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

Understanding your sales (business) process

To explore the sales process, we’ll start by delving into the common sales frameworks. Understanding the characteristics of these will help you get an initial understanding of your organization’s sales needs and narrow down the Sales Cloud functionality you might be using. For example, if your sales are business-to-business, then you will need to capture information about organizations. Being familiar with the terminology and what it means will also help when you talk to business stakeholders about what they need.

Building on this foundation, we will explore methods of gathering information on the steps your organization takes during a sale, the sales process, and who you should involve. This may already be well documented in your organization, in which case is it simply about familiarizing yourself with the documentation and artifacts. Although there may be some documentation, in practice, the details and variations in the...