Aen005 Gradin 091807
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This document discusses implementing territory management in Salesforce. It defines what a territory is and explains the benefits of territory management, such as forecasting by territory and opportunity territory bounding. It also covers important implementation aspects like territory structure, integration, and cutover strategy. Finally, it discusses considerations for reviewing existing Salesforce configurations when implementing territory management.
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1) Data quality issues were negatively impacting revenue and customer relationships for several companies.
2) Solutions like AppExchange apps, DemandTools, and People Import were used to cleanse data, identify ideal prospects, and automate processes.
3) Results included more accurate data, identification of new opportunities, and increased revenue through better data-driven insights.
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The document summarizes a presentation about the importance of asking the right questions in sales. It discusses how open-ended questions that make the customer talk about their needs and views can help sellers uncover true customer needs, qualify prospects better, and increase sales. It also promotes a sales training workshop by Barry Rhein that teaches a questioning methodology, and how Salesforce can support this approach through customizable tools and integration with a company's business processes.
S O P001 Garoutte 091707
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
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The document discusses how to effectively leverage the AppExchange for sales operations applications. It provides case studies of two companies that successfully used AppExchange apps to address challenges: 1) A media company used EchoSign to accelerate contract management. It integrated contracts into Salesforce and reduced signature time. 2) A software company used LucidEra analytics to gain insights across Salesforce, Intacct and address a lack of customer visibility. Both implementations went smoothly and provided business benefits.
S O P005 Tenenblat 091807
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
S O P003 Garoutte 091707
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms for those who already suffer from conditions like anxiety and depression.
S O P006 Chan 091807
The document discusses best practices for using Salesforce to improve sales performance. It recommends defining top metrics for high-performing sales reps, analyzing reps' data to identify strengths and weaknesses, and using reports and dashboards to provide transparency and drive better behaviors. A customer case study shows how one company isolated key metrics, compared reps, and saw improved focus, sales, and cross-selling through increased data-driven management in Salesforce.
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S C P003 Kuruganti 091707
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S C P004 Morris 091807
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S C P009 Fullmore 091907
The document summarizes how Salesforce.com manages its partner and referral program. It outlines key challenges including a lack of visibility into the channel business and inability to scale partner communication, recruitment and training. It then describes how Salesforce implemented a partner relationship management system and partner portal to address these challenges, providing partners with tools for deal registration, enrollment and enablement. The results included growing the global partner community by 400%, increasing leads by 218% and pipeline by 290% year-over-year, and maintaining high close rates and deal sizes while improving partner onboarding and visibility into partner impact.
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- 1. Territory Management for Admins William Gradin, salesforce.com Barbara M Moore, salesforce.com Herman Boyd, DuPont Admin III: Expanding into New Areas
- 3. BARBARA M MOORE PRINCIPAL CONSULTANT HERMAN BOYD SOLUTION DOMAIN LEADER WILLIAM GRADIN PRINCIPAL CONSULTANT SALESFORCE.COM Moderated By: and DUPONT
- 4. Barbara M Moore Principal Consultant [email_address]
- 13. William Gradin Principal Consultant [email_address]
- 14. Implementation Aspects What needs to be evaluated when implementing TM? Territory Structure Scaling / Modeling Integration Visibility TM Live Cut Over Staggered Deployment
- 22. Herman Boyd Solution Domain Leader [email_address]
- 23. Customer Hall of Fame Herman Boyd DuPont IT Solution Domain Leader Famed Statistics: 1500 Users 55% Login Rate 31 Custom Tabs 13 Custom Apps 76 Custom Objects 20 S-Controls 100 Apex Mobile Want to hear more? Check out my case study . Meet Me At: Track: Admin III Session Title: Territory Management for Admins Date and Time: 9/18/2007 1:15 PM Founded in 1802, DuPont puts science to work by creating sustainable solutions essential to a better, safer, healthier life for people everywhere. Operating in more than 70 countries, DuPont offers a wide range of innovative products and services for markets including agriculture, nutrition, electronics, communications, safety and protection, home and construction, transportation and apparel. Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.
- 26. DuPont Refinish US: Sales Districts Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.
- 34. QUESTIONS & ANSWERS WILLIAM GRADIN Principal Consultant BARBARA M MOORE Principal Consultant HERMAN BOYD Solution Domain Leader
- 35. Imagine it. Learn it. Use it.
Editor's Notes
- Good Afternoon and Welcome to Advanced Administration: Territory Management …before we get started