What is ClosePlan

ClosePlan from People.ai is a sales execution platform that helps enterprise B2B sales teams drive qualified Opportunities to Closed Won.

Built natively in Salesforce, ClosePlan tools enable Relationship Mapping, rigorous Scorecard qualification, sales Playbooks and Account Planning for a best practice sales process.

ClosePlan organizes and reinforces any sales methodology and minimizes rep overhead while maximizing Deal and Account visibility.

Modules

Relationship Maps

Quickly and easily create relationship maps natively in Salesforce with easy to use drag-and-drop functionality.
Identify the people that matter and visualize the buyer’s organization so sales can build relationships with the right people to increase win rates.
Assign business roles and decision-making status for each stakeholder.
Understand stakeholder coverage by quantifying the relationship status.
Add influence lines, conflict lines and informal reporting lines to better understand the organizational power structure.
Provide additional details for each stakeholder’s background and goals to add context to your conversations.
Create Relationship Maps on Account and Opportunity levels.
Export Relationship Map to .PNG to share in meetings and presentations.

Deal Scorecard

Create a common language across your team with actionable qualification scorecards that adapt to any methodology.
Qualify opportunities in a simple and intuitive way.
Deal Scorecards provide sales leadership quick visibility into opportunity health to align conversations and forecasts.
Scorecards support any sales qualification methodology - MEDDIC, CustomerCentric Selling, BANT, Triangle Selling, etc.
Organize different business lines, sales regions, and industries with Multiple Deal Scorecards.
Create and track critical actions and tasks directly from Deal Scorecards.
Visualize blind spots with out-of-the-box reports and dashboards.

Sales Playbook

Enable sales process alignment at scale: ClosePlan Sales Playbooks make it easy for your team to execute your sales strategy by guiding your team through a best practice sequence of events based on your sales methodology. These playbooks help best practices permeate throughout your sales organization, optimizing the Opportunity-to-Close process.
Create Custom Sales Playbooks for different business lines – Renewals, Global & Commercial Sales, Consulting Services, etc.
Introduce repeatable processes and consistency to your sales teams, reduce end of quarter surprises and increase win rates.
Support any sales methodology.
Optimize the Opportunity-to-Close process

Account Planning

Create a common language across your team with fully customizable Account Plans.
Develop Account strategies in a simple and intuitive way.
Account Plans provide sales leadership quick visibility into Account health to align conversations and forecasts.
Account Plans support any Account Management methodology and adapt easily to your organizational strategy.
Account Plans help visualize different business lines, sales regions, and industries with the ability to deploy multiple Account Plans.
Create and track critical actions and tasks directly from Account Plans.

