Book Image

Salesforce Sales Cloud – An Implementation Handbook

By : Kerry Townsend
Book Image

Salesforce Sales Cloud – An Implementation Handbook

By: Kerry Townsend

Overview of this book

Salesforce Sales Cloud is a system rich in functionality, addressing many sales business challenges such as sales productivity, forecast visibility, and sales enablement. However, unlocking the full value of the system and getting maximum returns pose a challenge, especially if you’re new to the technology. This implementation handbook goes beyond mere configuration to ensure a successful implementation journey. From laying the groundwork for your project to engaging stakeholders with sales-specific business insights, this book equips you with the knowledge you need to plan and execute. As you progress, you’ll learn how to design a robust data model to support the sales and lead generation process, followed by crafting an intuitive user experience to drive productivity. You’ll then explore crucial post-building aspects such as testing, training, and releasing functionality. Finally, you’ll discover how the solutions’ capability can be expanded by adding and integrating other tools to address typical sales use cases. By the end of this book, you’ll have grasped how to leverage Sales Cloud to solve sales challenges and have gained the confidence to design and implement solutions successfully with the help of real-world use cases.
Table of Contents (20 chapters)
1
Part 1:Building the Fundamentals
7
Part 2: Preparing to Release
13
Part 3: Beyond the Fundamentals

Setting up Enterprise Territory Management

Before setting up ETM you should be aware that the following is required:

  • Customizable forecasting must be turned on
  • Users need Manage Territories and View Setup and Configuration to view the active territory and the Accounts assigned to it

The main steps for setting up ETM are as follows:

  1. Enable Territory Management: First, ensure that Territory Management is enabled in your Salesforce setup. This can be done from the Setup menu.
  2. Define Default Access Levels: Select the Access Levels that Territory Users have to Accounts, Opportunities, and Cases.
  3. Define Territory Types: Establish different types of territories based on your business needs, such as geographical areas, customer size, or product lines.
  4. Create Territory Model (hierarchy): Build a hierarchical structure of territories. This involves setting up parent and child territories, reflecting how your organization’s sales territories are structured...