Sales methodology for Salesforce Opportunity, Georgy Avilov
In short: I’ll show what is a sales methodology, how does it work in an everyday life and how to reflect it correctly in Salesforce. We’ll see how to setup a sales process and revenue forecast. And let sales department benefit out of it. And what’s more important – how to avoid common mistakes that will make system heavy and not usable. Longer: I’ll tell the audience how to connect sales and Salesforce. And thus design a working system. Salesforce launch sponsors are often from operations (COO-s and etc). That’s why sales process is often more about operational processing steps rather than sales methodology. That makes Sales Departments consider Sales Cloud as purely administrative tool – damaging Salesforce reputation among Sales. It makes Salesforce more a pain rather than a value in a longer term prospective. And to fix that afterwards you have to almost make a new launch. That can be done correctly at the very beginning – I’ll tell how.
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Sales methodology for Salesforce Opportunity, Georgy Avilov
- 1. Sales Methodology for Salesforce Opportunity Georgy Avilov May 26, 2023
- 2. #CD2023 @CzechDreami n Lead Salesforce Consultant DIA die.interaktiven ex-PwC ex-Proсter&Gamble Georgy Avilov
- 4. #CD2023 @CzechDreamin What’s going on in my firm? Which functions are working well? Which - don’t? How can I reduce costs? 1. Presentation 2. Offer preparation 3. Offer submitted 4. Contract preparation 5. Contract sent to Client 6. Order queue 7. Order processing 8. Won! COO priorities Which Opportunity stages do you want?
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- 6. #CD2023 @CzechDreamin Focus on Sales Profit Revenue Sales
- 8. #CD2023 @CzechDreamin Sales methodology Target Propose Interact Negotiate ● Is Client interested in our Product? ● Can Client pay for our Product? ● Scope ● Timing ● Budget ● Resources ● Cost ● Margin ● Discounts ● Additional services Contact RFP Proposal BAFO or Contract Find a Client Specify Client need Plan your Resources Negotiate conditions What for? Questions to be answered Result
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- 10. Object Model
- 11. #CD2023 @CzechDreamin Object Model Target Interact Propose Negotiate Won Opportunity Contact Opportunity Product Quote Draft In Queue Approved At Client Accepted Contract Draft In Queue Approved Signed Expired Order Draft In Queue Processing Delivered
- 12. Salesforce ● Actively involve CCO, not just COO ● Sales process is a separate process, don’t mix it up with Operations ● Understand company sales methodology (or offer one) ● Keep the number of stages as limited as it’s possible ● Make Opportunity created and managed easily - minimal necessary fields ● Put yourself in CCO-s shoes and look with their eyes at the Opportunity Kanban Best practices
- 13. Děkuji