Records
View, create, edit and delete per table, with row filters where they matter. An account executive edits accounts in their own territory and the ones they are on the team for; a customer success manager edits contracts on customer accounts.
Roles and permissions
Who does what: the roles in a B2B sales organisation, the records each may change, the approvals each may give, and how an agent inherits the same limits.
A sales organisation runs on separation of authority: the rep who wants the discount does not approve it, and the manager who reviews the team’s forecast does not edit a rep’s number. Permissions are by role, on records and on actions, and an agent acting for a person is bound by the same matrix.
Permissions
Summarised from the authored role permissions. Scope restrictions such as “own records” still apply; these symbols do not indicate completeness or runtime access.
| Table | Sales Development Rep | Account Executive | Sales Manager | Deal Desk | Customer Success Manager | Sales Operations | Executive |
|---|---|---|---|---|---|---|---|
| master | |||||||
Contacts | Manage / maintain: Manage Leads, Activities and assigned Contacts | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Contracts, ContractLines and Contacts on assigned customer accounts | —No table-specific permission stated | —No table-specific permission stated |
Users | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
Territories | View: View Accounts, Campaigns, LeadSources, Territories, TerritoryRules | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
TerritoryRules | View: View Accounts, Campaigns, LeadSources, Territories, TerritoryRules | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
Products | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | Manage / maintain: Manage Products, PriceBooks, PriceBookEntries, ApprovalThresholds | View: View Accounts, AccountPlans, Products and PriceBookEntries | —No table-specific permission stated | —No table-specific permission stated |
PriceBooks | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Products, PriceBooks, PriceBookEntries, ApprovalThresholds | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
PriceBookEntries | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | Manage / maintain: Manage Products, PriceBooks, PriceBookEntries, ApprovalThresholds | View: View Accounts, AccountPlans, Products and PriceBookEntries | —No table-specific permission stated | —No table-specific permission stated |
PipelineStages | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
LeadSources | View: View Accounts, Campaigns, LeadSources, Territories, TerritoryRules | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
Campaigns | View: View Accounts, Campaigns, LeadSources, Territories, TerritoryRules | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
Competitors | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
ExchangeRates | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
ApprovalThresholds | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Products, PriceBooks, PriceBookEntries, ApprovalThresholds | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
OpportunityContacts | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
OpportunityProducts | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
StageHistory | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
QuoteLines | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | —No table-specific permission stated | View: View Quotes, QuoteLines, Opportunities, Contracts, Accounts | Manage / maintain: Manage Quotes, QuoteLines and Activities for those deals | —No table-specific permission stated | —No table-specific permission stated |
QuoteApprovals | —No table-specific permission stated | —No table-specific permission stated | Specific actions: Approve assigned QuoteApprovals for DiscountAboveAuthority and DealSize at their level | Specific actions: Approve assigned QuoteApprovals for DiscountAboveEntryMaximum, BelowFloorPrice, NonStandardTerms, PaymentTerms and BillingFrequency | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
ContractLines | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Specific actions: Create Contracts and ContractLines from the accepted quote at validation | Manage / maintain: Manage Contracts, ContractLines and Contacts on assigned customer accounts | —No table-specific permission stated | —No table-specific permission stated |
RealignmentMoves | —No table-specific permission stated | —No table-specific permission stated | Specific actions: Approve RealignmentMoves for the team | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | —No table-specific permission stated |
| transaction | |||||||
Leads | Manage / maintain: Manage Leads, Activities and assigned Contacts | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
Opportunities | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | Manage / maintain: Manage Accounts, Opportunities, Quotes, Activities, AccountPlans in team territories; Approve negotiation on Opportunities they do not own and record NegotiationApprovedBy, NegotiationApprovedDate and NegotiationNotes | View: View Quotes, QuoteLines, Opportunities, Contracts, Accounts | Manage / maintain: Manage Opportunities of Type Renewal or Expansion on those accounts | —No table-specific permission stated | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
