--- title: "RevOps + Sales Collaboration in Fullcast" slug: "revops-sales-collaboration-in-fullcast" description: "This article provides information regarding key strategies to streamline collaboration between RevOps and sales teams during annual planning, leveraging Fullcast. " updated: 2025-11-13T18:24:05Z published: 2025-11-13T18:24:05Z --- > ## Documentation Index > Fetch the complete documentation index at: https://support.fullcast.com/llms.txt > Use this file to discover all available pages before exploring further. # RevOps + Sales Collaboration in Fullcast This article provides a recap of an Office Hours session discussing key ways to facilitate collaboration between rev ops and sales using Fullcast. ## Recording[Supercharge RevOps + Sales Collaboration for the Most Fantastic Annual Planning Cycle Ever](https://www.youtube.com/embed/0rdFjt5hn0o) ## 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](/v1/docs/fullcast-for-revenue-leaders-seven-key-tasks) **Features:** - **Permissions:** Control access based on roles. - **Visibility:** Restrict views to relevant territories. - For details, refer to [Permission types](/v1/docs/configure-user-permissions#permission-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](/v1/docs/manage-saved-views-in-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](/v1/docs/tenant-settings#details-panel) - **SSO Integration:** Simplify login through providers like Okta or Auth0. - For more information, refer to [Configuring SSO](/v1/docs/configure-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](/v1/docs/how-to-view-territories-by-role-assigned) - **Coverage Tab:** Shows detailed coverage and assignment adjustments. - For more information, refer to [Viewing Coverage and Capacity](/v1/docs/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**](/v1/docs/reports) ## 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](/v1/docs/managing-notes-in-fullcast#adding-notes-to-an-account) - **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](/v1/docs/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](/v1/docs/how-to-use-named-accounts-and-named-exceptions) - **Propose vs. Commit:** Sales leaders can use propose mode for Ops to review and commit.