• Key Players

  • Administrator
    Supports Business Process Mapping. Configures Salesforce. Trains and Suports End-Users
  • Business Process Owner
    Has deep knoweldge of sales-process & steps. Can map sales-process steps to Salesforce. Can Validate Design and Testing.

• Supporting Players

  • Executive Sponsor
    Articulates the Value. Encourages adoption. Communicates the strategy.
  • Data Analyst
    Has deep knowledge of the current data. Owns data-mapping and consolidation strategy in Salesforce.
  • Champion
    Passinate about Salesforce Implementation. Ensures Salesforce is meeting the end-user needs. Drives adoption!

Plan Your Implementation - playlist

• Self-Implement

  • Strong in-house expertise
  • Ability to dedicate time for setup
  • Will be using mostly out-of-box functionality

• With Partner

  • How to: Successfully Implement with Salesforce Partners

• Validation

  • Who: Most Capable Person/Team
  • Needs: Sandbox, Config, User-setup, Test-data
  • Timing: Avoid end-of-quarter

• Pre-Launch: Program Vision, Business Goals, Key Players
• Week of Launch: How to access Salesforce, How to get help
• Post-Launch: User recognition, Tips & tricks, How to get help

• Define your goals: Define a clear purpose for your Salesforce initiative, drive ongoing commitment, and provide a way to measure and prove results.
• List your pain-points: Capture the issues that various groups are facing
• Prioritize goals: To help focus your Salesforce implementation efforts going forward
• Define Measurements : What you’ll use to measure the success of your Salesforce implementation:
  • Usage and data quality
    • Percentage of users logging into Salesforce
    • Number of accounts, contacts, and opportunities created, Number of active licenses
    • Login leaderboard, Hall of Fame
    • Average number of opportunities associated to an account
    • Number of open opportunities with close dates in the past
  • User satisfaction
    • Is the training helping you perform your job?
    • Have you improved lead qualification?
    • Do you find competitor information quickly?
    • Is collaboration helping to close deals faster?
  • Business performance
    • How is my team tracking with sales?
    • Do I have a sufficient pipeline?
    • What is the quality of my leads?
    • Are we remaining engaged with our customers

  Define Your Sales Process

  • Define your Sales Process : Define the steps you go through to close a deal (such as your sales funnel). Define the criteria that will be required before you move to the next stage.
  • Stages
    • Lead: Individuals are received through a lead source, they are not current customers, and interest is not confirmed.
    • Prospecting: An individual is an existing customer with a new opportunity.
    • Qualification:An individual has been contacted and expressed interest.
    • Discovery or Scoping: Interactions to understand individual needs for a particular deal are in progress.
    • Proposal or Price Quote:A proposal or quote is being developed.
    • Negotiation or Review:An individual has a proposal and has not made a decision.
    • Closed or Won/Lost:An individual accepts or rejects a proposal
    .

  Define your Sales Process

  Set up Users

  • Set up your role hierarchy. : What role hierarchy will ensure that your managers have access to the same data as their employees?
  • How to setup role hierarchy
    • Identify the roles you want to set up based on your organization’s structure.
    • Create your role hierarchy and set up your roles.
  • Enter your users: What employees would benefit from access to Salesforce?
    • Enter the names of your users.
    • Assign your users to roles and profiles.

      Create Your Users

  Set up Leads

  • Adjust the standard fields to match your business : Lead Standard Fields
    • Set required fields.
    • Update picklist values.
    • Set default values.
  • Add custom fields (if necessary) :
    • What additional lead information do I need to track for reporting purposes?
  • Determine your lead import approach and enter your leads:
    • Manually Enter Leads
    • Web-to-Lead to collect Leads Demo: Web-to-Lead
    • Import Leads - if you have purchased Leads
  • Assign your leads:
    • Manually Lead Assignment: for low volume of leads
    • Lead Queues: distribute leads to a group of people to work on
    • Lead Assignment Rules: process or set of rules to distribute leads based on attributes (like Regional, Industry, or Product)
  • Create custom list views:
    • Select particular fields that drive the action you want to perform
  • Adapt dashboards and reports:
    • What metrics do you need to run your business
    • Modify reports and dashboards to align to your business.
    • Share reports and dashboards with appropriate users.

  Customize Salesforce - playlist

  Set up Opportunities

  • Adjust the standard fields to match your business : Opportunity Standard Fields
    • Set required fields.
    • Update picklist values.
    • Set default values.
  • Add custom fields (if necessary) :
    • What additional Opportunity information do I need to track for reporting purposes?
  • Set up opportunity products:
    • Enter your products manually or with the Data Loader.
    • Enter your standard price book
    • If you are not using products and price books: Hide the products related list from the opportunity page.
  • Set up Sales Path:
    • Guide your users along steps in a process, like working an opportunity from stage 1 to close
    • Create a path to guide users on a process
    • Select key fields to focus users on the most critical information, and at each step, help users succeed with step-specific guidance
  • Customize Highlights panel:
    • Ability to have key fields highlighted at the top of the screen:
    • Edit Compact Layouts to add fields to appear in an object’s highlights area, like at the top of the Opportunity page.
  • Create custom list views:
    • Select particular fields that drive the action you want to perform
  • Create dashboards and reports:
    • What metrics do you need to run your business
    • Modify reports and dashboards to align to your business.
    • Share reports and dashboards with appropriate users.

