Published at: 2026-09-17
Account and account pool business rules overview
Overview
Account and Account Pool rules govern how Account resources enter, move through, and leave the sales organization. They convert your Account management policies into system rules. This prevents valuable Accounts from remaining unattended or being held without effective follow-up.
Business value
Account resources and sales capacity are limited. Administrators can divide Account Pools by region, industry, or Account level. They can also configure claim, assignment, withdrawal, Retention Limit, and behavior rules.
These rules protect Account information while directing resources to sales representatives who can provide continuous follow-up.
Core concepts
| Rule | Purpose | Applies to |
|---|---|---|
| Account Pool basic rules | Manage members, pool types, claims, and field visibility | Account Pool records |
| Account Pool withdrawal rules | Withdraw Accounts with no follow-up or no deal progress | Claimed Account Pool records |
| Account Retention Limit | Limit the Account Quantity a sales representative can hold | Account Pool and non-pool Accounts |
| Non-pool withdrawal rules | Withdraw self-sourced Accounts that have no progress | Non-pool Accounts |
| Account behavior rules | Define valid follow-up and Deal Behavior | All Accounts |
Configuration dependencies
These rules work together to determine whether an Account can be claimed, how long it can be retained, and when it is withdrawn. Configure them in this order:
- Plan Account Pool boundaries, administrators, and members.
- Define whether members can view and claim Accounts.
- Configure the Claim Limit and Account Retention Limit.
- Configure withdrawal, reminder, and consecutive claim rules.
- Define valid follow-up and Deal Behavior.
Define valid behavior before you enable automatic withdrawal. Otherwise, completed sales activities might not extend the Account’s retention period.