Salesforce Sales Cloud Trailhead

Which items can be synced by Lightning Sync

Events, Contacts, Person Accounts

Which SFfeature allows connecting to an external service provider based on which a flow can be created for data retreival, creation, update and deletion

External Services

Call Recording

Feature in Lightning Dialer which allows to refer back to important conversations with customers

Call Bridge

Feature of Lightning Dialer which allows to use a separate business line to make and receive calls

"Call Monitoring"in Lightning Dialer

Feature that allows to monitor interactions with customers and then improve overall sales performance by coaching

What can be added to a flow screen to allow sales reps to upload a file during a flow

File Upload Lightning Component

Forecast sharing

Forecast managers can share theire forcast page with any SF user: Forecast access - view only, view and edit (can make ajustments)

pillar

Four pillars in business: you your great ideas your employees your customers

Tier

Tier 1: Distributor - buy direct from manufacturer and sell to resellers Tier 2: Buy from distributor and sell to end customer

Gauge

can be used to represent a single metric across a named scale. It is useful to show progress towards a goal

Salesforce files

can be used to store files privately, manage version updates, and share them with people

Quotas

can be user with forecasting to display monthly or quaterly sales goals of sales reps

Campaign hierarchy

can have maximum of 5 levels

Data Loader

can import records into both standard and custom objects. Depending on the location of the product detail within SF, Data Loader can load records into notes and attachements, customer history object or product price books

Which date is assigned automatically based on the fiscal year setting in SF upon lead conversion

close date

Individual forcast category rollup

combines the opps from each individual forecast category into separate forecast amounts for each category. It is the default setting when using collaborative forecasts

Public group

contain a combination of users assigned to a specific territories, other public groups, roles. NOT profiles or permission sets

which currency is used for the primary amount field on opps

default corporate curreny, records' selected currency

set up your new org in 5 steps - before

define a clear vision of using salesforce document all the things

successful engagement

difining the vision, goals, and objectives of the project should be determined prior to the beginning of the project. AN engagement plant shoulc consist of activities related to collaboration & communication with stakeholders

What could lead activity score be used to measure

engagement and interaction with prospects

Forecast category

field that can be mapped to an opportunoty stage to drive forecasting

How do leads influence sales targets in organisation

good quality leads help in closing deals successfully

Plan phase

include activities such as reviewing the project purpose&scope, conducting a project kickoff, meeting and clarifying project roles&responsibilites, devloping the project plan, getting it signed off and completing the communication plan

Plan phase

includes establishment of governance process to ensure clear communication

Lead conversion percentage

influenced by quality and source of leads

Customer would like leads to be converted automatically when the lead rating is set to hot

invoke apex code form process builder. A flow alone can not convert a lead without an Apex action

Pilot your new system

involve people: -who are great with technology -natural leaders or trend setters -excited to make a difference -from different departments

Industry field on Lead and Accounts

is a standard field, formula lookup fields can be used to display the industry on the related contact and opportunity records

Order

is created to track customer^s request for products or services

Go-live support plan

is developed at the end of validate phase

Salesforce App Sharing

is not available.A quick action cannot be used to share the record

Editing posts

"Allow users to edit posts and comments" is enabled by default only for stadard users.

Salesforce Engage

(a part of B2B Marketing - Pardot) lets sales reps connect with the right prospects, at the right time, with the right message, by: 1.scoring all incoming leads (industry, title, company size, etc.) 2.tracking prospects actions and alerting sales reps 3.adding prospects to nurture campaigns 4. key insights are tracked in sales cloud

Group

-public -private -unlisted (should be enabled) -broadcast only groups ()Group owners and managers can create posts; other members can comment -Inactive groups are archived after 90 consecutive days otherwise "Disable automatic archiving."

Which report tpe would be used to report on the activities on sales reps

Activities with Opportunities

Map Ecosystem

-Salesforce mobile app (it is for free with every salesforce license) -extension apps (supplement and integrate with the salesforce mobile app, target specialized roles, e.g. marketers or admins) -custom apps (created with SF Mobile SDK) - enable developers to build new mobile apps with customized user experience

When Email-To SF is used, where do Emails appear

Activity History

Post sharing

- share (with groups or copy link, View Original Post Link), cant share a post with multiple groups in one action, you can share from a group or personal feed but from a record feed, you cannot share comments or attached files -get a link, -bookmark, -mute/unmute -edit/delet your own, -draft (after 7 seconds), you can find under "My Drafts" -You can follow up to 500 people and thing - You automatically follow your manager and team and possibly others, depending on the size of your organization.

