# Key Account Management account and territory plans

*Agentforce Life Sciences Consultant Study Guide · Engagement Planning · Last updated November 13, 2026 · https://www.certifyforce.com/study-guide/agentforce-life-sciences-consultant/engagement-planning/key-account-management-account-and-territory-plans*

How Key Account Management (KAM) account plans and territory business plans are built and tracked: design-time templates versus run-time records, stakeholders and participants, goal definitions and action plan templates, completion statuses, sprints and progress handlers, visits and offline limits.

- Certification: Salesforce Agentforce Life Sciences Consultant
- Exam section: Engagement Planning
- Study guide: https://www.certifyforce.com/study-guide/agentforce-life-sciences-consultant

**Official exam objective:**

> Given a scenario, configure and track Key Account Management (KAM) Plans.

## What the exam expects

- Map design-time templates to the run-time records they create in account plans and territory business plans.
- Extend an account plan with products, related plans, analysis, stakeholders and participants.
- Configure goal definitions, goal definition products and action plan templates, and import them into plans.
- Set up progress tracking: completion statuses, sprints and the KAM trigger handlers.
- Link plans and tasks to visits, and state what works offline.

Key terms:
- **Account plan:** a collaborative strategy to grow one customer relationship.
- **Territory business plan:** a plan driving initiatives for all accounts in a territory, used by medical science liaisons (MSLs).
- **Goal definition:** a reusable template goal; **action plan template:** a reusable strategy of measurable steps.
- **Assessment task:** a measurable step inside an action plan.
- **Sprint:** a dated, status-tracked cycle that action plans are assigned to.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Goal definition for import | Active and Top Goal | [Goal Definitions](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_definitions.htm&type=5&language=en_US), [Goal Assignments](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_assignments_territory_plans.htm&type=5&language=en_US) |
| Imports per territory plan | Once into a goal assignment; New any number of times | [Goal Assignments](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_assignments_territory_plans.htm&type=5&language=en_US) |
| Published action plan template | Can't be edited | [Action Plan Templates](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_action_plan_templates.htm&type=5&language=en_US) |
| Template target object | Goal Assignment or Account Plan Objectives | [Action Plan Templates](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_action_plan_templates.htm&type=5&language=en_US) |
| Participant role | Parent Account Plan, Read/Write, Active | [Participant Role](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_participant_role.htm&type=5&language=en_US) |
| Participant-stakeholder link | Junction record Account Plan Participant Stakeholder | [Manage Participants](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_manage_account_plan_participants.htm&type=5&language=en_US) |
| Completion mappings | Admin Console, Key Account Management, KAM Settings | [Account Plan Statuses](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_map_account_plan_statuses.htm&type=5&language=en_US) |
| Sprint end values | Sprints Settings, Selected Values | [Sprint Completion Statuses](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_sprint_completion_values.htm&type=5&language=en_US) |
| Reopened task | Action plan not recalculated automatically | [Account Plan Hierarchy](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_account_plan_hierarchy.htm&type=5&language=en_US) |
| Offline KAM records | View and edit only; create online | [KAM Prerequisites](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_prerequisites.htm&type=5&language=en_US) |

## Check yourself

- Which run-time records does an action plan template item become?
- Why check the Goal Definition page layout before creating goal definitions?
- When does ActionPlanDeleteChildrenHandler act?
- What happens to action plans when their parent account plan's status changes to Completed?

## Sources

- [Key Account Management Plans and Objects](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_account_plans_territory_plans_common_objects.htm&type=5&language=en_US)
- [Key Account Management Prerequisites](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_prerequisites.htm&type=5&language=en_US)
- [Create a Life Sciences Cloud Account Plan](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_account_plan_related_records.htm&type=5&language=en_US)
- [Manage Account Plan Stakeholders](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_manage_account_plan_stakeholders.htm&type=5&language=en_US)
- [Create Picklist Values for Key Account Management Records](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_custom_picklist_values.htm&type=5&language=en_US)
- [Manage Account Plan Participants](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_manage_account_plan_participants.htm&type=5&language=en_US)
- [Configure a Participant Role for an Account Plan](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_participant_role.htm&type=5&language=en_US)
- [Create Goal Definitions for Account Plans and Territory Plans](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_definitions.htm&type=5&language=en_US)
- [Create a Goal Definition Product](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_definition_product.htm&type=5&language=en_US)
- [Configure Action Plan Templates for Key Account Management](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_action_plan_templates.htm&type=5&language=en_US)
- [Create Account Plan Objectives](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_account_plan_objectives.htm&type=5&language=en_US)
- [Create Goal Assignments for Territory Plans](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_create_goal_assignments_territory_plans.htm&type=5&language=en_US)
- [Manage Action Plans and Tasks in the Account Plan Hierarchy](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_manage_action_plans_tasks_hierarchy.htm&type=5&language=en_US)
- [Manage Action Plans and Tasks in the Territory Plan Hierarchy](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_manage_action_plans_tasks_territory_plan_hierarchy.htm&type=5&language=en_US)
- [Account Plan Hierarchy](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_account_plan_hierarchy.htm&type=5&language=en_US)
- [Plan Progression Checklist](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_progress.htm&type=5&language=en_US)
- [Configure Account Plan Statuses](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_map_account_plan_statuses.htm&type=5&language=en_US)
- [Configure Territory Plan Statuses](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_map_territory_plan_statuses.htm&type=5&language=en_US)
- [Configure Sprint Completion Statuses](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_sprint_completion_values.htm&type=5&language=en_US)
- [Configure Sprints for Key Account Management](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_configure_sprints.htm&type=5&language=en_US)
- [Trigger Handlers by Object](https://help.salesforce.com/s/articleView?id=ind.lsc_trigger_handlers_objects.htm&type=5&language=en_US)
- [Associate Plans and Tasks with a Visit](https://help.salesforce.com/s/articleView?id=ind.lsc_key_account_management_associate_visit.htm&type=5&language=en_US)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 18 linked practice questions, and unlimited timed mock exams are included with the Agentforce Life Sciences Consultant pack (USD $19): https://www.certifyforce.com/practice-exams