Category: (1) TAM Application Type
Application Identifier: 3.11
Maturity Level: 4
Sales Account Management applications provide the means to manage sales accounts.
Sales Account Management - Sales Account Management allows sales organizations to manage customer accounts in several ways, including account activity planning, building account plans, stakeholder and influencer mapping, key buying criteria, territory management, monitoring of projected versus actual billed revenues throughout the account hierarchy, and managing sales representatives assigned to the account(s).
Account management can be associated with compensation, to ensure appropriate revenue recognition, as well as to monitor performance against sales targets (quotas). Due to the sensitivity of sales information, account management facilitates data fencing, ensuring sales representatives and management can view & edit information based on their specific territory, sales team, and organizational profiles.
Enterprise PIM (outlook, lotus), mobile email applications, LDAP.
This was created from the Frameworx 16.0 Model