If you're running an Account Based Selling process in Salesforce you may well have a defined set of Buyer Personas under each Target Account, one of the key metrics that Sales Operations should be monitoring to measure account based success is Account Penetration / Activities at Account.
However, the frequency and recency of activities (Which can sometimes be skewed by marketing automation data) alone can't really tell you if your team are reaching all of the desired personas within each account or "penetrating" the account effectively.
Therefore knowing the number of contacts at each account can be a great indicator of account penetration. In SalesHud’s own process, our team source and map least 3 contacts covering each key success persona.
The problem is that there's no standard way to create a formula field to count number of contacts on an account in Salesforce and most solutions require some fiddly apex triggers and custom coding.
Fortunately, there's an easy and free alternative way of accomplishing this with clicks not code!
Download the free* Rollup Helper app on the Salesforce Appexchange.
*The first 3 roll ups you create are free.
Navigate to the app launcher, launch the Rollup Helper app and select Create A New Rollup
Select the Destination Object, your Account in this case
Either select an existing field or create a custom number field on your Account object i.e #contacts_at_account__c
Select Contact as the child object and Account ID - Contact.AccountId as the relationship field
Select Count as the Rollup Type
Open up Advanced Configuration and select Overwrite Existing Target Field Information, this just ensures that you get zeros in the blank values instead of null values
Hit Save and test on a list view, you should now see your awesome new contact counting field auto-populated
What our customers say about us... "SalesHud reduces friction and increases the velocity that our sales professionals and recruitment consultants are able to efficiently operate."
- Jeremy Tiffin | CEO, Horizon Recruitment