SALES CLOUD SOLUTION DESIGN – 25%
- Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order.
- Given a scenario, analyze customer requirements to determine an appropriate solution design considering capabilities, limitations, and design trade-offs.
- Given a scenario, identify an appropriate approach when designing the lead conversion process.
- Describe the implementation considerations when designing a sales process. (validation rules, process builder, automation, record types, page layouts, workflow, Visualflow and triggers).
- Given a scenario, determine when it is appropriate to include custom application development or a third-party application.
- Describe the appropriate uses cases for Account and Opportunity Teams and the effect on sales roles, visibility, access, and reporting.
- Explain the capabilities and use cases for Enterprise territory management.
- Explain the capabilities, use cases and design considerations when implementing Orders.
- Explain the capabilities, use cases and design considerations of Salesforce mobile applications pertinent to the sales process.
Marketing -> Sales -> Service: the 3 original, main clouds. Some overlap.
= attract -> attain sales -> retain
- Have stages in logical order. Reorder them in object manager
- Most projects do use lead conversion process
- If you don’t do leads in Salesforce then you lose the ability to do web-to-lead, which doesn’t work for other objects such as contacts
- Convert lead to account, opportunity and contact
- Account naming convention is (account name – brief description)
- Lead processes are associated with record types
- Map fields (to accounts, opportunities, contacts) in lead conversion (object manager -> fields -> map fields
- Formula on a child object referencing a field on the parent object. Vice versa is what related lists are for
- Wrap picklist in TEXT function
- Configure, Price, Quote
- Enable Quotes, add to Opportunity layouts
- On opportunity, click New Quote in related list
- On Quote there are quote line items
- Quotes have statuses, their own process
- Generate PDF quotes via button. Listed in PDF quotes and Files related lists
Validation rules and the sales process
- Very important to understand sales process
- It can be good to number the stages to reduce confusion
- Validation rules can be used to ensure that certain fields are filled out if it’s in a certain stage OR statement inside an AND statement
Automation rules and the sales process
- Can create a workflow rule to notify someone if it reaches a stage
- Enable account teams
- Helps teams to better collaborate
- Different roles available within account teams
- Account team is related list in Account
- Can add team members or default team
- Enable team selling
- Helps teams collaborate on opportunities, with team roles
- Found in related list of opportunity
Enterprise territory management capabilities and use cases
- Not supported in lightning yet
- Setup -> Manage territories
- Needs to be enabled
- This is a subject on Advanced Admin exam as well
- Settings: default access levels on opportunity territory management
- “Territory types help to categorise and define individual territories first step in building territory model in Salesforce.”
- Territory model. “Create a record to connect territories, user assignments, and account assignments. When you create a territory model record, Salesforce creates a territory hierarchy for it”.
- Hierarchies of territories
- Users in the model’s territories are granted access to accounts and other objects based on assignment rules and manual assignments
Implementing orders in Salesforce
- Orders must be set up, enabled
- Is agreement for trade between you and customer with known quantity, price and time
- More for quick, rapid response orders. B2C when the customer decides to buy. As opposed to Opportunities which is generally slower and more of a B2B model.
- Order life cycle*
- Add products to order. Do you choose products from a pricebook?
- Implementing orders seems like a practical thing which should be practised
Sales process capabilities, use cases and design considerations of Salesforce1
- Quick start wizard sets up Salesforce1
- Navigation menu, add, remove, reorder
- Global actions
- Compact layout of contact
- Mobile is becoming increasingly important to businesses
- Setting available
- Add acitons to page layouts, salesforce 1 section in page layouts of each object
Order associated with contacts cannot be set to active unless the contract is set to active.
Global actions can go anywhere actions can go and can create records (but with relationship to other records)
This was the most challenging section yet by far. I have annotated pretty much everything he said and written it all down twice though so I feel that I have gotten a pretty good grip on the information he has given.
I think some practise questions would be good because it seemed like he focused a lot on the features but no very much on actual solutions. I’m not sure how confident I should feel about questions pertaining to Sales Cloud solution design. I feel like I’m pretty familiar with what he thinks the most important features are though.
Products, orders, quotes, price line items, contracts. I feel that these are the last standard objects that I’m unsure about. It seems like they are so nebulous and optional. Everything has to be set up and may or may not be there. May or may not be related to other objects. You have to run a report to get a good grip on where they’re at in general. I have done Trailhead modules but I think there’s no substitute for experience here and that would have to be in a for-profit organisation probably. Maybe I can find a workbook.