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Team Selling, Quotes, and Analytics

Getting Started with Sales Cloud

Administration

Leah McGowen-Hare Jo Young Senior Instructor

Amy Harbin Training Programme Manager

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Safe Harbor Statement

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Agenda

Sales Cloud Overview

Page Layouts, Record Types, and Business Processes – Exercise 1: Set Up Sales Processes

– Exercise 2: Set Up a Sales Team

Opportunity Quotes – Exercise 3: Enable and Create a Quote

Reports – Exercise 4: Run and Modify a Report

Q & A

Opportunities

& Quotes

Marketing

& Leads

Accounts &

Contacts

Worlds Leading Sales Application for the Worlds Most Productive Reps

Email &

Calendaring

Workflow &

Approvals

Partner

Management

Real-time

Analytics

Data.com

Chatter

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Our Story

Page Layouts, Record Types, and Business

Process

Add, delete, move fields

Make fields required

Add sections to organise fields Page Layouts

Present multiple page layouts to users

Segment picklists to be relevant Record Types

Segment Stage/Status values to match your business processes

Business Processes

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Page Layouts, Record Types, and Business

Processes

Business Process

Page Layout

Record Type

Example: Sales Process

Stage Probability Type

Prospecting 10% Open

Qualification 20% Open

Needs Analysis 30% Open

Value Proposition 50% Open

ID Decision Makers 60% Open

Perception Analysis 70% Open

Proposal / Price Quote 80% Open

Negotiation / Review 90% Open

Closed - Won 100% Closed/Won

Closed - Lost 0% Closed/Lost

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Hands-on Exercise

Goal: Create the B2C Sales Process and corresponding record type.

Scenario: AW Computing has different sales processes for Business to Business

(B2B) and Business to Consumer (B2C) opportunities. We need to build

record types and business processes to fit our requirements.

Tasks: Create the B2C Sales Process.

Create a corresponding record type.

Exercise 1: Set Up Sales Processes

Sales Teams

Used for collaborative selling

Used for sharing, as well as reporting purposes

Ad hoc or may use Default Sales Team (defined for user)

Default Sales Teams may be automatically added to a

user’s opportunities

Who can add a Sales Team? – Owner

– Anyone above owner in role hierarchy

– Administrator

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Hands-on Exercise

Goal:

Set up a sales team so reps can collaborate on deals.

Scenario:

AW Computing wants to make sure that sales reps can

collaborate on opportunities. Specifically, Phil Smith requires

a default sales team for his new and existing opportunities

need to include his default sales team.

Tasks: Set up a default sales team for Phil Smith.

Ensure that the default sales team appears on Phil’s opportunities.

Exercise 2: Set Up a Sales Team

Our Story

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Opportunity Quotes

With Quotes you can:

Create a quote from an opportunity with all your deal information.

Create a PDF of the quote and email it to your customer.

Create multiple quote versions.

Sync any changes to your primary quote back to the opportunity

and vice versa.

With the quotes

template editor you can:

Create multiple PDF

templates using drag

and drop, just like page

layouts.

Drop fields into header

and footer sections,

which repeat on every

page.

Drop Text/Image Fields

to add additional text

and images, just like

rich text fields.

Quotes Template Editor

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Hands-on Exercise

Goal:

Enable quotes so Sales Reps can share pricing from

Salesforce.

Scenario:

AW Computing wants to streamline the process of

communicating price information to customers. The company

wants to set up quotes to do this.

Tasks: Enable Quotes.

Create and customize a Quote template.

Test from end user perspective.

Exercise 3: Enable and Create Quotes

What are Reports?

Tabular Report Summary Report

Reports are lists or summaries that allow you to aggregate and analyze

your data in different ways.

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Which Type of Report Should You Use?

Use the standard built-in reports or create your own custom reports.

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Custom reports:

Can be built from scratch.

Can be created from standard

reports.

Must be saved in a custom,

personal, or unfiled folder.

Can be overwritten or deleted.

Standard reports:

Are built in.

Are stored in standard folders.

Can be customized and saved as

custom reports.

Cannot be overwritten or deleted.

Hands-on Exercise

Goal: Create a custom report.

Scenario: Allison Wheeler, VP of Global Sales, would like a report showing all open opportunities, organized by sales rep, with the opportunity amount subtotaled for each rep.

Tasks:

Create a new report by customizing a standard opportunity report

Set the scope of the report using the standard filters.

Select the format and grouping.

Save the report.

Use Filters and Filter Logic in a Report.

Exercise 4: Customize a Standard Report

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What’s Next?

Don’t forget..

Tell us what you think with the

session survey

Visit us in the Cloud Expo for your 10% off

training voucher!

Follow up with an instructor-led course, we suggest:

Administration Essentials (ADM201)

Ready for more hands-on training?

Have Premier? Take a great online class, we suggest:

Analyze Your Data Your Way

with Reports

Forecasting for

Administrators

Summarize Your Data with

Highlights, Charts, and

Dashboards

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Question and Answer