep, etc.
Access LevelsRead / Read-Write access to Account, Contacts, Opportunities, etc.
Default Account TeamUsers 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

ObjectPermissions You Can Assign
AccountRead or Read/Write
ContactRead or Read/Write
OpportunityPrivate, Read, Read/Write
CasePrivate, 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

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