ClosePlan Glossary

Term	Where is is found	Tags	Purpose	Definition
Account	Salesforce Standard Object		Salesforce Standard Object	An account is an organization, company, or consumer that you want to track—for example, a customer, partner, or competitor. Accounts are Salesforce Standard Objects.
Account Map	Account		Documents Account Contact hierarchy	An Account Map is a Relationship Map related to the Account and accessible from the Account Page. There can be multiple Account Maps on one Account.
Account Owner	Account		Creator or assigned owner of Account	Individual User to whom the Account is assigned. Users other than an account owner may also have read/write/edit permission on the Account. Additional Information from Salesforce: http://www.salesforce.com/us/developer/docs/apexcode/Content/apex_bulk_sharing_understanding.htm
Account Plan	Account		ClosePlan module	An Account Plan is a detailed strategy for building upon existing Account wide relationships. Account Plans identify customer's needs, how to deliver the most value, and establish a plan to increase customer lifetime value and likelihood of retention. Account Plans consist of an Account Scorecard and a Whitespace Map.
Account Plan Scorecard	Account Plan		Tool for Account engagment	Account Plan Scorecards present a cohesive structure to understand Account engagement and health. Account Plan Scorecards are presented as a series of questions that provide guidance to help expand business and maintain retention with Accounts.
Account Plan Template	ClosePlan Admin		Standardized Account engagement strategy	An Account Plan Template is the framework that forms the Account engagement strategy. Account Plan Templates include a Scorecard and/or a Whitespace Map.
Account Team	Account Plan		Users associate with Account Plan	An account team is a team of users that work together on an account. For example, an account team may include an executive sponsor, dedicated support agent, or project manager.
Activity	App wide		Action item in Salesforce	An Activity represents an event, a task, a call logged, or an email sent
Admin Users	ClosePlan Admin > User Manager		Defines People.ai User level	One or more individuals in your organization given Administrator level License who can configure and customize the application. Users assigned to the System Administrator profile have administrator privileges in the ClosePlan App. They are NOT assigned Admin rights in your Salesforce Org.
Annexes	Scorecards and Playbooks		Links Users to support information	Annexes are links that can be added to Scorecard questions and Playbook events.
BANT	ClosePlan Admin - Client Sales Methodology		Sales methodology	A Sales Methodology that is often used as a basis for Scorecard Templates in the Scorecard module. Budget, Authority, Need, Timeline
Business Unit	Account Plan		Define divisions in an Account	Business Units define geographical areas or individual divisions in an Account. Business Units are defined in the User Manager and are used in Account Plans
Business Units Default	Account Plan		List of BUs available for Account Planning	Business Units Default is a List of areas or divisions created for use on an Account Plan. They are created and accessed in the User Manger under Business Units Default and are available for use in Account Plans.
ClosePlan	Salesforce		Application	ClosePlan is Native Saleforce app created in 2017 by Seamus Devine, Scott Johnson and Petr Chvala. The modules in ClosePlan are: Playbooks, Scorecards, Relationship Maps and Account Plan. Here is more information: https://peopleai.atlassian.net/wiki/spaces/TMPDOC/pages/47555870667/What+is+ClosePlan
ClosePlan Overview	Opportunity page Layout		Overview of Opportunity ClosePlan	The ClosePlan Overview is a component that can be placed on the Opportunity page layout. It is generally located in the top right column and displays information on the Opportunity ClosePlan status.
Conflict Line	Relationship Map Surface		Indicates conflict between Stakeholders	Conflict Lines are red lines that indicate conflict or some other negative relationship between Stakeholders on a Relationship Map. Notes can be added to Conflict Lines to define the nature of the conflict.
Contact	Salesforce Standard Object			Contacts are the individuals associated with your accounts. Contacts are Salesforce Standard Objects.
Create Snapshot	Opportunity Overview component		Creates snapshot of Opportunity	A Snapshot Represents a snapshot of the deal at a particular moment in time. Create Snapshot is accessed through the ClosePlan Overview module on the Opportunity. It is found under the gear icon.
