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

When to use Sales Cloud Territory Management

As part of your implementation, you need to decide whether you are going to use the Enterprise Territory Management functionality. It is important to note that just because your organization has sales territories it doesn’t automatically mean that you should implement Sales Cloud Enterprise Territory Management. You will still want to carry out an assessment of whether to use it. ETM provides much-needed functionality for organizations whose territories are complex or change regularly. However, if an organization’s requirements can be met by using the standard role hierarchy and reporting, you should just use that as enabling Territory Management will increase the complexity and maintenance required.

There are some key questions that will help you decide:

  • Are you going to forecast in Sales Cloud?
  • If yes, are you using Collaborative Forecasting and does it meet your needs by using the Role Hierarchy, or do people...