Post on 12-Jun-2015
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Team Selling, Quotes, and Analytics
Getting Started with Sales Cloud
Administration
Leah McGowen-Hare Jo Young Senior Instructor
Amy Harbin Training Programme Manager
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Safe Harbor Statement
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could differ materially from the results expressed or implied by the forward-looking statements we make. All
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Agenda
Sales Cloud Overview
Page Layouts, Record Types, and Business Processes – Exercise 1: Set Up Sales Processes
– Exercise 2: Set Up a Sales Team
Opportunity Quotes – Exercise 3: Enable and Create a Quote
Reports – Exercise 4: Run and Modify a Report
Q & A
Opportunities
& Quotes
Marketing
& Leads
Accounts &
Contacts
Worlds Leading Sales Application for the Worlds Most Productive Reps
Email &
Calendaring
Workflow &
Approvals
Partner
Management
Real-time
Analytics
Data.com
Chatter
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Our Story
Page Layouts, Record Types, and Business
Process
Add, delete, move fields
Make fields required
Add sections to organise fields Page Layouts
Present multiple page layouts to users
Segment picklists to be relevant Record Types
Segment Stage/Status values to match your business processes
Business Processes
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Page Layouts, Record Types, and Business
Processes
Business Process
Page Layout
Record Type
Example: Sales Process
Stage Probability Type
Prospecting 10% Open
Qualification 20% Open
Needs Analysis 30% Open
Value Proposition 50% Open
ID Decision Makers 60% Open
Perception Analysis 70% Open
Proposal / Price Quote 80% Open
Negotiation / Review 90% Open
Closed - Won 100% Closed/Won
Closed - Lost 0% Closed/Lost
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Hands-on Exercise
Goal: Create the B2C Sales Process and corresponding record type.
Scenario: AW Computing has different sales processes for Business to Business
(B2B) and Business to Consumer (B2C) opportunities. We need to build
record types and business processes to fit our requirements.
Tasks: Create the B2C Sales Process.
Create a corresponding record type.
Exercise 1: Set Up Sales Processes
Sales Teams
Used for collaborative selling
Used for sharing, as well as reporting purposes
Ad hoc or may use Default Sales Team (defined for user)
Default Sales Teams may be automatically added to a
user’s opportunities
Who can add a Sales Team? – Owner
– Anyone above owner in role hierarchy
– Administrator
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Hands-on Exercise
Goal:
Set up a sales team so reps can collaborate on deals.
Scenario:
AW Computing wants to make sure that sales reps can
collaborate on opportunities. Specifically, Phil Smith requires
a default sales team for his new and existing opportunities
need to include his default sales team.
Tasks: Set up a default sales team for Phil Smith.
Ensure that the default sales team appears on Phil’s opportunities.
Exercise 2: Set Up a Sales Team
Our Story
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Opportunity Quotes
With Quotes you can:
Create a quote from an opportunity with all your deal information.
Create a PDF of the quote and email it to your customer.
Create multiple quote versions.
Sync any changes to your primary quote back to the opportunity
and vice versa.
With the quotes
template editor you can:
Create multiple PDF
templates using drag
and drop, just like page
layouts.
Drop fields into header
and footer sections,
which repeat on every
page.
Drop Text/Image Fields
to add additional text
and images, just like
rich text fields.
Quotes Template Editor
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Hands-on Exercise
Goal:
Enable quotes so Sales Reps can share pricing from
Salesforce.
Scenario:
AW Computing wants to streamline the process of
communicating price information to customers. The company
wants to set up quotes to do this.
Tasks: Enable Quotes.
Create and customize a Quote template.
Test from end user perspective.
Exercise 3: Enable and Create Quotes
What are Reports?
Tabular Report Summary Report
Reports are lists or summaries that allow you to aggregate and analyze
your data in different ways.
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Which Type of Report Should You Use?
Use the standard built-in reports or create your own custom reports.
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Custom reports:
Can be built from scratch.
Can be created from standard
reports.
Must be saved in a custom,
personal, or unfiled folder.
Can be overwritten or deleted.
Standard reports:
Are built in.
Are stored in standard folders.
Can be customized and saved as
custom reports.
Cannot be overwritten or deleted.
Hands-on Exercise
Goal: Create a custom report.
Scenario: Allison Wheeler, VP of Global Sales, would like a report showing all open opportunities, organized by sales rep, with the opportunity amount subtotaled for each rep.
Tasks:
Create a new report by customizing a standard opportunity report
Set the scope of the report using the standard filters.
Select the format and grouping.
Save the report.
Use Filters and Filter Logic in a Report.
Exercise 4: Customize a Standard Report
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What’s Next?
Don’t forget..
Tell us what you think with the
session survey
Visit us in the Cloud Expo for your 10% off
training voucher!
Follow up with an instructor-led course, we suggest:
Administration Essentials (ADM201)
Ready for more hands-on training?
Have Premier? Take a great online class, we suggest:
Analyze Your Data Your Way
with Reports
Forecasting for
Administrators
Summarize Your Data with
Highlights, Charts, and
Dashboards
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Question and Answer