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Pega Sales Automation entities

Updated on September 10, 2021

The Pega Sales Automation™ data model consists of a set of standard business objects that support the sales process. To ensure that your data import is successful, review the provided list of entities:


Territories are used to manage the individual members of your sales organization and to grant access to the accounts, contacts, leads, opportunities, organizations, and households in the Pega Sales Automation application.


Sample .csv file

  • Territory ID is mandatory for most of the Pega Sales Automation objects.
  • If you have not activated territory management, set a default global territory value called BT1 for territories.

Sample .csv file

  • Forecast manager, Forecast delegate, and Parent territory values must exist prior to the import. These columns need to be updated with your implementation-specific groups.
  • Forecast manager and Forecast delegate fields should not be the same in the .csv file.


With Pega Sales Automation, you can work directly with external agencies, resellers, and sales partners by granting them access to your local implementation.


Sample .csv file


An operator is an individual user of the Pega Sales Automation application: either a member of your sales team, a partner's sales team, or an administrator.

  • You must update the Operator Type column with your implementation-specific access groups.
  • To import the reporting hierarchy, perform the following steps:
    1. Import users.
    2. Under the Reports To column, update the External owner ID’s.
    3. Re-import the .csv file.

Time period

Sales goals are measured against specific time periods. You can set up time periods with different frequencies (for example, fiscal year, quarter, and month) that are interdependent.

  • Ensure that the parent frequency time period exists and has valid start and end dates.
  • If the fiscal year, quarter, and month records are all included in a single file and validation occurs, only the fiscal year records are imported.


Sales goals give sales managers the ability to plan quarterly or monthly goals for sales representatives based on a variety of metrics. Sales goals are measured against specific time periods. You can set up multiple time periods in the application, for example, a year, a quarter, or a month.


An organization represents the top level of the business hierarchy. An organization can be a specific business, holding company, or corporation. Organizations have one or more child entities in the form of accounts. Organizations are used in B2B selling only. You must update the Owner column with your implementation-specific groups.


Sample .csv file


Accounts are economic decision making units. Accounts are used in B2B sales to represent the logical or physical groups to which products or services are sold.

  • Use the external IDs of the automatically created accounts to relate with other entities, for example, contact, leads, and opportunities.
  • Before importing accounts, make sure that you enable the Autoaccountcreation dynamic system setting.


A contact is a person who is a prospect or a customer.

  • In B2B sales, a contact is usually an employee of the organization to which you are selling.
  • In B2C sales, a contact is the person interested in making a purchase.


A household is a group of contacts with one of the members as a head of household. A household usually represents members of a family or contacts living at the same address. A household can also be used to group any set of contacts that share a commonality and have a primary contact person.


Sample .csv file

  • Provide a valid start date and end date with the supporting format.
  • Provide a valid contact identifier as a household member.

Lead (individual)

A lead is a prospective customer of a product or service. Once qualified, leads can be converted to a contact or to an opportunity.


Sample .csv file

  • Use the Lead Individual column to load business-to-customer (B2C) leads.
  • Provide a valid Owner name based on your implementation-specific groups.
  • Use the Use automatic routing column to configure lead routing.

Lead (business)

A lead is a prospective customer of a product or service. Once qualified, leads can be converted to a contact or to an opportunity. You need to use Lead column to load business-to-business (B2B) selling mode leads.


Your products are the goods and services that you sell to your customers. Pega Sales Automation supports the following product hierarchy:

  • Categories
    • Families
      • Groups
        • Products

You must perform multiple imports to load multiple product hierarchies. For example, for the hierarchy: category, family, group, and products, you must perform four separate imports and load the products in the same order.

Before you import the product hierarchy data, enable engagement maps. For more information, see the Pega Sales Automation Implementation Guide on the Pega Sales Automation product page.


Your competitors are other organizations that sell similar products to the same base of customers. Enter product and competitor information in the application to align opportunities with product offerings and to identify your competitors so you can differentiate your product.

Opportunity (individual)

You can customize the opportunity case types by modifying the Pega-provided stages or by adding your own stages and steps to reflect the processes. Use the Opportunity individual column to load B2C opportunities.

Opportunity (business)

An opportunity is a qualified deal or a potential sale that you track, develop, and manage. Opportunities often begin as leads that have been qualified. Opportunities are the foundation of your sales pipeline, goal attainment, and forecast. Use the Opportunity column to import B2B opportunities.


Tasks are reminders of actions or processes for sales teams to follow.

Update the Start date and Due date fields according to the Pega Sales Automation validation standards. For example, a due date of a task cannot be in the past.

Customer activity

Activities are interactions with prospects or customers, such as phone calls, meetings, and co-browse sessions.

  • Use the customer loader to import customer activities.
  • The Outcome field is mandatory for all Sales Automation activities.

Pega Pulse

Pega Pulse adds social activity stream capabilities to your user interface. With Pega Pulse, application users can collaborate in real time, share comments, files, and URLs with other users, and take action directly from an activity stream.


Sample .csv file

  • Use the pulse loader to import the Feed post and Feed Comment fields.
  • Update RelatedTo and PostedBy information based on your implementation specific groups.

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