Configuring Book of Accounts / Territory

Why Configure the Book of Accounts / Territory

How to Set Up Your Team's Book of Accounts / Territory

The configuration process will depend on:

• If your organization uses specific Salesforce Account fields to assign accounts to representatives

• Or, if your organization pairs SDRs with AEs using Account OwnerID

If Your Organization Uses a Specific Salesforce Account Field to Assign Accounts to Reps

In this scenario, accounts are assigned to your representatives in Salesforce based on one or more account fields.

For example:

• SDRs are assigned accounts based on SDR_Owner__c

• AEs are assigned based on OwnerID

• CSMs are assigned based on CS_Owner__c

To reflect the account assignments in the Book of Accounts in HG Insights, you will configure this at the team level. For each team, you can select the appropriate Salesforce Account Owner field that will determine account ownership.

Pre-requisite

• You must be an Admin

Step by Step

1. Log into HG Insights app

2. Navigate to Settings > Users & Teams, then click on the Teams tab

   

3. Click the "Create Team" button to create a new team

4. Or, click the three dots to edit an existing team

5. Select the appropriate Salesforce Account Owner Field from the dropdown

For more information on setting up teams, visit our Managing Teams documentation.

If Your Organization is Pairing SDRs with AEs

In this scenario, you assign accounts to your AEs in Salesforce using the Account OwnerID, while SDRs are informally paired with AEs without a specific field assignment in Salesforce.

For example: Sam, an SDR, is working on accounts with Adrian, an AE. Adrian is the owner via the Account OwnerID. By default, the Book of Accounts is configured based on the Account OwnerID unless specific teams have been configured with different ownerships (see above). Sam would not see any accounts in his Book of Accounts because he has no account assigned to him via OwnerID.

If you find yourself in this situation, each user/rep will be prompted to configure their Book of Accounts during the onboarding process when accepting their invitation to HG Insights. If they wish to edit it later, they can do so in the settings. See the steps below.

Step by Step

• Log into HG Insights Copilot (Chrome extension or embedded in Salesforce / Outreach / Gong Engage)

• Open the top right menu by clicking on the 👤 avatar icon

• Click on My Book of Accounts (or My Territory)
  
  

• Select the people owning accounts
  

Tip: If you have a list of AE to SDR pairings for your entire team, please send a spreadsheet containing each

• user email

• user name

• Salesforce account owner field

• and/or email of AEs they are paired with

Please submit this to our support team, who will configure it for everyone on their behalf.

Who Needs an HG Insights User Account?

Depending on your specific workflow, you may or may not need to add your entire Sales Team to Sales Copilot.

Anyone following the sales rep as described above must have an HG Insights user account. The rep being followed does not need an account just to be followed — their Salesforce record suffices. Whether the rep themselves needs an account depends on how they consume matches.

If Your Reps Log into HG Sales Copilot Directly

Every rep who needs to see their own matches in their Inbox/Feed must be an HG Insights user. Matches appear in the feed of the territory that produced them, not the rep to whom the account belongs. If a rep isn't a user, someone else who follows them can see their matches instead.

Tip: Add reps as Sales Users — this grants access to Sales Copilot without any additional platform permissions.

If Matches are Routed Elsewhere (e.g., a Shared Slack Channel) and Reps Never Log In

There are two supported setups; choose based on team size:

Option A — One Admin Account Follows the Whole Team, Webhook Fans Out to Slack

• Only one HG Insights account is required. This is the simplest option for smaller teams.

• Prerequisite: You must be an Admin to configure this.

• Note: The webhook does not indicate which rep owns a matched account unless you explicitly map the Salesforce Owner field into the webhook configuration.

• Note: One Territory listing many reps can become unmanageable — for larger teams, use Option B.

Option B — Every Rep is an HG Insights User, Playbook Set to Run Org-wide or Team-wide

• Every rep needs their own account (Sales User is sufficient).

• Webhook fires once per rep, per match — naturally attributed, no field mapping needed.

• This option scales better but requires more upfront provisioning.

Quick Reference