Quotes | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory; Submit Quotes for approval | Manage / maintain: Manage Accounts, Opportunities, Quotes, Activities, AccountPlans in team territories | View: View Quotes, QuoteLines, Opportunities, Contracts, Accounts | Manage / maintain: Manage Quotes, QuoteLines and Activities for those deals; Submit Quotes for approval and mark accepted renewal deals PendingClose | —No table-specific permission stated | —No table-specific permission stated |
Activities | Manage / maintain: Manage Leads, Activities and assigned Contacts | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | Manage / maintain: Manage Accounts, Opportunities, Quotes, Activities, AccountPlans in team territories | —No table-specific permission stated | Manage / maintain: Manage Quotes, QuoteLines and Activities for those deals | —No table-specific permission stated | —No table-specific permission stated |
Contracts | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | —No table-specific permission stated | Specific actions: Create Contracts and ContractLines from the accepted quote at validation; View Quotes, QuoteLines, Opportunities, Contracts, Accounts | Manage / maintain: Manage Contracts, ContractLines and Contacts on assigned customer accounts | —No table-specific permission stated | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
Quotas | —No table-specific permission stated | View: View StageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, Campaigns | Manage / maintain: Manage Quotas for the team | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
ForecastSubmissions | —No table-specific permission stated | Specific actions: Submit ForecastSubmissions | —No table-specific permission stated | —No table-specific permission stated | Specific actions: Submit ForecastSubmissions for renewals | —No table-specific permission stated | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
Realignments | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | Manage / maintain: Manage Territories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role) | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
| finance | |||||||
Accounts | View: View Accounts, Campaigns, LeadSources, Territories, TerritoryRules | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | Manage / maintain: Manage Accounts, Opportunities, Quotes, Activities, AccountPlans in team territories | View: View Quotes, QuoteLines, Opportunities, Contracts, Accounts | View: View Accounts, AccountPlans, Products and PriceBookEntries | —No table-specific permission stated | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
AccountSites | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated | —No table-specific permission stated |
AccountPlans | —No table-specific permission stated | Manage / maintain: Manage Accounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territory | Manage / maintain: Manage Accounts, Opportunities, Quotes, Activities, AccountPlans in team territories | —No table-specific permission stated | View: View Accounts, AccountPlans, Products and PriceBookEntries | —No table-specific permission stated | View: View Accounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, Realignments |
- Sales Development RepAccess lead conversion reportsCannot accept a qualified lead into the pipeline
- Account ExecutiveAccess pipeline and activity reports for own book
- Sales ManagerSubmit own forecast for review by their manager
- Deal DeskAccess discount, quote and bookings reports
- Customer Success ManagerSet RenewalRisk and ChurnReasonAccess renewal reports
- Sales OperationsValidate Closed Won when the deal desk delegates itAccess all reports
- ExecutiveAccess forecast, pipeline, renewal and win-loss reportsNo create, edit or delete on any table
How permissions work
6 rulesActions
Accept a lead, approve a quote step, validate a win, approve a realignment move, review a forecast, lock a period. Actions are granted apart from record rights, so a manager can see a quote they may not approve and an executive can read every forecast without editing one.
Fields
Some fields are read-only for some roles. A rep sees the floor price on a price book entry and cannot change it; a rep sees the manager's forecast adjustment and cannot edit it; nobody edits a stage history row.
Separation
The system refuses conflicting duties on one record. Nobody approves their own quote, a manager cannot approve a quote on a deal they own, and the rep who marks a deal closed is not the person who validates it.
Delegation
An approver can name a delegate until a date; the step records both the approver it was addressed to and the delegate who decided.
Team access
Account team membership grants read or edit on an account and its deals without transferring ownership, so a sales engineer or an executive sponsor can work the account.
The roles
Sales Development Rep
Works inbound and outbound leads to qualification and hands them to an account executive.
