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Introduction to Salesforce Evan Natelson – Salesforce Administrator Last Updated on 12/28/2016

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Page 1: New hire presentation

Introduction to SalesforceEvan Natelson – Salesforce Administrator

Last Updated on 12/28/2016

Page 2: New hire presentation

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Agenda1. Salesforce Constitution2. Description of Salesforce’s Abilities

1. Lead/Account/Contact/Opportunity Pipeline Management

1. Activity Management

2. Ease of Access

3. Foster Collaboration

4. Analysis

3. EFOI’s Salesforce Sales Process1. Lead Entry

2. Account & Contact Creation

3. Opportunity Generation

1. Adding: Contact Roles & Products

2. Updating Stage History - Stage Definitions

3. Email Quotes to Customer

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Salesforce Constitution

-If it’s not in Salesforce it doesn’t exist-Use Salesforce to manage your customer interactions, find information about previous dealings, learn, collaborate, plan & stay on deadline-The Opportunity Stage is vital for forecasting sales & managing production-Leads either flow to Opportunities or towards removal from the system-A record’s history is found in all of the data that it relates to -Records change in real-time based on updates to the data within them

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Salesforce Creates a Continuity in the Sales Cycle

Inquiry

Contact Management

Interact

Historical Perspective

Plan

Report

Broadcast

Sell

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Manage Activity with Leads, Accounts, Contacts & Opportunities

Accounts are the business entities that

consist of many contacts (usually

companies)

Contacts are the people that facilitate the sale.

Opportunities are the projects that you are

working on

Leads are potential customers that you’ve met at trade shows, have interacted with EFOI online or have been referred to us.

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Record Interactions with Leads, Contacts, Accounts and/or Opportunities

Create Open Activities to remind yourself of tasks to perform and log the history of impromptu activities in Activity History.

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Access & Update Salesforce Anywhere on Any Device

Login to Salesforce on the internet or use the

Salesforce1 mobile app

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Improve Teamwork by Facilitating Communications

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Allow Insights that Drive Decisions

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Energy Focus’ Salesforce Sales Process

Leads are produced via trade shows (using the iCapture app), entered online (using Pardot), or from personal referrals (manually entered into Salesforce).

Once a lead is qualified (ready to become part of an opportunity) it is converted in Salesforce into an account, contact & opportunity. Note any activity you have with the lead and it will carry over to its converted records.

Opportunities default to a 1% stage and a close date of the last day of the next month. Note activities associated to this opportunity. Add products to add a dollar value to the opportunity.

Be sure to update the opportunity stage and close date appropriately because they affect our reporting & purchasing.

Create a Salesforce Quote directly from the opportunity record and send it to the contact that has already been established as primary (due to the lead conversion).

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Acquire & Enter LeadsTrade Shows

Online

Referrals

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Capture Trade Show Leads with the iCapture PowerScan App

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Convert Leads to Include them in our Forecast

Leads are converted when they are properly qualified as

potential customers

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Accounts & Contacts

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Opportunity Pipeline Management1. The contacts related to this

opportunity (lead conversion automatically attributes the lead as the primary contact)

2. The Products added to this opportunity (gives the opportunity value)

3. The stage or probability of the likelihood that this opportunity will become a sale

4. The history of how the lead came to EFOI (the details are transferred when the lead was converted)

5. Generate & Email a Quote based on the details of the opportunity

6. Record the history of your interactions in developing this opportunity

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Opportunity Stage DefinitionsTarget (1%) – Default value of an opportunity created through a lead conversion. It is a very early stage of the opportunity’s development & not counted in the pipeline forecast.

Qualify (10%) – Another very early stage of the opportunity’s development & not counted in the pipeline forecast.

Develop (25%) – Had a conversation or met with the customer and determined an opportunity exists, but nothing has been quoted yet.

Propose (50%) – Quoted a price for this opportunity.

Expecting (75%) – Received a verbal commitment to purchase from the end customer (not channel partner). If our quote is accepted, but not by the end customer, the stage should remain at 50%.

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"Talent wins games, but teamwork

and intelligence win

championships."-Michael Jordan“Individually, we are one drop. Together, we are an ocean”

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Thank You!For more detailed instructions on

certain Salesforce functions, go to the eLibrary link in Salesforce or search “Salesforce eLibrary” on FocusPoint

Feel free to reach out to me ([email protected]) at any time. I am happy to walk you through

creating records.