Get started with Sales Management

Learn about the six action items to set up Sales Management

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This article describes the general sequence of action items you'll need to complete as an Ad Manager administrator to set up Sales Management.

Setting up Sales Management in your Ad Manager network is a process, and you will likely move between action items as you define business rules, rates, and products. Review the sequence below to get a broad understanding of the dependencies between such things as users, inventory, teams, and business rules. This review will help you start planning an approach to setting up Sales Management.

The Admin role (or its universal permissions in another role) is required to set up Sales Management.
Step 1: Create teams

Ensure that the Teams feature has been enabled in your Ad Manager environment. Once enabled, ensure that you have the All entities team assigned to you as the administrator. This team provides universal access to the items and data you'll need to continue setting up Sales Management.

Teams for Sales Management

Teams allow you to organize sales representatives and control who has access to sell inventory at a given rate. You'll need to assign teams to sales representatives, ad units, and rate cards. Sales representatives will have access only to rate cards and inventory that belongs to a team to which they belong.

For example, a sales representative might belong to the North American sales team and only have access to the inventory that also belongs to the North American team. Sales representatives can belong to more than one team. So, in this example, the sales representatives can belong to the North American sales team as well as the Latin American sales team and inventory associated the Latin American teams.

Learn more about teams:

Step 2: Configure roles

Sales Management primary leverages the following roles:

  • Sales manager
  • Sales representative

Sales managers will be able to do many of the administrative tasks associated with Sales Management, including creating and managing rate cards, products and product templates, and export templates, which are used by sales representatives to export their proposals for presentation to advertisers or agencies. Ensure that any users that have this role also have the All entities team assigned to them otherwise they may encounter some exceptions when working with rate cards or other aspects of Sales Management.

Sales representatives are primarily responsible for selling inventory. They will be able to browse product, create proposals, manage contacts and companies, manage delivery, and run relevant reports. Ensure that you associate users with this role to the appropriate teams.

In addition to the two default roles, you can create custom roles and decide what permissions those roles include.

Learn more about roles:

Step 3: Build users

You can now build users by creating new ones or finding existing ones and applying appropriate roles and teams. Ensure that the teams you apply to sales representatives have also been applied to the inventory (ad units) to which those sales representatives will need access.

Learn more about users and teams:

Step 4: Create rate cards

A rate card determines the starting price at which a proposal line item can be sold. Proposal line items are similar to Ad Manager delivery line items. They contain much of the same settings such as line item type, priority, inventory, and other targeting. However, proposal line items also contain additional settings for price and billing the advertiser. They are proposed line items that are presented to advertisers or agencies for negotiating a sale.

Proposal line items come from products. A sales representative creates a proposal line item by adding a product to a proposal. A product is a reusable set of line item details (like line item type, targeting, and inventory). In addition to these details, a product is also associated with a rate card. A rate card indicates a starting price among other things. When a sales representative adds a product to a proposal, it duplicates these details as a proposal line item along with the starting price specified in the rate card.

When you create a rate card, you specify:

  • The products that belong to the rate card
  • The price (product rate) at which those products can be sold
  • Premium charges for customizing a proposal line item
  • Which sales representatives can use the rate card to find products
  • Business rules (workflows) apply to sales representatives using the rate card
  • The currency for the rate card

Rate cards determine the price of inventory since the products you add to a rate card contain the inventory you're selling. Rate cards also determine the business rules (workflows) to which sales representatives must abide when they submit proposals to become Ad Manager line items.

Creating a rate card is likely to be an iterative process. Specifying most of the information on a rate card is optional, and you are likely to return to a rate card to update details as you go through the process of setting up Sales Management.

Learn more about rate cards, products, and workflows:

Step 5: Generate products with a product template

As mentioned in the previous step, products are used by sales representatives to create proposal line items. Proposal line items eventually become line items under the Order tab of Ad Manager if they are sold.

A product template allows you to generate and modify many similar products at the same time from a single place in Ad Manager. You can quickly and easily create new products or update details of existing products through a product template.

Learn more about product templates:

Step 6: Create workflows

Also mentioned above are workflows. Workflows allow you to specify optional business rules.

You can add a workflow to a rate card. If the sales representative uses the rate card to find a product, the sales representative must follow the business rules (workflow) associated with the rate card for a proposal.

You can change the workflow associated with a rate card at any time, but a rate card can only have one workflow associated with it at any given time. Workflows, on the other hand, can apply to many different rate cards.

Learn more about workflows:

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