Permissions and screens
ManageLeads, Activities and assigned ContactsMarkLeads Qualified or DisqualifiedViewAccounts, Campaigns, LeadSources, Territories, TerritoryRulesAccesslead conversion reportsCannotaccept a qualified lead into the pipeline
YouStartTime >= todaynext 7 daysPlannedTypeCallMeetingDemo
- ACC-82114: CNT-1912, 19 Sep · 12:00 to 19 Sep · 12:30, Planned
- ACC-90430: CNT-9314, 19 Sep · 14:30 to 19 Sep · 15:00, Planned
- ACC-80773: CNT-6207, 22 Sep · 10:30 to 22 Sep · 11:30, Planned
- ACC-50012: CNT-6979, 24 Sep · 10:30 to 24 Sep · 12:00, Planned
- ACC-27991: CNT-1778, 21 Sep · 14:30 to 21 Sep · 15:30, Planned
- ACC-42694: CNT-2453, 20 Sep · 15:00 to 20 Sep · 16:00, Planned
Account Executive
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Permissions and screens
ManageAccounts, AccountSites, Contacts, Opportunities, OpportunityContacts, OpportunityProducts, Quotes, QuoteLines, Activities, AccountPlans in own territoryAcceptor reject qualified Leads and convert accepted onesSubmitQuotes for approvalMarkOpportunities PendingClose with the accepted QuoteSubmitForecastSubmissionsViewStageHistory, Products, PriceBookEntries, Contracts, Quotas (own), Competitors, CampaignsAccesspipeline and activity reports for own book
My WeekPlanned
SubjectTypeAccountContact
Meeting
My Activities TodayPlanned
Activity NumberTypeSubjectAccount
Meeting
Qualified Leads Awaiting AcceptanceQualified
Lead NumberCompany NameContact NameNeed
YouStartTime >= todaynext 7 daysPlannedTypeCallMeetingDemo
- ACC-82114: CNT-1912, 19 Sep · 12:00 to 19 Sep · 12:30, Planned
- ACC-90430: CNT-9314, 19 Sep · 14:30 to 19 Sep · 15:00, Planned
- ACC-80773: CNT-6207, 22 Sep · 10:30 to 22 Sep · 11:30, Planned
- ACC-50012: CNT-6979, 24 Sep · 10:30 to 24 Sep · 12:00, Planned
- ACC-27991: CNT-1778, 21 Sep · 14:30 to 21 Sep · 15:30, Planned
- ACC-42694: CNT-2453, 20 Sep · 15:00 to 20 Sep · 16:00, Planned
Sales Manager
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
Permissions and screens
ManageAccounts, Opportunities, Quotes, Activities, AccountPlans in team territoriesApprovenegotiation on Opportunities they do not own and record NegotiationApprovedBy, NegotiationApprovedDate and NegotiationNotesApproveassigned QuoteApprovals for DiscountAboveAuthority and DealSize at their levelApproveRealignmentMoves for the team- Review, adjust and lock other users' ForecastSubmissions
Submitown forecast for review by their managerManageQuotas for the teamReassignOwner on Accounts, Leads and Opportunities
YouStartTime >= todaynext 7 daysPlannedTypeCallMeetingDemo
- ACC-82114: CNT-1912, 19 Sep · 12:00 to 19 Sep · 12:30, Planned
- ACC-90430: CNT-9314, 19 Sep · 14:30 to 19 Sep · 15:00, Planned
- ACC-80773: CNT-6207, 22 Sep · 10:30 to 22 Sep · 11:30, Planned
- ACC-50012: CNT-6979, 24 Sep · 10:30 to 24 Sep · 12:00, Planned
- ACC-27991: CNT-1778, 21 Sep · 14:30 to 21 Sep · 15:30, Planned
- ACC-42694: CNT-2453, 20 Sep · 15:00 to 20 Sep · 16:00, Planned
Deal Desk
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Permissions and screens
Approveassigned QuoteApprovals for DiscountAboveEntryMaximum, BelowFloorPrice, NonStandardTerms, PaymentTerms and BillingFrequencyValidateClosed Won on Opportunities they did not prepareCreateContracts and ContractLines from the accepted quote at validationManageProducts, PriceBooks, PriceBookEntries, ApprovalThresholdsViewQuotes, QuoteLines, Opportunities, Contracts, AccountsAccessdiscount, quote and bookings reports
Quotes Awaiting ApprovalSubmitted
Quote NumberOpportunityAccountTotal
Closed Won Awaiting ValidationPendingClose
Opportunity NumberOpportunity NameAccountOwner
My ApprovalsPending
QuoteStep NumberReasonRequested Date
Discount Above Entry Maximum
Submitted
- QTS-86244 OPP-23900 today
- QTS-21185 OPP-16865 1 d
- QTS-76426 OPP-72019 12 d
- QTS-39374 OPP-81279 9 d
- QTS-74206 OPP-84417 4 d
QTS-86244
- Opportunity
- OPP-23900
- Account
- ACC-84150
- Total
- 820
- AnnualValue
- 390
- DiscountPercent
- 20
Approval conditions.