3 Steps to Reduce Time to Close (Einstein Discovery)

- view current predicted time to close -consider recommende actions -take action to close deals faster

Profile

-About me -NAme, Title -OUt of offie -Teams you are a member of -People who you follow -People who follow you -Groups you are a member of -Files you've uploaded -you can add your own banner

What can used to see if a customer opened an email they sent through SF

Activity Timeline

Which reports can be used to measure the effectiveness of campaings

-Campaigns ROI -nr. of leads generated

Advantages of PRM

-Create a modern, compelling user experience for partners (customization) -360-degree view of partners (realt-time dashboards) -Get the right information to the right partner (sharing model) -Make every partner their own marketer (Channel Marketing Automation)

Voicemail Messages in Lightning Dialer

-Voicemail Drop Setting can be selected from the call panel to record y voicemail message -Up to ten voicemail messages can be created for different types of prospects

What are the elements of smart marketing campaig

-parent-child relationship -naming conventions -contacts&leads scoring

Gather your team

-Executive sponsor (the person who prioritize and determine how your teams time is spent on sales Cloud) -Operations manager (the person who knows the most about day-to-day sales process -End user -Admin

Enhance team's sales ability

-Inbox -CPQ -Sales Analytics

Extend functionality to your external partners

-Salesforce Engage -PRM

Smart marketing campaign

-parent-child relationship -naming conventions -contacts&leads scoring for prioritization

Which two options are available for a sales rep who needs to insert quick textin a text field

-popup button -keyboard shortcut

Chatter Salesforce

-What I follow - becomes a default, after you follow 10 things -To Me -Bookmarked -Company Highlights (uses Einstein AI: Top Posts. you see only the posts you have access to. It is a default Feed when you forst visit Chatte. After you've followed 10 things, your default becomes "What I follow" -my drafts (should be activated by an admin) -streams (super feeds you create by combining feeds) -recent groups (list of top five most recently visited)

Business goals

-What will my business look like in 3 to 5 years -what future customer needs do I need to satisfy -what are the top pain points my business experiences today, that I hope to fix Now outline your goals in whiteboard, doc or spreadsheet

Salesforce app

-Your standard Salesforce username Your (super secret) Salesforce password The web address (or URL) to your org's Salesforce site - To switch between different accounts from the Salesforce mobile app, users: use the profile menu -Users can access the mobile App Launcher: from the navigation menu

Basic milestones that should be included in the roll-out

-add all of your relevant users -configure sales cloud to fit your business -import your data -enable features that can make your team more productive -train your users

Transition Assistant

-available in setup -one-stop shop for all recommended activities, tools, resources for a successful transition: ->discovery phase: learn about the benefits of SF Lightning, assess your org's readiness for Lightning Experience, align with stakeholders on transition goals ->Roll Out Phase: Turn on key lightning experiecne features, adjust existing customisations, prepare your users for the coming change -optimize phase: drive user adoption and iterate on your rollout plan with more features, new use cases and continous improvement

Core marketing process

-campaign management -lead management -content development -reporting &analytics

what are the core marketing processe

-campaign management -lead management -content development -reporting&analysis

Help - show me how

-circles of success -events -accelerators

Stream

-combination of multiple feeds in a single view: lots of differents feeds in one feed -streams close a feature gap:notifications from record feeds (changes to the feeds that are included in a stream can trigger notifications) -are only your own and appear in your view (up to 100 streams, eahc stream - 25 feeds) -e.g. streams with feeds from people, groups, and records, such as accounts, opportunities, cases, and more. -by removing a feed from a stream old activity continues to appear in the stream, but stops new activity from appearing in the stream -appear on chatter homepage -edit/delete -All Updates or fewer Updates (omit Feed Tracked Changes (FTCs)) -When you add a stream, groups get a new Follow in Stream action.

