Sales Management - Accounts

Purpose

The Accounts feature in Sales Management centralizes the creation and maintenance of organizations with which the company has a commercial relationship, such as customers, prospects, or business partners.

An Account Record brings together general company information, contact details, commercial activity, billing settings, related people, and supporting documents. This creates a consistent source of account information that can be used throughout the commercial and operational lifecycle.

Overview

Each Account Record is organized into the following areas:

• Header – Core identification, ownership, and status information.

• Overview – Business classification and organizational information.

• Details – Addresses, e-mail addresses, and phone numbers.

• Management – Proposals and subscriptions associated with the account.

• Billing – Tax, payment, retention, and bank account information.

• Segmentation - Classify the Account according to its commercial value, market positioning, relationship status, and growth potential.

• Subsidiaries -  Organizational entities or branches associated with the main Account.

• Relations – People associated with the account and their roles.

• Documents – Files and supporting documentation.

Users can also create Activities directly from the Account Record, providing a connection between the account and the related commercial interactions.

Access Path

Sales Management → Accounts

1. Accounts Landing Page

The Accounts landing page provides a searchable and filterable list of the Account Records available to the user.

The standard list includes the following information:

Additional columns may be available through the Columns option.

Available actions

Pagination and the number of items displayed per page can be managed at the bottom of the list.

2. Creating an Account

Select Add Account from the landing page to create an Account Record.

During creation, the user defines the account’s initial identification and organizational information. Once the record has been saved, the complete Account profile becomes available for further configuration.

At minimum, the account must have a Name and a Currency. Other information can be completed according to the organization’s data requirements and the available configuration.

3. Account Header

The Account Header remains visible while navigating between the different tabs. It contains the core information used to identify and manage the account.

Header actions

4. Overview Tab

The Overview tab stores business classification and organizational information about the account.

The availability and values of fields such as Account Type, Sales Market, Industry Type, and Sector Type depend on the configuration defined by the organization.

5. Details Tab

The Details tab maintains the account’s communication and location information.

It is divided into three sections:

• Addresses
• E-mails
• Phone Numbers

5.1 Addresses

The Addresses section stores the physical locations associated with the account.

Multiple addresses can be maintained when the account has different offices, business locations, or address purposes.

Available actions include:

• Add Address
• Refresh
• Include Deleted
• Export
• Columns
• View or manage an existing address

5.2 E-mails

The E-mails section stores the e-mail addresses associated with the account.

Multiple e-mail addresses can be registered, while one can be identified as the primary address.

Available actions include:

• Add E-mail
• Refresh
• Include Deleted
• Export
• Columns
• View or manage an existing e-mail address

5.3 Phone Numbers

The Phone Numbers section stores the telephone numbers associated with the account.

Multiple phone numbers can be registered, while one can be identified as the primary number.

Available actions include:

• Add Phone Number
• Refresh
• Include Deleted
• Export
• Columns
• View or manage an existing phone number

6. Management Tab

The Management tab provides access to the commercial records associated with the account.

It is divided into:

• Proposals

• Subscriptions

6.1 Proposals

The Proposals section consolidates all proposals created for the account. It provides both an operational view of the proposal pipeline and a financial overview of the associated commercial activity.

Proposal status summary

The status cards display the number of proposals currently in each stage:

The available statuses and their progression depend on the Proposal Pipeline configured for the organization.

Proposals list

The proposal list may include:

Selecting a proposal opens its complete record, where users can review its pipeline, estimation, opportunities, commercial values, work items, costs, customer information, commercial terms, documents, taxes, and fees.

Currency summary

A financial summary is displayed below the proposal list, with totals grouped by currency. Depending on the available information,

it may include:

• Total Cost
• Discount Total
• Total Sell Price
• Total Margin
• Margin Percentage
• Effective Margin Percentage
• Effective Margin Amount

This allows users to evaluate the overall commercial value and profitability of the proposals associated with the account.

Available actions

Adding a proposal

Select Add Proposal to start a proposal directly from the Account Record.

The creation window contains the Overview and Customer tabs.

The Overview includes:

The Customer tab contains the customer information associated with the proposal.

Select:

• Save to create the proposal;

• Save and New to create the proposal and immediately start another;

• Cancel to close the window without saving.

6.2 Subscriptions

The Subscriptions section displays recurring commercial agreements associated with the account.

It provides access to subscription information such as the subscribed product or service, commercial value, billing frequency, renewal information, and current status.

Subscriptions created from this section are automatically associated with the selected Account Record.