Customer Success Manager
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Permissions and screens
ManageContracts, ContractLines and Contacts on assigned customer accountsManageOpportunities of Type Renewal or Expansion on those accountsManageQuotes, QuoteLines and Activities for those dealsSubmitQuotes for approval and mark accepted renewal deals PendingCloseSetRenewalRisk and ChurnReasonSubmitForecastSubmissions for renewalsViewAccounts, AccountPlans, Products and PriceBookEntriesAccessrenewal reports
My WeekPlanned
SubjectTypeAccountContact
Meeting
My Activities TodayPlanned
Activity NumberTypeSubjectAccount
Meeting
My Open OpportunitiesOpen
Opportunity NumberOpportunity NameAccountStage
YouStartTime >= todaynext 7 daysPlannedTypeCallMeetingDemo
- ACC-82114: CNT-1912, 19 Sep · 12:00 to 19 Sep · 12:30, Planned
- ACC-90430: CNT-9314, 19 Sep · 14:30 to 19 Sep · 15:00, Planned
- ACC-80773: CNT-6207, 22 Sep · 10:30 to 22 Sep · 11:30, Planned
- ACC-50012: CNT-6979, 24 Sep · 10:30 to 24 Sep · 12:00, Planned
- ACC-27991: CNT-1778, 21 Sep · 14:30 to 21 Sep · 15:30, Planned
- ACC-42694: CNT-2453, 20 Sep · 15:00 to 20 Sep · 16:00, Planned
Sales Operations
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Permissions and screens
ManageTerritories, TerritoryRules, Realignments, RealignmentMoves, PipelineStages, LeadSources, Campaigns, Competitors, ExchangeRates, Quotas, Users (except Role)- Propose, model and apply Realignments
ValidateClosed Won when the deal desk delegates itMergeduplicate Accounts and ContactsViewall tablesAccessall reports
Closed Won Awaiting ValidationPendingClose
Opportunity NumberOpportunity NameAccountOwner
Realignments Awaiting ApprovalModelled
Realignment NumberEffective DateProposed ByCreated Date
Stale DealsOpen
Opportunity NumberAccountOwnerStage
PendingClose
- OPP-68261 ACC-87580 8 d
- OPP-26755 ACC-82366 4 d
- OPP-10704 ACC-78824 11 d
- OPP-37680 ACC-39847 in 11 d
- OPP-87781 ACC-79573 in 2 d
OPP-68261
- OpportunityName
- Opportunity 705
- Account
- ACC-87580
- Owner
- HC
- Amount
- 660
- AnnualValue
- 920
Booking waits for the deal desk.
Executive
Reads the forecast, the pipeline and the renewal book without editing any of it.
Permissions and screens
ViewAccounts, Opportunities, Contracts, Quotas, ForecastSubmissions, AccountPlans, RealignmentsAccessforecast, pipeline, renewal and win-loss reportsNocreate, edit or delete on any table
Renewals Due in 120 DaysActive
Contract NumberAccountAnnual ValueEnd Date
Team PipelineOpen
OwnerOpportunity NameAccountStage
Strategic and Key AccountsStrategic
Account NumberAccount NameIndustryTier
Manufacturing
StatusActiveInRenewalnext 120 days
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