  Set up Activities

  • Adjust the standard fields to match your business : Task Standard Fields Event Standard Fields
    • Set required fields.
    • Update picklist values.
    • Set default values.
  • Add custom fields (if necessary) :
    • What additional Activity information do I need to track for reporting purposes?
  • Set up email integration: Synchronize Salesforce with your email provider
    • Lightning For Outlook LOF
  • Create custom list views:
    • Select particular fields that drive the action you want to perform
  • Create dashboards and reports:
    • What metrics do you need to run your business
    • Modify reports and dashboards to align to your business.
    • Share reports and dashboards with appropriate users.

  Utilize Chatter

  • Sales teams collaboration on deals : Collaborate on opportunities
    • Collaborate on opportunities
    • Chatter Groups:
      1. Salesforce Training, Tips and Support.
      2. Company initiative or event.

  Salesforce Mobile App

  • Available from Apple AppStore and Google Play : Use App to:
    • View, modify, and create contacts, accounts, opportunities, and tasks.
    • Collaborate with Chatter.
    • View reports and dashboards.
    • Use the Today App.
    • Customize the Salesforce Mobile App:
      • Branding
      • Pay layouts
      • Navigation menu
      • Notifications
      • Publisher actions

  Set up Accounts

  • Adjust the standard fields to match your business : Account Standard Fields
    • Set required fields.
    • Update picklist values.
    • Set default values.
  • Add custom fields (if necessary) :
    • What additional Account information do I need to track for reporting purposes?
  • Create an account hierarchy (if needed): To track multiple locations, franchises, and subsidiaries on an account
    • Create an account hierarchy by associating an existing and/or new account to a parent account.
    • If loading accounts, include a column with the parent account ID and map that to the Parent Account field in Salesforce
  • Create custom list views:
    • Select particular fields that drive the action you want to perform: Customer Accounts or Competitor Accounts
  • Create dashboards and reports:
    • What metrics do you need to run your business
    • Modify reports and dashboards to align to your business.
    • Share reports and dashboards with appropriate users.

  Set up Contacts

  • Adjust the standard fields to match your business : Contact Standard Fields
    • Set required fields.
    • Update picklist values.
    • Set default values.
  • Add custom fields (if necessary) :
    • What additional Contact information do I need to track for reporting purposes?
  • Create custom list views:
    • Select particular fields that drive the action you want to perform
  • Create dashboards and reports:
    • What metrics do you need to run your business
    • Modify reports and dashboards to align to your business.
    • Share reports and dashboards with appropriate users.

  Align Salesforce to Your Business

  • Improve Usability With Page Layouts:
    • Create new sections with meaningful section headers
  • Improve Usability With Search Modification:
    • Add more fields to make it easier to use lookup fields.
    • Make sure that relevant fields are returned in search.

  Identify Data and Prepare Your Data for Import

  • Data Analysis:
    • Determine the data for import and its source.
  • Data Prep: Clean and de-duped data:
    • To create your data import template, export field name columns from Salesforce.
    • Include the record owner ID
    • Populate required fields
    • Use valid picklist values (such as Not Started, In Review, and Complete).
    • Examine data and correct errors:
      • Delete duplicates.
      • Correct spelling.
      • Correct spelling.
      • Enforce Data Standards Data Governance
    • Include legacy system data ID

  Import Data

  • Choose data to import.
  • Edit field mapping.
  • Test on subsets of records before a full import.
  • Review and start import.

    Import and Manage Data - playlist

  Manage Your Data

  • Data Quality: standards in place to maintain the data
    • Use naming, address conventions.
    • Prevent duplicates.
    • Establish required field.
    • Create default values.
    • Use data validation rules.
  • Data Archive Strategy
    • Determine an archive strategy for data you do not migrate.
    • Determine an ongoing archive strategy for data.
  • Data Backup Strategy
    • Weekly Data Export Service.
    • Explore the AppExchange for options available for data backup.
  • Create Data Quality Dashboards
    • Modify reports and dashboards to align to your business.
    • Share the reports and dashboards with appropriate users.

  Identify Audience

  • Determine the audience groups that need to be trained and what scenarios are covered by Salesforce. Then map the processes that are relevant to each audience.

  Determine Relevant Scenarios

  • Think about the typical Salesforce processes that your users will go through on a daily basis. Plan your training around these processes and document both the scenario and the Salesforce functions that you’ll cover

  Define Your Training Paths

  • Training paths are the sequence of training and type of training that you want for your users. This can vary by type of audience (such as a sales rep or an executive).

    Train Your Users - playlist

  Drive user adoption

  • Motivate
    • Leverage executive leadership.
    • Emphasize the value.
    • Motivate by recognition.
    • Develop incentives.
  • Support
    • Utilize super users.
    • Document your support process and share.
    • Address problems quickly and publicly.
    • Offer refresher training.
  • Motivate
    • Develop a communication plan.
    • Create feedback loops.
    • Reach out to “resistors.”
    • “Walk the floor.”

  Track and Measure Success

  • Measure Salesforce Usage:
    • How users are leveraging Salesforce? What actions will you take based on your observations?
  • Measure Data Quality
    • How will you keep your data up to date and validate that users are using Salesforce appropriately?
  • Assess User Satisfaction
    • How will you determine if pain points are being addressed and if Salesforce is helping users reach their goals?: Chatter Polls and Surveys.

  Explore Salesforce Analytics - playlist

  Track Achievement of Business Outcomes

  • Are all the metrics defined in Step 1: Prepare for Success reflected in the reports and dashboards?

  Sharing Big Picture

  

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  Sharing Layers

  

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  Role Hierarchy Types

  

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  Role Hierarchy - List View

  

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  Setting User's Role

  

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  Org-Wide-Default-Sharing (OWD)

  

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  Sharing Rules