The Table Group Consulting Guide to Using Salesforce.com

August 2012

Table of Contents

Managing an Opportunity passed from TTG.......................................................................... 1 Managing a Self-Developed Opportunity............................................................................... 2

Creating a new Contact Creating a new Account Creating a new Opportunity

What do you do when you WIN business?............................................................................. 7 What do you do when you LOSE business?........................................................................... 9 What do you do when you PAY TTG?................................................................................... 10 How do you manage your Leads?........................................................................................... 11 How do you convert your Leads? ........................................................................................... 13 How do you view your Opportunities?................................................................................... 14 Opportunity page overview..................................................................................................... 15 Lead page overview ................................................................................................................ 17 Contact page overview............................................................................................................ 18 Account page overview........................................................................................................... 19 Report tab overview................................................................................................................ 20 Documents tab overview......................................................................................................... 22

Managing an Opportunity Passed from TTG When you first go to the Opportunities tab, you will see a list of the most recently viewed ones. To see all of them, choose “Consulting Partner View” from the View field and select GO. This will show you all Opportunities you have both created and been assigned.

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To view the Opportunity detail, just click on the Opportunity Name.

This will take you to the detailed Opportunity screen. On this screen you can update any information, and track your interaction with the client (if you choose).

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Managing a Self-Developed Opportunity Each Opportunity must be associated with a Contact. Each Contact must be associated with an Account. So, before you can create a new Opportunity, you must create a new Contact (unless you are doing a new session for a current/old Contact). Creating a new Contact

1. From the Contacts tab, you can choose New Contact. Or, from any tab, you can choose Create New, and then Contact.

2. Enter all the contact information you have for the client. Note that once this contact is entered into Salesforce, they will automatically receive Pat’s POV each month unless you tell us otherwise.

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3. Before you can save the contact, you must associate it with an Account. To do this, click on the icon next to the Account Name field.

4. When you do, the dialog box to the right will appear.

5. If the Account already exists in your list, type it in and select Go to find it or you can choose it here.

6. If the Account does not exist, you must create one. Choose New, and the following dialog box will appear.

7. Enter the company/organization name in the Account Name field and choose Save. It is not required that you enter the remaining information.

8. Choose Save to save the Contact.

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Creating an Opportunity once you’ve created the Contact

1. Select New Opportunity from the lower part of the Contact screen (this ensures the Contact is associated with the Opportunity.

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2. Enter an Opportunity Name (generally, the name should include the company name, as

well as a specific description of the event – i.e. ACME Testing – Leadership Offsite).

3. Choose Consulting for the Engagement Type from the drop down menu.

4. Select the Close Date as the first date of the event (if the date is not known, just enter the last day of the quarter).

5. Modify Stage to indicate Open from the drop down list.

6. Modify Delivery Model to Partner from the drop down list.

7. Select your name from the Partner drop down list.

8. Select the appropriate descriptor from the Engagement Description drop down list.

9. Indicate the source of the opportunity in the Royalty Rate drop down list.

10. Enter any other information about the opportunity in the appropriate fields.

11. Choose Save to save your information.

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What do you do when you WIN business? When you close a client event, there are a number of things you must do to ensure the accuracy of the data in Salesforce.

1. Click on the Opportunities Tab

2. Click on the Client under Opportunity Name

3. Click Edit

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4. Modify Close Date to the first day of the event.

5. Change the Stage to “Closed”.

6. Enter the royalties you will pay to TTG in the Amount field.

7. Enter the fee you are charging the client in the Partner Fee field.

8. Ensure the appropriate Royalty Rate from the drop down menu.

9. Select your name from the Partner drop down menu.

10. Select the appropriate description from the Engagement Type drop down menu.

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What do you do when you LOSE business? When you lose a client event, all you need to do is modify the Stage to “Lost”, and then enter a brief reason in the field just below.

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What do you do when you’re paid by the client and pay TTG? Once you have completed working with a client and have received payment, all you need to do is update the Date Paid TTG field with the date you sent your payment to TTG. In most cases, this should be quarterly. Of course, if you haven’t modified the other fields as indicated in the Win a Client section, you should do that now, too.

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How do you manage your Leads? Leads are used to track individuals who you know and are working to secure business, but there is not yet an identified Opportunity. Once there is, a Lead should be converted. Leads do not receive TTG’s monthly POV.

