The Sales pipeline show all of a company’s open opportunities. Or in other words, which opportunities are “in the pipeline”. It gives a good indicator of the amount of revenue the company may receive in the not-too-distant future.
In Salesforce this can be represented by the “Opportunity Pipeline” standard report. It shows all the of the open opportunities are the various stages they’re at.
Forecasts give an estimate of how much revenue an organisation is set to earn, based on the current pipeline.
Opportunities are added to a forecast for a period based on the close date.
There are different forecast categories, which each opportunity stage can be mapped to. The forecast categories are:
- Pipeline (all open opportunities)
- Best case (all open opportunities likely to win)
- Commit (all open opportunities very likely to win)
- Closed (closed-won opportunities)
- Ommitted (amount not included in forecast)
Expected revenue is calculated by multiplying opportunity amount by probability associated with the opportunity stage.
Salesforce1 has many useful applications to the sales process. For example:
- Collaboration on Chatter
- Lead conversion
- View reports and dashboards
- Approve records
- Sales path
- Search for records (object or global)
- Use quick actions to update or add records
- Manage activities
This feature allows organisations to organise their sales into different territories. This can help to allocate accounts evenly between reps or teams.
Can create different territory models and then activate the preferred one. Consists of a graphical hierarchy showing territory structure.
Enterprise territory management must be enabled.
Territory types organise territories according to certain characteristics. For example, ‘US East Coast’.
Territory hierarchy is the structure of different territories. Parent and child territories. List and tree view (like role hierarchy).
Territories are created based on territory types. A territory has a record detail page and can have parent or child records. Accounts, users and assignment rules can be assigned to a territory.
Territory models can be in three states:
Sharing settings can be configured which allow users to access or modify records associated with sales territories.
Process of setting up territory management:
- Create territory types
- Create territory model record
- Create territories for the model (they will appear in hierarchy)
- Create territory account assignment rules or add territories manually
- Run assignment rules and related reports to preview accoutn assignments
- Set the model to active
- Assign users to territories
You can use account and/or opportunity teams to collaborate on account or opportunity records that you own. This will open up either read-only or read/write access to the record to people in the team.
You can customise account team or opportunity team object with custom fields. Thus you can clearly define what the role of the person is.
- Need to be enabled in setup
- Once enabled, the related list can be added to account layouts
- Team roles can be added, edited or deleted
- Can have up to five people
Default account teams are setup on the user level, by the user. This is done in personal settings. Once this is set up you can simply click ‘add default account team’ on the account team related list.
- Need to enable team selling
- Shares roles with account team
- Have related list in opportunities
- Can be mass reassigned in setup
Deafult opportunity teams are setup by the user in their personal settings. Likewise, they are added by clicking ‘add default opportunity team’ on the opportunity team related list.
Third party applications provided by Independent Software Vendors (ISVs) may be a preferable alternative to building custom applications or functionality.
Use cases of when you might use a third party app:
- The team has no development ability
- Need to create opportunity records from emails
- Marketing automation
- Purpose-built dashboards
- Connector to an external system such as EventBrite
- Data quality (e.g. duplicate management, address verification)
- Document merging
- Sophisticated grids that allow mass update of data
Use Process Builder for things that workflow rules cannot do. For example you might use process builder to:
- Create a record
- Update a related parent or child record
- Use a quick action
- Invoke another process
- Launch a flow
- Send an email
- Post to chatter
- Submit a record for approval
Processes support multiple action groups. For example, if the opportunity moves to closed-won do one set of actions but if it moves to closed-lost another set of actions.
Use Approval processes if a change to a record needs to be approved by a manager.
Visual workflows can be used to build guided forms which support the salesperson. This can update multiple related records in a way that you configure.
Apex triggers are what to use when declarative features don’t allow what you want to do. For example, you can create records of unrelated objects based on certain criteria.
You can create custom sales processes. Having more than one active sales process begins with having additional record types.
Each record type needs a page layout assigned to it. This means you can have different page layouts for different record types/sales processes.
Record types can also be assigned to different profiles. This way you can allow or deny access to different record types/sales processes based on profile.
There are lead processes and opportunity processes.
Design different ‘paths’ based on the lead status or opportunity stage. You can add custom values to these picklists. The selected value on this field will determine at what stage in the path the record is in. You can specify guidance given at each stage.
You can customise what’s required at each stage of the process with validation rules. For example you can’t move it to the next stage without filling out the phone number field.
You can use workflow rules to automate certain processes during the sales path. For example you can automate a field update, send an email or assign an action.