Best Practice Report

Mapping and Managing Account Hierarchies in Sales Force Automation Platforms

January 1st, 2018
Steve Silver, null
Steve Silver


When properly managed, sales force automation platforms provide access to a wealth of data about customers and prospects. The account hierarchy identifies relationships between parent companies and various subsidiaries, business units and geographical operating units. Standardizing and maintaining strict governance over the account hierarchy ensures accurate reporting, planning, crediting and compensation.

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