Custom Attributes	Account Plan		Control Product Lines and Metrics	Custom Attributes is a page found under the ClosePlan admin tab. Custom Attributes control Product Lines and Metrics in Whitespace used in Account Plan Templates. More information: https://peopleai.atlassian.net/wiki/spaces/TMPDOC/pages/57556240445/Custom+Attributes
Dashboard	Account Plan and Opportunity ClosePlans		Displays information	A dashboard shows data from source reports as visual components, which can be charts, gauges, tables, metrics, or Visualforce pages. The components provide a snapshot of key metrics and performance indicators for your organization. Each dashboard can have up to 20 components.
Decision Status	Stakeholder Information on Opportunity or Account Relationship Map		Describes Stakeholder	Decision Status is found in the Stakeholder information on an Opportunity or Account Map. Decision Status is a Picklist that indicates the Decision Making influence a Stakeholder has on an Account or Opportunity. Decision Status Picklists are defined in the User Manager > Environment > Picklist Values
Detroit Lions	Michigan		Wins football games	Led by Coach Dan Campbell, the Lions are an awesome football team.
Environment	ClosePlan Admin page		Defines ClosePlan functions	Environment is a page found under the ClosePlan Admin tab. The Environment page has 7 subtabs that configure the ClosePlan application.
Event - Playbook	Playbook		Core Playbook item	Events are components of a ClosePlan Playbook and represent best practice tasks required to complete a deal in your organization. Events are displayed Playbook in an Event List, the Gantt view and in the Kanban view.
Event - Salesforce	App wide		Salesforce item	An Event is an activity that has a scheduled time. For example, a meeting, or a scheduled phone call.
Event Types	Playbook		Defines Events	Event Types is a page in the User Manager. Event Types define Events used in the Playbook.
Export Summary	Opportunity ClosePlan and Account Plan		Export Summary	The Export Summary feature is found on the Account Plan and ClosePlan Overview component on the Opportunity. Summary information about the Opportunity ClosePlan or Account Plan are exported as a PDF.
Field	Salesforce		Salesforce item	A part of an object that holds a specific piece of information, such as a text or currency value.
Flags	Stakeholder Information			Flags appear in Stakeholder tiles on a Map Surface. Flags indicate the level of engagement with the Stakeholder. E.g. Role, Relationship, Decision Status, Support Status
Full Access	User Manager		License level	Full Access is a ClosePlan License type. (Read Only is the other)
Gantt	Playbook		Optional view of Plabook Events	Gantt is one of the ways to view an Opportunity Playbook, showing Playbook Events on the left displayed against time across the top. Each Playbook Event is represented by a bar; the position and length of the bar reflects the start date, duration and end date.
Grant Account Login Access	Salesforce		Allows People.ai Support to access Client SFDC	Technical Support may ask for Account Login Access. Access allows Support to work inside Client Salesforce Organizations to troubleshoot and resolve issues that may arise. Link to learn more: https://peopleai.atlassian.net/wiki/spaces/TMPDOC/pages/47558492375/Getting+Help+and+Support#GettingHelpandSupport-GrantAccountLoginAccess
Group
Influence Line	Relationship Map Surface		Indicates positive connection between Stakeholders	Influence Lines are green lines that indicate positive influence or some other positive relationship between Stakeholders on a Relationship Map. Notes can be added to Influence Lines to define the nature of the influential relationship.
Initiative	Account Plan		Introduces and organizes Account Planning efforts	Initiatives are a defined motion to do something in the Account Plan. Initiatives wrap around and track Potentials and Opportunities. Initiatives introduce and organize Sales activities in Account Planning. Initiatives help to structure an Account Plan Sales approach. Initiatives coordinate and track Potentials and Opportunities related to the Account Plan.
Kanban	Playbook		Optional view of Plabook Events	Kanban is one of the ways to view an Opportunity Playbook, showing Playbook Events as tiles on a grid under the headings: Not Started, In Progress, On Hold, Completed, Cancelled, Not Applicable. Each tile displays information about the status of the Event.
Lead	Salesforce Standard Object		Lead	A lead is a sales prospect who has expressed interest in your product or company.
License Management Application (LMA)			Salesforce item	The LMA keeps records on installs and licenses and provides basic tools that help you support our customers. Salesforce distributes it as a managed package, and it lives in our Salesforce org. From Salesforce: A free AppExchange app that allows you to track sales leads and accounts for every user who downloads your managed package (app) from the AppExchange.
