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