A simple Salesforce implementation example appropriate for managers, administrators, and developers alike in a small to medium-sized business.

1. Migrating to
Rayad Khan | 12.21.15

2. This presentation outlines a simple scheme for a medium
or small business migrating to Salesforce.
A company selling ad spaces is used as an example. Key
sales modules for sales reps are given while specific
revenue reports and forecasts are defined for
management. No system integrations are needed and only
data would have to be imported.
This setup takes advantage of Salesforce’s declarative
capabilities and is appropriate for someone with
Administrator-level training to plan and implement.

3. Outline
• Current State Problems
• Solutions & Benefits
• Role Hierarchy & Data Security
• Sales Process
• Reporting & Forecasting
• Implementation – Key Steps

4. Current State Problems
• Sales reps use multiple spreadsheets to track
sales of ad spaces
• Management can’t track revenue for past,
current, or future months
• Management can’t track the forecast of when
and which types of ad spaces will be sold in
the future

5. Solutions & Benefits
• Consolidated sales pipeline
– Unified and transparent sales process
– Industrialize training for new sales reps
• Realtime tracking of sales revenue
– Visual sales data for stakeholders
– Smarter revenue management policies
• Realtime tracking of product forecasts
– Optimize marketing campaigns
– Forecast staffing needs

6. Role Hierarchy & Data Security
C-Suite
VP of
Sales
Sales
Managers
Account
Managers
Sales Reps
• Organization-wide
defaults set to Private
• Account-team sharing
enabled for Sales Reps

7. • Current State Problems
• Solutions & Benefits
• Role Hierarchy & Data Security
• Sales Process
• Reporting & Forecasting
• Implementation – Key Steps

8. Sales Pipeline: Functional View
Leads
Accounts
Contacts
Opportunities Products
Qualify & Convert
Customize page layouts, fields, and business rules for each module

9. Sales Pipeline: User View
• Users
– Sales Reps
– Account
Managers
– Sales
Managers
• Modules
– Leads
– Accounts
– Contacts
– Opportunities
– Products
• Permissions
– Create
– Read
– Edit
– Delete
Requirements met:
1. Ability to import sales pipeline from Excel
2. Ability to centralize and manage sales pipeline

10. Opportunity Management
• Bridge between sales reps and management
• Opportunity Stages align with the sales
process
– Sales reps manage their Opportunities through
these stages
• Forecast Categories based on Opportunity
Stages
– Determines what data management sees in their
reports

11. Sales Pipeline: Technical Notes 1
• Users
– Role hierarchy (also used in Forecasting)
– Profiles: Sales Reps & Management
• Data Security
– Organization wide-defaults: Private
– Account-team sharing: Enabled
• Leads
– Imported (Import Wizard or Data Loader)
– Criteria-based Assignment rules
– Validation rules for data quality
– Escalation rules for quick qualifications/conversions

12. Sales Pipeline: Technical Notes 2
• Accounts & Contacts
– Imported or created during Lead conversion
• Opportunities
– Imported or created during Lead conversion
– Assigned to creator if not made from Lead
– Tasks for adhering to uniform sales process
– Approval Process for discounts beyond defined thresholds
– Validation rules for data quality
– Escalation rules for efficient processing
• Products
– Imported (Data Loader)

13. • Current State Problems
• Solutions & Benefits
• Role Hierarchy & Data Security
• Sales Process
• Reporting & Forecasting
• Implementation – Key Steps

14. Reporting & Forecasting: Functional View
Opportunities
Reports Dashboards
Forecasts
Customize page layouts , fields, and business rules for each module

15. Reporting & Forecasting: User View
• Users
– VP of Sales
– C-Suite
• Modules
– Reports
– Dashboards
– Forecasting
• Permissions
– Create
– Read
– Edit
– Delete
Requirements met:
3. Ability to track revenue for past months
4. Ability to track revenue for the current month
5. Ability to forecast revenue for future months
6. Ability to project when ads will be sold
7. Ability to project how many ads will be sold
8. Ability to project which types of ads will run

16. Reporting & Forecasting: Technical Notes 1
• Past Months’ Revenue
– Custom report based on Opportunities with
Products report type
– Summarized by Product Type
• Revenue for Current Month
– Custom report based on Opportunities with
Products report type
– Summarized by Stage

17. Reporting & Forecasting: Technical Notes 2
• Expected Revenue for future months
– Custom report based on Opportunities with
Products report type
– Summarized by Stage
• Project when, how many and which types of
ads will run
– Forecast: Product Family Quantity / Revenue

18. • Current State Problems
• Solutions & Benefits
• Role Hierarchy & Data Security
• Consolidated Sales Process
• Reporting & Forecasting
• Implementation – Key Steps

19. Implementation – Key Steps
1. Define Requirements
2. Diagram Process Flows
3. Define Reports, Dashboards, and Forecasts
4. Setup Users, Access, and Permissions
5. Configure Module Layouts and Business Rules
6. Configure Reports, Dashboards, and Forecasts
7. Clean and Import Data
8. Iterative Testing (interspersed with Setup & Configurations)
• Beyond the scope of this presentation:
– Licensing, Rollout Strategy, User Training, and Support