Metrics	Account Plan		Measures of performance	A Metric is one type of Custom Attribute. Users define Metrics in the Custom Attributes page under the ClosePlan Admin tab. Metrics are the measurable aspects that are most important to your Account Plan strategy, and are displayed in the Account Plan Whitespace Map. Metrics are defined by Users. e.g. Current Annual Revenue, Pipeline, # of seats, ARR, etc.
MEDDIC (MEDDPICC, MEDPIC, etc.)			Sales methodology	A Sales Methodology that is often used as a basis for Scorecard Templates in the Scorecard module. Modules can include: Metrics Economic Buyer Decision Criteria Decision Process Paper Process Identify Pain Champion Competition
Module	App wide		Part of ClosePlan app	A module is a software component or part of a program. ClosePlan consists of 4 modules: Playbooks, Scorecards, Relationship Maps and Account Plans.
Object			Core item in Salesforce	Essentially, Objects are database tables that store data specific to the organization in Salesforce. There are two types of Objects in Salesforce: Standard and Custom. Standard Object include Account, Contact, Lead, and Opportunity. ClosePlan Custom Objects include
Opportunity	Salesforce Standard Object		Salesforce Standard Object	Opportunities are deals in progress. Opportunity records track details about deals, including which accounts they're for, who the players are, and the amount of potential sales.
Opportunity Map	Opportunity		Visualizes Deal Stakeholders	An Opportunity Map is a Relationship Map created in ClosePlan on an Opportunity. Opportunities may have only one map.
Opportunity Owner	Opportunity		Creator or assigned owner of Opportunity	An opportunity owner is a User who has been assigned primary ownership of an Opportunity. When an Opportunity is created, the User who created the opportunity is assigned as the owner by default. After the Opportunity is created, the Opportunity Owner can be changed to another User.
Opportunity ClosePlan Template	ClosePlan Admin		Standardized Opportunity engagement strategy	An Opportunity ClosePlan Template is the framework that forms the Opportunity engagement strategy. Opportunity ClosePlan Templates include a Playbook and/or Scorecard.
Periods			Measures time periods	Period define important dates in the Gantt timeline report in Playbook. The most common use case is fiscal quarter end dates. Periods are defined on the Periods page under the ClosePlan admin tab.
Playbook	Opportunity ClosePlan		ClosePlan module	Playbook is a ClosePlan Module. Playbooks are composed of Events that are defined in ClosePlan Templates under the ClosePlan admin tab. Playbooks reinforce best practices in the Sales motion and are part of a ClosePlan Template.
Power	Relationship Map		Identifies Stakeholder with power	Power is a status of a Stakeholder on a Relationship Map. The tile of a Stakeholder who has been given Power is igiven a light yellow color to differentiate the Stakeholder on the Map.
Product Line	Account Plan		Identifies products and services	Product Lines is one type of Custom Attribute. Product Lines are the Products, Services or groups of Products and Services that your company provides. Product lines are defined in the Custom Attributes page under the ClosePlan Admin tab. Product Lines are displayed in the Account Plan Whitespace Map and are defined by Users.
Profile	Salesforce		Defines permissions	Profiles define how Users access objects and data, and what they can do within the Salesforce application. Profile permission sets may interfere with ClosePlan functions.
Read Only	User Manager		Defines People.ai User level	Read only is a ClosePlan License type. (Full Access is the other)
Recalculate Permissions	User Manager		Recalculates permissions	Recalculate Permissions is a feature found under the gear icon on the ClosePlan Overview component on the Opportunity Page. Recalculate Permissions can establish or repair access to Events in the Playbook for Users involved in the Opportunity, Users who are on the Opportunity Team or when ownership of the Opportunity changes.
Redistribute Permissions	User Manager		Redistributes permissions	Redistribute Permissions is a feature found on the User Manager Page under the ClosePlan admin tab. Redistribute Permissions can correct broken Permission Set Assignments for all Active Users.
Relation line	Relationship Map Surface		Indicates relation between Stakeholders	Relation Lines are dotted lines that indicate a relationship between Stakeholders on a Relationship Map. Notes can be added to Relation Lines to define the nature of the relationship.
