With Salesforce’s Summer 16 Release, a new feature was introduced that is likely beneficial to your organization: Users can now natively relate a Contact record to multiple Accounts in Salesforce. This Salesforce quick tip post will teach you how to quickly enable and leverage this new functionality.
This feature was requested nine years ago, and while many solutions have come out since then to address this issue, this is the first time that Salesforce has supported this functionality out of the box. If you are an organization that deals with agents or brokers for example, you know that while a Contact may work for Insurance Company XYZ, they really are associated with numerous Accounts. This new feature allows you to immediately see which clients John Smith works with, and provides you with greater data visibility for marketing purposes. The greatest part of this feature is that it is almost unnoticeable to your users, providing the seamless experience we have come to expect from Salesforce.
To enable the feature in your organization, simply search for “Account Settings” in Setup, and check the box to “Allow users to relate a contact to multiple accounts.”
Salesforce will email you when the feature has been enabled for your organization. After this, you will want to edit the layout of your Accounts. Remove the Contacts related list from the layout, and add “Related Contacts” from the related lists. You will now be able to see all the contacts under the account, as well as all the related contacts that are associated with the account, in the same location.
To add a contact to more than one account, simply click on the Add Relationship button:
From here, you are able to add a Contact to multiple Accounts. You are able to set the Start Date & End Date of when this contact was at this account as well, allowing you to keep track of where the contact has been in the past. Utilizing this feature could potentially allow you to find a contact who was previously at a company you are looking to sell into, providing you with the opportunity to reach out to them about the best individual to contact at their old company.
When you set the relationship, you are also able to indicate the Role of the contact. There are plenty of default values, but you can also add your own that are more tailored towards your organization. The roles can be valuable for reporting purposes, allowing you to sort the related contacts titles and quickly see how their career has progressed.
For you programmers out there, the API name of the object is AccountContactRelation, and the standard Salesforce developer documentation can be found here.
Hopefully this Salesforce quick tip post has helped you learn a great new feature. If you have any questions about this or could use the help of an expert, please contact us at SalesforceExperts@Luxent.com.