Engagement Planning21% of the exam
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.
Given a scenario, configure and track Key Account Management (KAM) Plans.
~7 min read · 18 practice questions
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
Goal definition for import
- Detail
- Active and Top Goal
Imports per territory plan
- Detail
- Once into a goal assignment; New any number of times
Published action plan template
- Detail
- Can't be edited
Template target object
- Detail
- Goal Assignment or Account Plan Objectives
Participant role
- Detail
- Parent Account Plan, Read/Write, Active
Participant-stakeholder link
- Detail
- Junction record Account Plan Participant Stakeholder
Completion mappings
- Detail
- Admin Console, Key Account Management, KAM Settings
Sprint end values
- Detail
- Sprints Settings, Selected Values
Reopened task
- Detail
- Action plan not recalculated automatically
Offline KAM records
- Detail
- View and edit only; create online
Sources for this section (9)
- Goal Definitionshelp.salesforce.com (opens in a new tab)
- Goal Assignmentshelp.salesforce.com (opens in a new tab)
- Action Plan Templateshelp.salesforce.com (opens in a new tab)
- Participant Rolehelp.salesforce.com (opens in a new tab)
- Manage Participantshelp.salesforce.com (opens in a new tab)
- Account Plan Statuseshelp.salesforce.com (opens in a new tab)
- Sprint Completion Statuseshelp.salesforce.com (opens in a new tab)
- Account Plan Hierarchyhelp.salesforce.com (opens in a new tab)
- KAM Prerequisiteshelp.salesforce.com (opens in a new tab)
- 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?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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