Relationship (Stakeholder information)	Stakeholder card		Describes Stakeholder	Relationships are the connections between people, groups or organizations. In ClosePlan, Relationships are documented in Stakeholder information on Opportunity and ACCOUNT PLAN Relationship Maps. Relationship status help understand the connections between People that are important to a Deal.
Relationships (On Maps)	Relationship Map surface		Indicates direct or indirect relationship	Relationship is a status and is documented on the Stakeholder card in Relationship Maps. Relationship status documents the relationship the User has with the Stakeholder.
Relationship Map	Opportunity and Account		ClosePlan module	Relationship Maps are a ClosePlan module. Relationship Maps can exist on both the Opportunity and the Account. Relationship Maps show the Stakeholders that are important to Opportunities and Accounts.
Role	Multiple places - Relationship Map Stakeholder Cards, Salesforce, ClosePlan Admin		Describes Stakeholder	Role is found in the Stakeholder information on an Opportunity or Account Map. Role is a Picklist that indicates the Role a Stakeholder has on an Account or Opportunity. Role Status Picklists are defined in the User Manager > Environment > Picklist Values. The Role Picklist in ClosePlan may or may not be the same as the Opportunity Contact Roles found in Salesforce.
Scorecard	Account Plan, Opportunity Template		ClosePlan module	Scorecard is a ClosePlan module found on the Opportunity. (Scorecards can also refer to part of the Account Plan, see: Account Plan Scorecards). Opportunity Scorecards present a cohesive structure to understand Opportunity engagement and health. Opportunity Scorecards are presented as a series of questions that provide guidance that reinforce Sales Methodologies. Opportunity Scorecards are Sales Methodology agnostic and can be created to support any methodology.
Scorecard Categories	Opportunity and Account Plan Scorecards		Group Scorecard questions	Scorecard Categories group Deal Scorecard questions together. These questions frame Deal Scorecard reporting and produce a score based on the answers provided. Scorecard Categories are defined in ClosePlan Templates.
Scoring Tiers	Opportunity and Account Plan Scorecards		Segment scoring	Scoring Tiers segment scoring into named groups and can be assigned color coding. Scoring Tiers are found on the Scoring Tiers tab on the Account and Opportunity Template Overview page.
Stakeholder	Relationship Map Surface		Identify Contacts on Map	A Stakeholder is a Contact that is placed on a Relationship Map.
Stakeholder Overview	Relationship Map		Overview of Stakeholder information	The Stakeholder Overview is a slide modal that contains information about Stakeholders. Access the Stakeholder Overview by double clicking a Stakeholder Tile or from the Stakeholder list on Opportunity or Account Plan Relationship Map tabs.
Standard Users	App wide, User Manager		Defines People.ai User level	Standard Users are one of two types of License levels for ClosePlan Licenses. Standard Users do not have Administration rights inside of ClosePlan.
Submap	Relationship Map		Places imported Maps into Map hierarchy	A Submap is a map from an Account or Opportunity that is placed on another Account or Opportunity Map.
Support Status	Stakeholder Information on Opportunity or Account Relationship Map		Describes Stakeholder	Support Status is found in the Stakeholder information on an Opportunity or Account Map. Support Status is a Picklist that indicates the support a Stakeholder offers on an Account or Opportunity. Support Status Picklists are defined in the User Manager > Environment > Picklist Values
Task	Playbooks and Scorecards		To Do	A Task is a 'to-do' that is documented. Tasks are added to Scorecard questions.
Template	ClosePlan Admin		Defines Opportunity or Account engagement strategy	A Template can be created for an Opportunity or an Account Plan. Opportunity Templates can contain Scorecards and/or Playbooks. Account Plan Templates can contain Scorecards and/or Whitespace Map. Both Opportunity and Account Plan Templates are created and stored under the ClosePlan Admin tab.
Unknown Contact	Relationship Map		Map Tile for unknown individual	An Unknown contact is a Stakeholder on a map whose identity is not yet known. e.g. if a company is hiring a new CTO, that Stakeholder can be added to a Relationship Map hierarchy and converted to a Contact when the CTO is named.
User	Behind a keyboard		Salesforce User	A User is any individual who uses products from People.ai
Whitespace Map	Account Plan		One component of Account Plan	A Whitespace Map is one component of the Account Plan Module. Whitespace Maps document and reveal Account health and engagement. Whitespace Maps reveal new opportunities for Customer engagement and retention.

ClosePlan Guide