Published at: 2026-09-17

Configure account follow-up behavior and deal behavior

Overview

Standardize Account behavior definitions so that withdrawal rules calculate time correctly. You can also call a custom function after a configured action occurs.

Before you begin

You need Account business rule management permissions.

Define which actions represent valid follow-up or a completed deal.

Behavior rules affect automatic withdrawal time and Account status.

Configure Account Follow-up Behavior

Open the Account follow-up rules.
Select one or more actions that update Last Follow-up Time.
To add custom behavior, select the applicable object and Operation Type.
Save the rule and perform the action on a test Account.

Configure Account Deal Behavior

You can use either predefined or custom Deal Behavior, but not both.

Use predefined Deal Behavior

Select predefined actions such as creating a Sales Order, closing an Opportunity as Closed Won, or creating a Sales Contract. The selected action updates Account Deal Status and Last Deal Time.

Use custom Deal Behavior

Use custom Deal Behavior when a Workflow, Business Process, Approval, import, or function determines a completed deal. The automation must update Deal Status and Last Deal Time together.

Understand rule effects

A selected Follow-up Behavior updates Last Follow-up Time.
A selected Deal Behavior updates Deal Status and Last Deal Time.
Another completed deal can update the status to Multiple Deals.
Time and status changes affect Remaining Retention Time.
Custom Deal Behavior must keep Deal Status and Last Deal Time synchronized.

Verify the configuration

Perform a configured Follow-up Behavior on a test Account.
Check Last Follow-up Time.
Perform a configured Deal Behavior.
Check Deal Status and Last Deal Time.
For custom behavior, test Workflow, import, or function updates separately.