Detailed subscription creation and management are covered in the dedicated Sales Management – Subscriptions article.

7. Billing Tab

The Billing tab centralizes the account information required to support commercial and billing processes.

Billing information

When Tax Retentions is enabled, the retention information can be considered during the preparation of the corresponding commercial or billing records.

7.1 Bank Accounts

The Bank Accounts area stores the account’s banking information.

Available actions include:

• Add Bank Account

• Refresh

• Include Deleted

• Export

• Columns

• View or manage an existing bank account

Multiple bank accounts can be maintained, while one can be identified as the primary account.

8. Segmentation Tab

The Segmentation tab allows users to classify the Account according to its commercial value, market positioning, relationship status, and growth potential.

This information helps Sales teams prioritize Accounts, identify commercial opportunities, and define an appropriate engagement strategy.

💡 Cross Sell Details should be completed when Cross Sell is enabled, providing enough context for the Sales team to understand and follow up on the opportunity.

9. Relations Tab

The Relations tab records people associated with the account and describes their role within the organization.

This provides additional business context beyond the general communication information maintained in the Details tab.

Available actions include:

• Add Relation

• Refresh

• Include Deleted

• Export

• Columns

• View or manage an existing relation

Relations help users identify relevant stakeholders and understand their responsibilities within the customer or partner organization.

10. Subsidiaries Tab

The Subsidiaries tab allows users to represent the organizational structure associated with an Account by registering its subsidiaries, branches, divisions, or other related entities.

A subsidiary normally represents a separate organizational entity that is controlled by, belongs to, or operates under the main Account. Recording these relationships helps users understand the wider customer group and distinguish the different entities with which the organization may have commercial interactions.

Each subsidiary is maintained as an Account Record and then linked to the main Account through the Subsidiaries tab.

The landing page displays the subsidiaries already associated with the Account.

Available Actions

10.1 Adding a Subsidiary

Select Add Subsidiary to associate another Account with the current Account.

Available Actions

• Save – Creates the subsidiary relationship and closes the window.
• Save and New – Creates the relationship and opens a new form to add another subsidiary.
• Cancel – Closes the window without saving.

💡 The selected organization must already exist as an Account Record. This form creates the relationship between the Accounts; it does not create a new Account.

💡 Ownership should reflect the actual ownership percentage. When Billing is enabled, users should confirm that the selected subsidiary is the correct legal entity for invoicing.

11. Documents Tab

The Documents tab stores files associated with the Account Record.

Documents can be uploaded by:

• Dragging and dropping files into the upload area;

• Selecting Browse and choosing the files manually.

Typical account documents may include:

• Commercial agreements
• Contracts
• Customer documentation
• Compliance or KYC documentation
• Certificates
• Supporting business records

Centralizing these documents ensures that relevant account information remains available from the same Account Record.

12. Account Information Flow

The Account Record acts as a central Sales Management entity:

1. The Account is created and its main information is registered in Overview.

2. Addresses, e-mails, and phone numbers are maintained in Details.

3. Managers and assigned contacts identify those responsible for the Account.

4. Proposals and subscriptions are managed through Management.

5. Tax, payment, retention, and bank information is maintained in Billing.

6. The Account is classified according to its commercial value, market position, relationship status, and growth potential in Segmentation.

7. Related organizational entities are associated with the Account in Subsidiaries.

8. Relevant stakeholders are registered in Relations.

9. Supporting files are maintained in Documents.

10. Commercial interactions can be recorded through Activities.

This structure makes Account information available throughout the commercial lifecycle while keeping each type of information organized in its appropriate functional area.

Important Notes

• The Account Name is required.
• The fields and selectable values available to users may depend on organizational configuration.
• Primary addresses, e-mails, phone numbers, and bank accounts should be maintained carefully because they identify the Account’s preferred information.
• A subsidiary must exist as an Account Record before it can be associated with the main Account.
• Subsidiary types depend on the values configured by the organization.
• The same subsidiary should not be linked to the main Account more than once unless a valid business requirement exists.
• Deleting a subsidiary relationship does not necessarily delete the corresponding Account Record.
• Deleting an Account Record may be restricted when it is already referenced by subsidiaries, proposals, subscriptions, activities, or other records.
• Proposal statuses follow the configured Proposal Pipeline.
• Access to Account information and actions depends on the user’s permissions and company scope.

Related Articles

Sales Management – Contacts
Sales Management – Opportunities (Summary)
Sales Management – Proposals
Sales Management – Subscriptions
Project Management – Billing Plan
Operations Management – Billings