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

Accounts and Contacts

In this section, we will look at the capabilities of Sales Cloud for capturing and managing organizations and people, then explore some of the key considerations and what happens in practice.

Sales Cloud capabilities

In the Customer 360 platform, organizations are represented in the Account Object and people are modeled in the Contact Object. The relational model provides the flexibility to capture organizational structures. It is also possible to turn on the capability to relate a person to multiple Accounts as a person can be an employee of one company and a board member of another. In both cases, they may influence the purchasing process.

In the beginning, Salesforce focused on supplying software to B2B companies, where the focus was on the organization. They expanded into B2C, where the person is the main entity, not an organization. In this context, the Account record had no purpose. To reflect this operating model, Salesforce created the Person...