HOT - Getting started with Sales Cloud Admin part 2

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  • 1. Getting Started with Sales CloudAdministrationTeam Selling, Quotes, and Analytics Leah McGowen-Hare Jo Young Senior Instructor Amy Harbin Training Programme Manager 1
  • 2. Safe Harbor StatementThis presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. Ifany such uncertainties materialize or if any of the assumptions prove incorrect, the results of salesforce.com, inc.could differ materially from the results expressed or implied by the forward-looking statements we make. Allstatements other than statements of historical fact could be deemed forward-looking statements, including: anyprojections of earnings, revenues, or other financial items; any statements regarding strategies or plans ofmanagement for future operations; any statements concerning new, planned, or upgraded services ordevelopments; statements about current or future economic conditions; and any statements of belief.The risks and uncertainties referred to above include - but are not limited to - risks associated with our newbusiness model; our past operating losses; possible fluctuations in our operating results and rate of growth;interruptions or delays in our Web hosting; breach of our security measures; the immature market in which weoperate; our relatively limited operating history; our ability to expand, retain, and motivate our employees andmanage our growth; risks associated with new releases of our service; and risks associated with selling to largerenterprise customers. Further information on potential factors that could affect the financial results ofsalesforce.com, inc. are included in our registration statement (on Form S-1) and in other filings with theSecurities and Exchange Commission. These documents are available on the SEC Filings section of our Website.Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.Any unreleased services or features referenced in this or other press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should makethe purchase decisions based upon features that are currently available.Training Org Login Org will be active for 30 days post CloudforceUsername: admin@cflon12analytics###.comPassword: cf2012 For ###: use the 3-digit number on your exercise guide.Example: Your exercise guide number = 010 Your username = admin@cflon12analytics010.com 2
  • 3. 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 Worlds Leading Sales Application for the Worlds Most Productive Reps Accounts & Marketing Opportunities Data.com Workflow & Contacts & Leads & Quotes Approvals Chatter Email & Real-time Partner Calendaring Analytics Management 3
  • 4. Our StoryPage Layouts, Record Types, and BusinessProcess  Add, delete, move fields Page Layouts  Make fields required  Add sections to organise fields  Present multiple page layouts to users Record Types  Segment picklists to be relevant Business Processes  Segment Stage/Status values to match your business processes 4
  • 5. Page Layouts, Record Types, and BusinessProcesses Business Process Page Layout Record TypeExample: Sales ProcessStage Probability TypeProspecting 10% OpenQualification 20% OpenNeeds Analysis 30% OpenValue Proposition 50% OpenID Decision Makers 60% OpenPerception Analysis 70% OpenProposal / Price Quote 80% OpenNegotiation / Review 90% OpenClosed - Won 100% Closed/WonClosed - Lost 0% Closed/Lost 5
  • 6. Exercise 1: Set Up Sales Processes Hands-on ExerciseGoal: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 buildrecord types and business processes to fit our requirements.Tasks: Create the B2C Sales Process. Create a corresponding record type.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 6
  • 7. Exercise 2: Set Up a Sales Team Hands-on ExerciseGoal:Set up a sales team so reps can collaborate on deals.Scenario:AW Computing wants to make sure that sales reps cancollaborate on opportunities. Specifically, Phil Smith requiresa default sales team for his new and existing opportunitiesneed 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.Our Story 7
  • 8. Opportunity QuotesWith 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.Quotes Template EditorWith the quotestemplate 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. 8
  • 9. Exercise 3: Enable and Create Quotes Hands-on ExerciseGoal:Enable quotes so Sales Reps can share pricing fromSalesforce.Scenario:AW Computing wants to streamline the process ofcommunicating price information to customers. The companywants to set up quotes to do this.Tasks: Enable Quotes. Create and customize a Quote template. Test from end user perspective.What are Reports? Reports are lists or summaries that allow you to aggregate and analyze your data in different ways. Tabular Report Summary Report 9
  • 10. Which Type of Report Should You Use?Use the standard built-in reports or create your own custom reports. Custom reports:Standard reports:  Can be built from scratch. Are built in.  Can be created from standard Are stored in standard folders. reports. Can be customized and saved as  Must be saved in a custom, custom reports. personal, or unfiled folder. Cannot be overwritten or deleted.  Can be overwritten or deleted. 19Exercise 4: Customize a Standard Report Hands-on ExerciseGoal:Create a custom report.Scenario:Allison Wheeler, VP of Global Sales, would like a report showing all openopportunities, organized by sales rep, with the opportunity amountsubtotaled 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. 10
  • 11. What’s Next? Have Premier? Ready for more Take a great online class, we suggest: hands-on training?  Analyze Your Data Your Way with Reports Follow up with an instructor-led course, we suggest:  Forecasting for Administrators Administration  Summarize Your Data with Essentials Highlights, Charts, and (ADM201) Dashboards Don’t forget.. Visit us in the Cloud Tell us what you Expo for your 10% off think with the training voucher! session survey 11
  • 12. Question and Answer 12