Enabling Account Teams takes a couple of clicks. Designing the role picklist and deciding defaults takes a conversation with sales leadership.
- Enable Account Teams
Setup, Feature Settings, Sales, Account Teams, Enable Account Teams. Choose the page layouts to which the Account Team related list should be added. The list will not show up on Account record pages until this is done.
- Define Team Member Roles
Setup, Object Manager, Team Role. Create the roles that match how the business actually staffs accounts. A common starting set is Account Executive, Sales Engineer, Customer Success Manager, Solution Architect, Executive Sponsor.
- Add the Account Team component to the Lightning record page
App Builder, edit the Account record page, drop in the Account Team component. The default related list works, but the Lightning component supports inline editing and looks cleaner.
- Train users to configure their default team
Personal Settings, Advanced User Details, Default Account Team. Users add the people they want auto-added to new Accounts they own. Without this step the feature mostly stays unused.
- Stand up role-based reporting
Build a report type that joins Account, Account Team Member, and optionally Opportunity. Coverage gaps and CSM workload reports are usually the first dashboards leadership asks for.
- Adding a user to the Account Team does not give them access to that Account's child Opportunities, Cases, or Contacts unless the corresponding access level fields are set on the same row.
- Default Account Teams only apply to new Accounts the user owns. Existing Accounts must be back-filled manually using Add Default Team on the related list.
- Org-wide defaults of Public Read/Write make Account Teams cosmetic. The feature only matters in Private or Public Read Only orgs.
- Inactive users in a Default Account Team block the auto-add from happening on new Accounts. Audit defaults whenever a sales team is restructured.