Donutpanda

Enterprise Account Executive

Sdr and Ae strategic account mapping tracking

My current org has Salesforce, outreach and g suite. I am an enterprise Ae with a list of fifty accounts and an assigned sdr. Trying to figure out the best way to do work with my sdr and map out my accounts.

Everyone at my current company is using Google sheets but it doesn't scale especially as territories change there has to be a way to do this in outreach or Salesforce, Dooley or scratchpad.

Here are my needs for whatever solution:

1. a place to see notes on our account and each prospect holistically

2. a spot that we can collaborate and see what is going on in that account over time

3. ways we can best keep an eye on news on our accounts

I know this is not the most clear post but want to get ideas from the crowd. thank you!

🧠 Advice

🔎 Prospecting

👑 Sales Strategy

12 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

I always just use a g-sheet for the master list to track targets, active ops, etc. I then hyperlink each out to a Google doc where all call notes, research, and prep goes, and a hyperlink out to the org chart. Everyone on the team has edit access to all files

CuriousFox

WR Officer

🦊

I like the idea that everyone can update in real time. I'd still keep a master for myself.

Donutpanda

Executive

Enterprise Account Executive

This is awesome so to summarize you have a sheet that has all the accounts with their status and high level where they are at with a link to a Google doc for the notes on each one? For the org chart where are you doing that ?

CoorsKing

WR Officer

Retired King of the Coors Knights

Yeah basically. The sheet is the list of the territory (which I pull in using a SFDC report initially to save time when territories change). The main sheet shows like revenue, financial year, any QO ops, status, and any target info I have for my SDR.

The linked out docs are all the full plans, business cases, news, and a live running log of calls and call notes.

I use lucidchart for the org charts

Donutpanda

Executive

Enterprise Account Executive

Do you have the Salesforce Google sheet connector running?

Donutpanda

Executive

Enterprise Account Executive

Also do you guys use the Salesforce lucid connector?

CoorsKing

WR Officer

Retired King of the Coors Knights

I work at SFDC, and ironically, no 😂. At least I don’t personally

Donutpanda

Executive

Enterprise Account Executive

For co working contacts with your sdr are you guys using the lucid map?

CoorsKing

WR Officer

Retired King of the Coors Knights

Yeah so everyone has access, and we will mark key contacts, blockers, friendlies, etc as we go so everyone is on the same page

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Here are some ideas for you. Entirely contingent on if the fields exist already in SFDC or if you can get them added.

Before you get to your 3 asks, you need a way to assign a BDR user and an AE user to your Accounts. I would suggest AE 'owns' the account in SFDC, and you have a field where the BDR can be added. Now you can create reports for the AE to show which BDR covers which account, and conversely for the BDR to see which AE's cover their accounts. Leadership will also love this visibility.

From there, you need a notes field in the Contact Object (or Lead if you're managing your notes there). You can then create reports that roll up by Account Object and show the specific Contact Object w/notes.

The collaboration IMO should be driven by the SFDC report mentioned above. You should probably maintain an excel sheet or google sheet that describes which GTM programs you're going to run, at what period in time, with each account. This can be done in SFDC, but it's a lot more stuff to be built out and administrated if it doesn't already exist.

Regarding news in an account - Are you talking actually news... like Fox / CNN / Forbes / WSJ? OR are you talking movements within your system, such as new opportunity creation?

If it's actual news, I use Google News and load my account list into what I'm 'Following'. I set a time on my calendar to review this regularly.

If you're talking about the other option for news, an SFDC report using a time-bounded search for the 'date created' field for the objects you're interested in monitoring would do. I.e. Opportunities or Contacts created in the last 30 / 90 days. You could also watch notes within the Contact Object for updates using the "Last Modified" field, but that could be disrupted if you have any service bots out there doing updates within SFDC.

Hope that helps. I'm not an SFDC guru, but I'm a process nerd.

Donutpanda

Executive

Enterprise Account Executive

Absolutely killer!

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