Accounts

Work with the right context

Start with a stable company identity and assign its territory before distributing work. Preserve parent-company relationships without giving a rep access to every subsidiary. An account note should explain the customer context to people who are already entitled to see it.

Keep the next action clear

Use account ownership when planning follow-up, and review the open opportunities before reassigning an account. A territory change should retain its earlier assignments in the audit history. Sales Ops can resolve duplicate companies while keeping transaction references intact.

Coordinate the workflow

Configure pipeline. Set territories, authorized owners and stage definitions. Sales Manager activates nonoverlapping quota periods in a stated currency. Stage types determine open, won or lost meaning; a retired stage remains readable in historical changes. Admin binds authenticated principals and connector access. An active quota requires a different Sales Manager from PreparedBy; overlapping owner/period/currency quotas are rejected.

Develop opportunity. Advance an open opportunity through permitted stages with an expected revision. Record each transition in StageChanges. Use contacts from the accessible account and maintain one primary buying contact. Amount is the sum of product lines in the opportunity currency; a stage change preserves its history.

Territory rules. Sales Ops assigns a lead to an eligible owner in the same workspace. Reject a foreign-workspace owner and unauthorized reassignment.

Deal stages. A rep moves an own open deal and sees the dated history. Reject a cross-team move or stale Revision.

Plan a territory handover

A customer may buy through several regional offices while negotiating a shared commercial agreement. Keep the account hierarchy visible, then assign each opportunity to its actual selling owner. A rep responsible for one office should see the permitted account context without receiving private notes or unrelated subsidiary deals. The hierarchy helps the team understand the relationship; it does not override record access.

Before moving an account to another territory, the manager reviews its open opportunities and the people responsible for the next customer conversation. Sales Ops records the ownership change while earlier assignments remain available for review. A proposal already under consideration keeps its approved terms and its named preparer. Reassignment changes responsibility for future work without creating a new quote or rewriting a closed outcome.

Keep the customer record useful

Suppose two imported company records describe the same customer, but each has contacts and active proposals. Resolve the identity deliberately before combining their references. Preserve the source identifiers that will be needed for the next import, and confirm that every opportunity still belongs to the correct company. Matching a similar company name alone is insufficient when branches are separate legal or purchasing entities.

The resulting account view should answer practical questions: who owns this relationship, which opportunities remain open, and where should the next conversation happen? Account notes provide context for those answers. Deal amounts and stage decisions remain in their opportunity records, so an account narrative cannot silently change the pipeline or the forecast.