This article provides a recap of an Office Hours session discussing key ways to facilitate collaboration between rev ops and sales using Fullcast.
Recording
1. Bringing Sales Leaders into the Fullcast App (5:49)
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 details, refer to Role access types
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 (16:56)
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 (21:21)
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.
Starting point for many analyses.
Used to visualize the balance of accounts or territories against a set of metrics.
Can plot up to five measures to see balance across territories.
Helpful for quickly understanding how different metrics are distributed.
Basic Chart: Report on territories and other Salesforce objects
Allows for more detailed data analysis.
Can slice and dice information differently.
A common use case is to see the industry mix within each territory.
Displays a stacked view of industries across various enterprise territories.
Coverage Report: Track territory assignments and open headcount.
Helps understand who has been assigned to which territories.
Provides insights into open headcount (TBHs) or assignment start and end dates.
Useful for identifying gaps in the plan, such as mis-hires or unfulfilled positions, throughout the year.
Portfolio Report: Generate reports similar to Salesforce account reports.
Similar to account-level reports in Salesforce.
Allows bringing in assignment data to view all account-level information in a grid.
Useful for sales leaders who want to see their book of business in a downloadable report format.
Good for focusing on specific sets of accounts, though the main grid is often preferred for manipulating large datasets.
Disruption Report: Compare current vs. proposed on multiple territory metrics.
Compares data to show the impact of proposed changes.
Can be used to see how many accounts a person is gaining or losing.
Compares current ownership against proposed assignments.
Crucial for determining comfort levels with changes and making adjustments, especially regarding open pipeline, high-propensity accounts, or overall account numbers.
For more information on types of charts, refer to Introduction to Reporting
4. Using Account-Level Notes to Communicate (37:27)
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 (41:32)
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.