Introduction to Roles

After you create a Territory Plan in Fullcast, the next step is to assign people to the territories. In Fullcast, this requires you to set up Roles and then Assignments. Fullcast allows you to create, manage, and assign various types of roles in your go-to-market plans.

This article provides an overview of Roles in Fullcast, linking to relevant how-to guides, where appropriate.

Overview of Roles

Role cards display key information about the Role.

What are Roles?

In Fullcast, the term Role refers to the roles that people play on a given account in a territory. In Sales, for example, common roles are Account Executive, Account Manager, Sales Manager, etc. Basically, you can create a Role for any employee who is involved in your processes or teams.

Roles and Plans

Roles are unique to each Plan. That said, if you clone an existing plan, the Roles will be available in the cloned plan. For this reason, many users prefer to clone plans so that they do not need to re-create all of the roles.

Roles and Assignments

Role Based Assignments displayed in the Fullcast Territory Designer.

For customers who are using Salesforce, the process of creating Roles and Assignments works as follows:

Create Roles in Fullcast
Import People ("Users" in Salesforce terminology) from Salesforce into Fullcast
Assign People to the Roles you created in Fullcast.
Fullcast Role Assignments are then exported to the Account Team object in Salesforce.

Note that the Salesforce Account Team object only allows one person to hold any given role on a team, so if you have one person filling multiple roles, the Account Team object in Salesforce will only reflect the most recent one.

📋For more information on the way Fullcast pushes Roles and Assignments to Salesforce, refer to the Export Jobs article

📋For more information on how Fullcast imports data from Salesforce, refer to the Import Jobs article.

Creating Roles

When creating a Role, you input various information.

When you create a role in Fullcast, you will be prompted to input details such as a description of the role, when the role starts and ends (if applicable), what type of role it is, and for commissioned roles, what type of commission it is.

📋For how-to documentation, refer to the Create a Role article.

Managing Roles

Fullcast allows you to manage various aspects of permissions, such as which areas of the Fullcast platform users are able to view or edit.

📋For how-to documentation, refer to the Role Permissions article.

Once you have setup roles in Fullcast, you can easily view and modify roles from a resourcing perspective. For example, if you want to understand the effective capacity you have in a particular role, region, etc.

📋For how-to documentation, refer to the Viewing and Managing Roles article.

Viewing Role Assignments in the Territory Plan

Selecting Roles and Order of Precedence (Left) Viewing Role Assignments in the Segmentation Hierarchy (Right)

If you want to see Roles while you are viewing your Territory plan, you can view role assignments within your territory plan.

📋For how-to documentation, refer to the How to View Territories by Role Assigned article.

Viewing Roles in the Team Designer

If you want to view Roles within the context of your sales team's hierarchy built using the Team Designer. Here, you can view and group your people across different dimensions.

📋For how-to documentation, refer to the Org Charts article.

Next Steps

After you have created Roles for a Plan, the next step is to create Coverage Assignments.

📋For an overview of Assigning Coverage, refer to the Introduction to Coverage article

📋 For how-to documentation, refer to the Creating Normal or Temporary Assignments article.