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Sales Cloud

Terms in this set (18)

What is the difference between solution selling and target account selling?
Solution selling focuses on fixing a customers issues, target account breaks does the sales process & focuses on the best way to win a deal
Initrode is considering purchasing CRM software for their organization after unsuccessfully using spreadsheets to track sales. What should be considered before choosing new CRM software?
1. Business needs of end users
2. scalability of selected CRM
3. the learning curve of the CRM software
What is an example of a standard sales process that could be mapped out in Salesforce?
lead, qualified lead, opportunity, presentation, proposal, negotiation, closed/won
T or F: On the AppExchange, you can find pre-configured Sales Methodologies to install into your org.
True
What Sales Methodology focuses on building effective client relationships?
relationship selling
When considering a new CRM solution, what should also be considered and presented when discussing the total cost of the solution?
the business value it provides
Why would you not submit a proposal to a client BEFORE the lead had been fully qualified?
proposal usually require a lot of effort & this effort could be wasted
During the project planning phase of a new Salesforce implementation, what should a consultant do to ensure that project stakeholders will be satisfied throughout the project?
1. schedule a stakeholder project update to take place at certain intervals throughout the implementation
2. help stakeholders determine KPIs based on business benefits & detailed process performance
Initech has just completed their first Sales Cloud implementation. Project stakeholders would like to measure end user adoption to decide if they should keep expanding their investment in the Salesforce platform. What is a best practice metric to measure user adoption?
track the completeness of records in salesforce
Initech has noticed that user adoption is lacking in their new Sales Cloud implementation. Sales Management has mandated that every sales user must enter data into Salesforce, adopting the mantra "if it is not in Salesforce, it does not exist". What else can Sales Management do to increase user adoption?
1. ensure all data in salesforce is accurate/up to date
2.incentivize end users with awards for adopting salesforce
Initrode has decided to hire consultants to train users on their new Sales Cloud implementation for regional offices in North America and South America. It is essential that end users are present and properly trained so that issues do not arise in the future. What should be done in advance to ensure that training is successful?
1. give end users ample notice of training dates/times
2. tailor the training to noth america & south america
What is an example of a Sales KPI?
Average converted lead
What is a risk of measuring user adoption solely by login history?
users could log in multiple times to falsify stats
What is the appropriate way to use login history to track user adoption?
Look for users who have not logged in within the last week
What do I mean when I say that "Sales representatives are coin operated?"
money based incentives are an effective motivator for them
The sales manager at Initech has successfully secured a meeting with a new client. When trying to convert the lead in Salesforce, the sales manager receives an error preventing him from converting that lead. Why might the sales manager be receiving this error?
1. lead is associated with pending workflow actions
2. lead is associated with an active approval process
What business case would an organization need for a consultant to recommend using multiple record types for an object?
1. multiple business process
2. several unique page layouts
3. they need varying picklist values on the field
Initrode is using a custom object called "Payment Plan" to track monthly payments on Closed-Won opportunities with financing included. When the sales manager changes an Opportunity to Closed-Won, he would like the following to happen:
A new record with a unique ID to automatically be created in the "Payment Plan" object
The unique ID of the new record to be automatically linked to a field on the Opportunity called "Financing"
What options should a consultant consider as a solution?
1. Use Process Builder to create the new record and automatically populate the "Financing" field on the Opportunity
2. Write a trigger to create the new record and automatically populate the "Financing" field on the Opportunity
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