Set Up Account Management Features

Configure the Dashboard tab on the Account record page to give your field reps a centralized view of territory-specific account data and account summary. Use these components to surface the most relevant information for your users.

• Account Territory Fields: Shows details of the Provider Account Territory Info record along with the associated visit details to help users track recent interactions.
• Account Summary: Provides a summary of the account for a specific territory.
• Account Dashboard View: Shows an overview of specialties and addresses, including a map view for visual reference.

Note The Account Dashboard View component is not customizable.

• Account Address
  Account Address helps manage addresses for diverse accounts like healthcare professionals (HCPs) and organizations (HCOs). Accurate address tracking and grouping are important for effective engagement, compliance, logistics, and data integrity. Accounts often have multiple addresses for different purposes (for example billing, shipping). Sales reps use this to tailor outreach, ensuring targeted deliveries and optimized efficiency.
• Account Merge
  Merge duplicate accounts to create a single, accurate view of customer data. Doing this brings consistency, and improves business decisions and customer satisfaction.
• Account Search
  Customize how users find and manage accounts by configuring various settings in the Admin Console. You can define search criteria and results and adjust the appearance and behavior of search options. You can manage this setup at both the org and profile levels, and further refine it by record type.
• Account Summarization
  Prepare for more efficient and smoother customer interactions with the highly customizable Account Summarization solution. Help users save the time that’s lost while switching between tabs to find the latest and most relevant information about an account before any customer interaction. Provide contextual information about provider accounts in a territory, including key account details and updates made to the account and the account’s related records since the user’s last interaction with the account. Help users access account summaries on the web and on mobile devices, even when the user is offline.
• Agentforce for Account Summarization
  Optimize visit-planning measures and improve provider engagement by leveraging the power of AI-generated summarization. Get real-time, data-driven insights and contextual information about an account's latest updates, historical interactions, and related records, tailored for the current user's assigned territory. Use natural language utterances to interact with persona-based agents in the intuitive and conversational Agent window to easily get account summaries on the go, on the web and on the iPad.
• Create an Account Team
  Let team members view details of all the collaborators of an account across different territories. Choose which fields to display to the account team.
• Activity Timeline
  The Activity Timeline in Life Sciences Cloud gives you a 360-degree view of all activities for an account. It helps sales representatives, Key Account Managers (KAM), and Medical Science Liaisons (MSLs) visualize past and upcoming interactions with healthcare providers (HCPs) and healthcare organizations (HCOs). Activity Timeline helps you work more effectively by consolidating relevant account activities in one place, enabling better collaboration, informed decision-making, and smarter preengagement planning.
• Affiliations
  Use Affiliations to understand and map the connections between Healthcare Professionals (HCPs) and Healthcare Organizations (HCOs). Mapping these relationships in the healthcare ecosystem provides insights that help you target your engagement and improve outcomes.
• Bulk Update for Account-Related Records from Related Lists
  Give your users an efficient way to update multiple account-related records in a single action from a related list. To allow bulk updates from related lists, enable bulk edits for the user profile, create a custom button, and add the custom button to the account page layout.
• Data Change Request
  Use Data Change Request to manage how data changes are submitted, validated, and implemented across the Life Sciences Cloud for Customer Engagement app. Reduce manual corrections, prevent unapproved changes from being applied, and make sure that data consistency across both web and mobile apps.
• Lists and Filters
  Use lists and filters to organize and prioritize accounts in the Life Sciences Cloud for Customer Engagement app. Segment accounts to focus on specific engagement strategies, territory priorities, or business objectives.
• Next Best Actions
  Provide sales reps with scheduled action recommendations. Improve time management and strategic engagement by recommending actions, such as account visits and sending emails, in an optimal sequence.
• Next Best Customer
  With the Next Best Customer scores, your field reps can identify the highest priority accounts for their next engagement. Next Best Customer leverages user-configured data, such as engagement history and territory alignment, to rank the accounts that are most likely to respond, so your reps can maximize the impact of each interaction.
• Provider Cards for Life Sciences
  Provider Cards in Life Sciences Cloud consolidates an account’s information that’s scattered across various objects and fields, such as the provider’s locations and specialties and the user’s scheduled visits, and displays it all in a one place on the mobile. You can choose which records to show in the card. To create provider cards, you can use the predefined template or create them from scratch.
• Ratings
  Ratings help prioritize and organize customer accounts into meaningful segments. Field users can use ratings to focus on the right customers, align on relevant accounts, and adjust strategies for maximum efficiency.
• Institution Doctor Accounts
  Recording interactions with healthcare professionals (HCPs) at the specific healthcare organization (HCO) level is a best practice followed in countries like Japan. The Institution Doctor (Ins Doc) Accounts feature helps you do just that. When you set up the feature, Salesforce creates Ins Doc accounts that represent the specific relationship of an HCP practicing at a particular institution. Reps can capture all activities, including visits, inquiries, and insights, within the Ins Doc account context.
• Territory Management Batch Jobs
  Territory management relies on dedicated batch jobs to handle large-scale data processing. These jobs automate the critical task of aligning accounts to specific territories, whether through explicit mappings loaded from external systems or based on geographical representations like zip/postal codes or bricks.