1. Click on the Leads tab and choose View: All Open Leads to see the Leads you currently have open.

2. Choose the Name of your lead.

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3. Log all calls to keep track of the activity you have with the client. Or, enter Tasks that will remind you to take action when necessary.

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How do you convert your Leads? When a Lead is ready to Convert – meaning, a real Opportunity has been identified – choose Convert at the top (see previous page). The Convert function does three things:

1. It creates an Account 2. It creates a Contact 3. It creates an Opportunity

1. Enter the Account Name

If the Account already exists in Salesforce, you will be prompted to choose the current one, or create a new one.

2. Enter the Opportunity Name (Company Name – Event Name) 3. Choose Convert

Note: If the Contact already exists in Salesforce, you will be prompted to choose the current contact, or create a new one.

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How do you view your Opportunities? In order to view the Opportunities that are either self-developed, or assigned to you by TTG, just go the Opportunities tab. Choose “Go” next to the View: Consulting Partner View. Below: You will see all of your Opportunities – those that are Open, Closed, Stalled and Lost – will be listed. From this screen, you can sort by clicking on the column titles. You can also quickly see which required fields have yet to be completed. Choose Edit to make any modifications.

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Opportunity Screen Overview

Field Definitions Opportunity Owner: The person who created the opportunity, or who was assigned

ownership by the original owner.

Opportunity Name: The name of the Opportunity. This should be descriptive enough to be able to have an idea for the event. In general it should also include the company name (i.e. ACME Testing - Executive Team Offsite).

Account Name: The name of the company.

Partner: You should select your name.

Engagement Type: “Consulting” should be selected for all Consulting Partner activity.

Close Date: The date of the event. If the exact date is not known when the Opportunity is created, this should be the end of the current quarter. When an Opportunity closes, this date should be changed to the actual event date.

Stage: This describes the state of the Opportunity.

• Open = you are still working it (there is a possibility)

• Closed = you got the business

• Lost = they went with someone else or in a different direction;

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• Stalled = they have held off, or you’re just not hearing back;

• Declined = you turned down the business.

Reason Lost/Declined: This should describe briefly why you may have lost or declined the business.

Delivery Model: “Partner” should be selected for all work you do.

Partner Fee: The fee that you are charging the client (including any TTG royalties)

Amount: This is the royalty amount you will be paying TTG.

Additional Consultant The fee a PC pays to additional consultants to help with a session. Fee: Date Payment Rec’d: Enter the date payment was received by client.

Royalty Rate: Indicates where the lead came from.

Date Paid TTG: Update this field when you pay TTG upon receiving payment yourself.

Additional Consultant: Select the consultant that assisted you with this engagement (if any).

Consultant Paid Date: The date you paid the additional consultant that helped you with this client.

Engagement Choose the field that best describes the type of work you are Description: doing with your client. Speech - limited in time, little interaction

with audience; Workshop - extended speech with exercises and/or table discussion (includes any training).

Team Size: Size of group.

Consulting Timeframe: When the event is planned to be held.

Team Situation: Short description of what is currently going on with the team.

Needs: What they are asking for.

Description: Use this field to capture any additional notes

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Lead Screen The Lead Screen is similar to an Opportunity, but it has the contact information for the individual you are targeting.

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Contact Screen

Note that any Opportunities associated with this Contact are listed in the Opportunities section in the lower part of the screen. You can get to these directly just by clicking on them.

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Account Screen

Note that any Opportunities and Contacts associated with this Account are listed in the lower part of the screen. You can get to these directly just by clicking on them.

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Reports

Report Definitions

TTG Leads: A list of all of the Leads that have been passed to you from TTG.

(This list is generated by the Royalty Rate field being set to TTG Lead – First Session)

[Year] Closed Business by Month: (see exhibits A and B next page)

A summary of the business you have closed by month for a specific year. Please note that if a client does not appear on this Report, then something has been incorrectly entered in the Opportunity.

Open Opportunities: A full list of the Opportunities you still have open in SF.

Leads List: A full list of the Leads you still have open in SF.

Contact List: A list of all of your Contacts that are in SF.

Payments by Date: A summary of the Opportunities and payments you have made to TTG by date.

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Exhibit A – Closed Business By Month

Exhibit B – Final End of Year

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Documents The Documents tab includes folders with the most up-to-date versions of the various documents consultants use with their clients/leads.

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