5. 3 Primary Pain Points
1. Sales process doesn’t allow for easy communication between
departments.
2. The closing process doesn’t allow for approval by the correct parties.
3. The contract process leaves important communication open to dropping
the ball with too many hand-offs.
9. User Story 1- Event Manager (Veronica Corningstone)
As an Event Manager, I want to have real-time visibility into Sales Rep
opportunity progress, so that I can collaborate on leads and opportunities
and help reps get all contracts signed by the final due date.
Acceptance Criteria
● View all lead and opportunity progress by rep
● View number of packages of each tier sold and number
still available
● View days left to sell
12. User Story 2 - Inside Sales Team
As an Inside Sales Rep, I want to be able to generate contracts without
having to leave Salesforce, so that I have real-time data on when contracts
are signed in Salesforce and have more time selling.
Acceptance Criteria
● I can generate contracts from Salesforce
● Data is pre-filled on the contracts so I don’t have to manually
fill it out.
● I have real-time updates on when the contract is signed.
13. Solution #2 - Integration Salesforce and DocuSign
● This solution allows the Sales Team to send documents for signature
directly from Salesforce, and it also enables them to track the progress of
the signature request within Salesforce.
● No discrepancies in different templates. Configured the pages to only
show the correct Action/Contract.
● Pre-filled fields allows less room for human error
Pain point: Leaving Salesforce for contract process
14. Using Docusign
integration in
combined with the
ability to dynamically
change opportunity
pages, the contract
process is kept inside
of Salesforce and is
streamlined.
AFTER
BEFORE
16. For the Platinum
Package, Veronica gets
the contract first to
review and sign-off
before the Legal team.
Sales Rep no longer have to
manually fill out the contracts,
merge fields pre-fill the data
from Salesforce opportunity
record.
17. DocuSign Setting for Template :
Once all signatures are captured, Opportunity stage is automatically updated to Close Won.
18. Example of Additional Streamlining
We suggest instituting a number of automations.
These automations will be focused to keep the process
moving forward.
This will allow the sales, event and onboarding teams to be
customer focused rather than paperwork focused.
19. Onboarding Notification Flow
This flow is part of our design to automate the
notification process, eliminating the need for
sales reps or event team members to
remember to send notifications.
This particular flow notifies the Onboarding
Rep when any Trailblazer DX package is
Closed Won.
20.
21.
22. Thank you to Veronica Corningstone,
TrailblazerDX and especially the
Clicked Team!
Editor's Notes
The first (top left) represents the days left the team has left to sell all packages.
The second (top middle) displays a gauge of the overall number of sponsorships sold
The third (top right) displays the number of sponsorships by level the team has left to sell.
The fourth (bottom left) displays The opportunities by rep and where they are in each stage of the pipeline
The fifth (bottom middle) displays the overall total pipeline by stage
The sixth (bottom right) displays the stages of the pipeline broken down per rep.
