The Easy Way To Manage Account Teams In Salesforce

Published on September 28, 2023 by Sawyer Middeleer

The Easy Way To Manage Account Teams In Salesforce

In the evolving landscape of sales, the management of account teams within Salesforce can often present a daunting challenge. To harness the intricate system's full capacity often requires a methodical approach and can be cumbersome without proper guidance. This article delves into a simplified method for managing account teams within Salesforce, ensuring that this central hub of customer relationship management becomes a formidable asset in optimizing your team's performance and collaboration.

Understanding Account Teams in Salesforce

Salesforce defines an account team as a group of users that typically work together on an account. Each team member has a role that specifies the part they play in managing the account. Effective management of account teams can lead to better collaboration, improved visibility into an account's status and activities, and, crucially, more successful sales outcomes.

The Necessity of Configuring Account Teams

Before you can effectively manage account teams in Salesforce, the feature must first be correctly configured. Salesforce administrators can enable account teams through the Salesforce setup menu, under 'Account Teams' or 'Team Selling'. Once enabled, account teams need to be tailored to the organization's needs, which include:

  • Defining team roles and their function within the company’s sales strategy.
  • Customizing account team page layouts to reflect relevant data.
  • Setting the appropriate visibility and access permissions for different team roles.

After configuration, account teams can be added to accounts by users with proper permissions. Each member can be assigned specific roles, with clear-cut responsibilities and access rights.

Streamlining Account Team Management

The next stage in harnessing Salesforce's capability is streamlining the management process through best practices:

Establishing Standardized Team Roles and Permissions

Create a well-defined set of roles that reflect the responsibilities within your account team. Consistency is key – ensure that these roles are understood throughout your organization. Permissions should ensure that all team members can access the information they need, while also protecting sensitive data.

Leveraging Public Groups and Automated Team Assignment

For efficiency, consider leveraging public groups when many users share the same role across several accounts. Additionally, establish automated triggers for common scenarios like industry verticals, account size, or region. This can be accomplished through process builder or flow within Salesforce.

Utilizing Salesforce Reports and Dashboards

Create reports and dashboards that offer visibility into account team performance, activity, and pipeline. This data-driven approach supports the alignment of sales tactics with outcomes and helps to identify areas for improvement quickly.

Making Mobile Collaboration Seamless

In today’s remote and fast-paced work environment, ensure that account teams can communicate and collaborate on-the-go. Utilize Salesforce Mobile to provide team members access to real-time account information and critical updates immediately.

Encouraging Regular Clean-Up and Audit Processes

Regular audits and data cleaning sessions are crucial. Encourage teams to update their records and remove any outdated or unnecessary information. Maintaining this discipline is essential for preserving the system's accuracy and usability.

Salesforce Tools For Enhanced Account Team Management

Salesforce offers several tools to augment account team performance:

Salesforce Chatter

Utilize Chatter to foster communication and collaboration among team members. Through Salesforce’s enterprise social network, your team can communicate on records, share insights, and update the team on key developments in real-time.

Salesforce Automation

Harness Salesforce’s automation features such as workflow rules, process builder, and Salesforce Flows to automate mundane tasks such as data entry, alerting team members of critical updates, and producing regular reports.

Salesforce Lightning Sync

Implement Salesforce Lightning Sync to coordinate calendars and emails across your team. By keeping your team in unison on external communications and appointments, you can eliminate redundant work and ensure the team is on the same page.

Einstein Analytics

Apply Einstein Analytics to glean deeper insights into account health, team performance, and opportunity predictions. Einstein’s AI-powered analytics can help inform strategic decisions and pinpoint opportunities for coaching or support.

Continuous Training and User Adoption

For account team management to be successful within Salesforce, ongoing training, and user adoption strategies are pivotal:

Regular Training and Continuous Learning

Invest in regular training sessions to ensure team members are conversant with the latest features and best practices. Consider "lunch and learn" sessions, webinars, or e-learning modules.

Intense Focus on User Adoption

User adoption is critical. Reinforce the importance of Salesforce to your sales strategy and provide adequate support and resources to aid adoption. Utilize Salesforce's adoption dashboards to monitor utilization rates and user engagement.

Access to Salesforce Trailhead

Leverage Salesforce's Trailhead, a gamified online learning platform, to provide self-service training in engaging and digestible modules. Encourage teams to earn badges and share their progress to foster a learning culture.

Feedback Loops and Iterative Improvements

Create mechanisms for the account team members to provide feedback on the system's functionality and management processes. Actively engage in iterative improvements to ensure that Salesforce evolves in alignment with the team's needs.


Efficient management of account teams within Salesforce can significantly amplify a business's capacity to serve its clients effectively and achieve sales excellence. By following the outlined protocols and leveraging Salesforce's array of features, an organization can create a dynamic and coherent system that empowers each account team to perform at its peak.

Through constant refinement and dedication to user engagement and data integrity, Salesforce becomes not just a tool but a strategic partner in your sales processes, offering actionable insights and fostering synergy across your enterprise. As teams consistently share knowledge, align on sales strategies, and work collaboratively within the platform, Salesforce transforms the art of account team management from an administrative burden into a competitive advantage.

Take your workflow to the next level