Migrating to Salesforce
- 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