Learn from your sales reps

-conduct a survey -go on a ride-along -host a focus group

Activities performed prior to configuration an build

-conducting a requirement workshop -create UAT test plan -complete the solutiong design document and having it reviewed and signed off by all key stakeholders

first steps

-create roles -create users -select appropriate profile and role

Opportunity stages

-default stages: prospecting, qualification, needs analysis -stages can be deactivated, but not renamed

Campaign management process for marketing plan

-designing and implementing marketing channels -designing the development process: a.concept b.design&development c.testing d.deployment -executing online and offline campaigns 4. outlining the roles and responsibilities

Lightning Transition Assistant

-discover phase -roll out phase -optimize phase

Sales cloud licence extras

-einstein activity capture -macros -sales path -salesforce for iOS and Android

Goals

-establish a single place where sales teams can get insights into their deals in real time -Understand ROI based on where their leads originate -understand what types of activities contribute to closing deals

3 steps to accurate forecasting

-forcast dashboard -roll-up vs. adjusted forecast -identify opportunit to modify forecast

Define your sales processes

-gather any existing sales process documentation -identify where your process needs more definition -articulate how your business works best and fill the gaps

Search in Salesforce App

-global search -feed search -spotlight search (Only your 200 most recently viewed Chatter profiles and your 200 most recently accessed contacts are indexed in Spotlight Search, iOs 11.0

Content-related operations

-idea development -content-engagement tracking -content delivery -strategy development -ideation -storage -delivery

Train all the users

-in person -TTT -webinar or video -documentation -Trailhead - Trailmixes -help menu -In-App Guidance Prompts what it does how it helps them how they use it step by step

KPIs fpr lead mgmt

-lead responce time %lead conversion -rate of contact If leads are not getting converted that means that there are too many low quality leads which are not suitable for qulification or conversion

Business challenges for lead mgmt

-low lead data quality -low nr. of leads -S&M alignment

Strategic MArketing process

-mission&objectives -marketing analysis -marketing strategy -marketing mix planning (pppp)

Attendees Field

-must be added to event page layout to llow any changes -Reps can add attendees using Lightning and App -can be synced btw SF and Microsoft

Unhelathy pipeline

-not enough of open opps in the early stage -many open opps have a close date far in the future - open opps havent been qualified Healthy pipeline can be determined by size, shape and quality

which factors are important to consider to ensure sales growth in an organisation

-number of opportunities generated and closed

Chatter features

-publisher (post content, upload files, create polls, ask questions) -anyone who has access to your profile can see your post -filtering "posts by this user": posts where there user has commented or is @mentioned or ARE'NT included -To get to the detail view of a post, click its date-and-time stamp. -ask question - it is in bold -best answer + remove as best -attach: from computer, owned by me, Quip, Google Drive, SharePoint, Library -USers with "Modify All" and "View All" permission can see "seen by" info in all feeds. -A user permission "Hide the Seen By List" is available to disable this feature

Why salesforce

-puts your customer

Sales cloud can help with, when

-quaterly forecasts are reported inaccurately -sales reps spend too much time on sales related tasks -the quality of leads is low

Polls

-questions with multiple choice -one question -you have an ability to select or remove as best answer -upload

Increasing revenue generation

-quota vs. actual sales report -opppipleine report

Transfroming the company to mobile

-roll out the salesforce mobile app to your employees -expand your mobile portfolio with extension apps -create custom apps for customers, partners and employees

Which factirs influence the percentage of sales quota achieved

-sales forcast accuracy -numbers of opportunites closed

3 steps to remove sales bottlenecks

-spot bottleneck stages -see the opportunity movement -take action on at-risk opportunities

Chatter functions

-switch/sort your feeds (see chatter feeds in app) -post to a feed -like or comment on a post -mention people and groups in posts/comments -post a link -add a poll (at least 2 choices) -vote on a poll/change vote -bookmark your post

Marketing campaigns performance analysis (ROI)

-total value of ops closed -total cost of marketing campaigns Campaign peroformance can be measured by calculating ROI which is expressed as the percentage of net gain in sales growth as a result of one or more marketing campaings. It is determinde by claculating the difference between the value of won opps and actual cost of marketing and dividing it by the actual cost of marketing

Elements of successful marketing process

-understanding key metrics -design effective strategies -customer response -evaluating ROI

Lead flow process

-unified lead identification -strategy development -communication&evaliation

Who sees what

-users are set as public: you see profile's posts -users are set as private:if you are following e.g. Rachel, you you see her posts to her own feed, OR You have access to the feed where the post originated -If you are following the other person -If you follow the group by joining it -If you're member of nlisted, private, or customer group -If you have access to the record and you're following it

Best practices to plan effective lead management

-validation rules to ensure data quality -web-to-lead to capture more leads -lead scoring to prioritize and categorize leads

Opportunity workspace

-view details on an opportunity, including activity history and next steps -log calls, create tasks and send emails -get coaching details with customizable sales path -quickly see more details about an activity or a contact

3 Steps to Manage Your Pipe

-view pipeline changes -view individual opportunity details -take action

3 steps to coach your team

-view team performance -analyze individual performance -provide coach to progress deals

Chatter feeds im App

-what I follow, -to me -bookmarked -company highlights

@mentions

-when you share a post the post is shared but not the comments. So mentions in comments don't trigger unwanted notifications when you share the post.

