Role

In CRM, a Role defines both the organizational position of a user — their place in the company's hierarchy — and the associated data access rights that come with that position. The role hierarchy model enables a common enterprise CRM access pattern: a sales representative's role sits below a sales manager's role, which sits below a regional director's role — with each level inheriting visibility over the records owned by roles below it. This allows managers to review their team's pipeline, directors to see their region's performance, and executives to have company-wide visibility — all configured through the role hierarchy rather than through individual record sharing. Role design during CRM implementation should reflect the actual organizational structure and desired data visibility model.