Control Center - Sales Management – Account Overview

Purpose

The Account configuration area in the Control Center centralizes the parameters used to classify Accounts, define organizational relationships, and evaluate their commercial importance and potential.

These configurations provide the selectable values available in the operational Sales Management → Accounts feature.

Completing this setup ensures that Account Records are created and classified consistently, supporting reliable filtering, reporting, segmentation, and commercial decision-making.

Access Path

Control Center → Sales Management → Account

Overview

The Account configuration menu is organized into three main functional areas:

The values created in the Control Center become available for selection in the corresponding fields of the Account Record.

Account Configuration Structure

1. General Classification

2. Subsidiary Structure

3. Account Segmentation

Configuration Details

Account Type

Account Type defines the main business classification of an Account.

It can be used to distinguish between different types of commercial relationships, for example:

• Customer
• Prospect
• Partner
• Supplier
• Internal Account

This configuration helps users filter Accounts and understand their role within the commercial process.

Account Subsidiary Types

Account Subsidiary Types define the corporate or ownership classification applied when an Account is linked as a subsidiary.

Examples may include:

• Wholly Owned Subsidiary
• Partially Owned Subsidiary
• Joint Venture
• Branch
• Division

This value describes the nature of the subsidiary itself within the wider organizational structure.

Relation Types

Relation Types describe how the subsidiary is related to the main Account from an organizational or operational perspective.

Examples may include:

• Operational Subsidiary
• Commercial Subsidiary
• Regional Entity
• Billing Entity
• Shared Services Entity

The Account Subsidiary Type and Relation Type provide complementary information:

Relationship Health Types

Relationship Health Types indicate the current quality and stability of the commercial relationship with an Account.

Examples may include:

• Strong
• Stable
• At Risk
• Weak
• Developing

This classification helps Sales teams identify Accounts requiring attention and prioritize relationship-management activities.

Market Positions

Market Positions classify the Account according to its relevance or position within its market.

Examples may include:

• Market Leader
• Major Player
• Challenger
• Niche Player
• Emerging Company

This information provides commercial context and supports Account prioritization.

Price Leverages

Price Leverages indicate the organization’s ability to negotiate, maintain, or increase pricing with the Account.

Examples may include:

• High
• Medium
• Low

A higher level may indicate greater ability to sustain commercial conditions, while a lower level may indicate limited negotiation power.

Price Sensitivities

Price Sensitivities indicate how strongly pricing influences the Account’s purchasing decisions.

Examples may include:

• High
• Medium
• Low

An Account with high price sensitivity may require greater attention to pricing, discounts, and commercial positioning.

Upsell Potentials

Upsell Potentials classify the possibility of increasing the value or scope of the services already provided to an Account.

Examples may include:

• High
• Medium
• Low
• None

This configuration helps Sales teams identify Accounts where higher-value services, additional capacity, or expanded service packages may be proposed.

Account Tiers

Account Tiers classify Accounts according to their strategic importance or commercial value.

Examples may include:

• Tier 1 – Strategic
• Tier 2 – Key
• Tier 3 – Standard

Account Tiers can support service models, Account ownership, activity prioritization, and reporting.

Account Stages

Account Stages identify the current stage of the Account within the customer or commercial lifecycle.

Examples may include:

• Prospect
• Developing
• Active Customer
• Strategic Customer
• Dormant
• Former Customer

Account Stage should represent the overall evolution of the relationship, rather than the status of an individual Opportunity or Proposal.

Standard Configuration Process

Although each menu option serves a different business purpose, the configuration process follows a similar structure:

1. Open the required configuration under Control Center → Sales Management → Account.

2. Review the existing records on the landing page.

3. Select the corresponding Add action.

4. Complete the required fields.

5. Select Save or Save and New.

6. Confirm that the new value is available in the related Account field.

Landing Page

Each configuration landing page displays the existing parameter values and provides the actions required to maintain them.

The available actions generally include:

The exact columns and fields depend on the selected configuration.

Configuration Flow

The configuration values flow from the Control Center into the operational Account Record:

Changes to these configurations can therefore affect the values available to Sales users when creating or updating Account Records.

Recommended Setup Sequence

The following sequence is recommended:

1. Account Type – Establish the main Account classifications.

2. Account Subsidiary Types – Define the supported corporate structures.

3. Relation Types – Define how organizational entities can be related.

4. Relationship Health Types – Define the relationship assessment scale.

5. Market Positions – Define the relevant market classifications.

6. Price Leverages – Define the pricing negotiation scale.

7. Price Sensitivities – Define the Account’s reaction-to-price scale.

8. Upsell Potentials – Define the commercial expansion scale.

9. Account Tiers – Define strategic importance levels.

10. Account Stages – Define the Account lifecycle.

This sequence is not technically mandatory, but it supports a structured implementation and validation process.

Important Notes

• These parameters should be configured before operational users begin creating and segmenting Accounts.

• If no values have been configured, the corresponding Account fields may have no options available for selection.

• Configuration values should be clear, mutually understandable, and aligned with the organization’s commercial terminology.

• Avoid creating duplicate values with slightly different names.

• Use consistent scales across related parameters, particularly for Price Leverage, Price Sensitivity, and Upsell Potential.

• Account Stage should not duplicate Proposal or Opportunity statuses.

• Account Subsidiary Types and Relation Types describe different aspects of the organizational relationship and should be configured separately.

• Changes to existing values should be assessed carefully because they may already be assigned to Account Records.

• Deleting a configuration value does not necessarily remove it from historical records.

• Access to these configurations depends on the user’s Control Center permissions and company scope.

Related Detailed Articles

Control Center – Sales Management – Account Type
Control Center – Sales Management – Account Subsidiary Types
Control Center – Sales Management – Relation Types
Control Center – Sales Management – Relationship Health Types
Control Center – Sales Management – Market Positions
Control Center – Sales Management – Price Leverages
Control Center – Sales Management – Price Sensitivities
Control Center – Sales Management – Upsell Potentials
Control Center – Sales Management – Account Tiers
Control Center – Sales Management – Account Stages
Sales Management – Accounts