RevOps + Sales Collaboration in Fullcast

This resource provides a recap of an Office Hours session discussing key ways to facilitate collaboration between revops and sales using Fullcast.

Recording

• 0:42 Introduction
• 5:49 Bringing Sales Leaders into the Fullcast App 
• 16:56 Viewing Coverage Assignments at a Glance
• 21:21 Leveraging Reporting
• 37:27 Using Account-Level Notes to Communicate
• 41:32 Managing Manual Moves and Named Types
• 50:10 Final Thoughts

Summary

This session focused on enhancing collaboration between RevOps and sales teams using Fullcast during the annual planning cycle. Below is a breakdown of the key topics discussed.

1. Bringing Sales Leaders into the Fullcast App

Goal:

• Promote transparency and provide a source of truth for planning.

Considerations:

• Timing: Ensure sales leaders are engaged once territories are established.
• Guardrails: Define what sales leaders can and cannot do in the platform.
• Enablement: Provide training videos before their first login.
  • For more information, refer to Fullcast for Revenue Leaders - Seven Key Tasks

Features:

• Permissions: Control access based on roles.
• Visibility: Restrict views to relevant territories.
  • For more information, refer to Adding Non-Tenant Admin Users
• Saved Views: Create preset views for sales leaders to quickly access key information.
  • For more information, refer to Managing Saved Views in a Territory Plan
• Details Panel: This feature has a similar look and feel to an account layout in Salesforce
  • For more information, refer to Details Panel
• SSO Integration: Simplify login through providers like Okta or Auth0.
  • For more information, refer to Configuring SSO

2. Viewing Coverage Assignments at a Glance

Goal:

• Shift from a rep-centric to a territory-centric view.

Considerations:

• Transition sales leaders to focus on territory ownership rather than individual account ownership.

Features:

• Assignments shown in Territory Hierarchy Panel: Display assigned reps within territories.
  • For more information, refer to How to View Territories by Role Assigned
• Coverage Tab: Shows detailed coverage and assignment adjustments.
  • For more information, refer to Viewing Coverage and Capacity

3. Leveraging Reporting

Goal:

• Use Fullcast’s metrics to maintain balanced territories and support dynamic decision-making.

Considerations:

• Direct links: Reports are accessible only with Fullcast access.
• Export capability: Reports can be downloaded as Excel files or images.

Features:

• GTM Chart: View territory metrics and trends.
• Basic Chart: Report on territories and other objects
• Coverage Report: Track territory assignments and open headcount.
• Portfolio Report: Generate reports similar to Salesforce account reports.
• Disruption Report: Compare current vs. proposed on multiple territory metrics.
  • For more information, refer to Introduction to Reporting

4. Using Account-Level Notes to Communicate

Goal:

• Keep notes as part of the source of truth within the Fullcast app.

Considerations:

• Establish a process to document key changes, especially for exceptions or strategic moves.

Features:

• Creating Notes: Add notes to accounts for visibility within Fullcast.
  • For more information, refer to Taking Notes
• Viewing Notes: Access notes directly from the grid view for quick context.

5. Managing Manual Moves and Named Types

Goal:

• Provide flexibility for sales leaders to manage territories while maintaining alignment.

Considerations:

• Ensure consistent use of each named type and outline an approval process.

Features:

• Drag/Drop vs. Action Menu: Move accounts easily within the app.
  • For more information, refer to How to Move Accounts from Node to Node
• Named Accounts vs. Named Exceptions: Use strategic naming to pin key accounts.
  • For more information, refer to How to Use Named Accounts and Named Exceptions
• Propose vs. Commit: Sales leaders can use propose mode for Ops to review and commit.