Book Image

Salesforce Sales Cloud – An Implementation Handbook

By : Townsend
Book Image

Salesforce Sales Cloud – An Implementation Handbook

By: 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

Territory Management

Dividing up sales territories effectively can be the difference between a happy and harmonious commercial operation that exceeds the needs of its customers and a situation where commercial teams are competing with each other at the expense of those customers. Modeling and managing sales territories can be complex and labor-intensive if all changes have to be made manually.

By the end of this chapter, you will understand why organizations divide their areas of commercial business into sales territories, and why they actively manage these. You will look at the information you need to gather to understand how your organization manages territories. You will then learn what Sales Cloud Enterprise Territory Management is, its capabilities, and when to use it. You will look at how to translate your business needs into a design, and finally, you will learn the steps to enable and set up Enterprise Territory Management. This will allow you to determine whether you should...