Published at: 2026-09-17
Account management overview
Overview
Account Management consolidates data for business and individual Accounts. It connects Accounts with Contacts, Opportunities, and transaction data. This unified view helps sales teams collaborate, allocate resources, and analyze Account performance.
Business value
Account Management provides more than a place to store information. It gives sales representatives a unified view of Contacts, Opportunities, and deal progress for each Account. This reduces fragmented information and duplicate communication.
Sales managers can assess resource allocation by reviewing Account ownership, follow-up status, and deal results. The Account Pool also keeps shared Account resources moving to representatives who can follow up effectively.
Core concepts
| Object | Purpose | Common source |
|---|---|---|
| Account | Stores information about a business, group, or individual that buys products or services | Manual creation, Lead conversion, QR code scan, or import |
| Contact | Stores information about people who communicate on behalf of an Account | Manual creation, a Related Object, Lead conversion, or business card scan |
| Account Address | Stores the Primary Address and Default Shipping Address used as the Delivery Address | Account details or the Account Address object |
| Account Financial Information | Stores invoicing and other financial information | Financial information card on the Account details page |
| Account Pool | Manages Accounts that are available to claim or assign | Account return, automatic withdrawal, or transfer between Account Pools |
An Account represents a long-term business relationship. An Opportunity represents a specific potential transaction. One Account can have multiple Contacts and Opportunities, so you can preserve Account history while managing each Sales Process independently.
Collaboration
- Sales representatives maintain Account and Contact information and record business progress.
- Sales managers monitor Account coverage, follow-up quality, and deal results.
- Account Pool administrators assign, withdraw, and transfer Account Pool records.
- CRM administrators configure data permissions, Account rules, and Account Pool rules.