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

Reports and forecasting/reporting metrics

Forecasts are an important part of business planning. They are used to inform when parts and resources are needed so that products can be manufactured and delivered on time. They also predict when revenue will be available to hire employees, run marketing programs, and invest in product and system improvements.

It is important to identify the metrics that an organization wants to measure and track early in requirement gathering so that the system can be designed in a way that allows these to be reported on. The data required to generate these metrics needs to be included in the data model and additional calculation fields might be required to allow the metric to be reported on in the desired way.

Every organization has a combination of metrics that they track and also have a way of preparing their forecast that is unique to them.

Sales Cloud capabilities

We will now explore the capabilities in Sales Cloud, first with Dashboards...