3 steps to whitespace analysis

-whitespace overview -find the right accout -create new opportunity

Why you need salesforce

-your customer info is all over the place -you are losing critical information -you dont have a plan to scale fast -runnung reports is a painful and tedious process -you have to sit down at a desk to push a deal -you are stuck with the status quo

5 steps to effective lead magmt

1. Align sales and marketing a. map out your sales process b.define clear hand-off criteria btw marketing and sales c.define success metrics up front 2.capture more leads a. use capture-leads form b.import leads c.enter leads manually 3. keep your data clean a.clean your leads b.validation rules 4.work leads efficiency a.prioirituze with leads scoring b.categorize scored leads c.use assignment rules to route leads 5.track led-generating efforts a.identify and track lead sources b.uae the lead hsitory report to analyze revenure and piepline c.use campaign for deeper metrics (lead-converted lead-pipeline-pipeline influenced-ROI) d.use reports and dashboards(leads->marketing qualified lead->sales qualified lead->opp->closed revenue)

SF Connect capabilities

1. An externa data source can be set up for another SF org that contains products. Sales users can gain on demand access to products related to opps 2. Another SF org can be used to store leads. Users can view and update leads when required from the primary SF org 3. Contacts may be stored in a different org, but they can be made visible on the account detail page of SF org 4. SF doesnt allow users to send records to another org. It also doesnt allow updating records in another SF org automatically

Salesforce Inbox

1. Einstein Activity Capture -sync emails and calendar events to Salesforce and associate them with the right records automatically. 2.Quick-create - Add deals to your pipeline and contacts to Salesforce without leaving your email inbox. 3.Insert availability: Secure customer meetings faster by eliminating scheduling friction. 4.Read receipts: Track when emails are opened or engaged with. 5.Mobile & Desktop Apps: Sell smarter anywhere with the full power of Salesforce in Outlook, Gmail, and your mobile email inbox.

API

Application Programming Interface

SF to SF capabilities

1. One can control the type of records to share with a connected org by selecting which objects and fields to publish 2. A connected org has a record that is connected to the record in the source org 3. An update on either record is reflected i the other record 4.Records can be forwarded to the connected org or assigned to queue 5. Records forwarded from a connected org can be accepted 6.Any related or child records sent with it are automatically accepted as long as certain criteria is met

Process Builder advantages

1.allows to determine the order of the evaluation criteria, wheres there is no way to determine the order that workflow rules run 2. allows multiple process criteria and actions so it can be kept togehter, instesad of requiring multiple workflow rules 3. allows access to fields on related records and includes more actions 4. wokflow will no longer be enhanced in future releases

Marketing process

1.identyfing marketing opps 2.devising strategies 3.overseeing implementation 4.evaluating results

Web-to LEad

500 leads per day

Mass Emails limit by campaings

5000 per day. App Exchange can be used to send more emails

What can be doen to ensure that emails of some Einstein activity capture users do not appear in the activity timeline

Email capture can be disabled for the users configuration

When an opp is set to closed won oly a sales manager can edit it

A validation rule can enforce that no field changes are allowed based on the sales stage and user profile

Adoption features available for free

A&C

Territory default record access

Accounts, Contacts,Opportunities, Case

Which integration pattern focuses on the import or export of large amount of records in batches on regular basis

Batch Data Synchronization

BANT methodology for scoring leads

Budget, Authority , Need and Timeline of prospects

Product schedule capabilities

can be established, reestablished, updated or deleted

Which API should be used for loading millions of records into SF

Bulk API

CPQ

Configure Price Quote:

How can users of gmail integration with inbox schedule emails so that they are sent later and track email views

By default gmail intefration with inbox schedule emails so that they are sent later as well as or edit logging or tracking preferences

When converting a lead, the following three records are created

Contact, Account, opportunity

Collaborative forecasting and custom fields

Custom fields can be used for collaborative forecasting

When the order status is set to complete you have a requirement to automatically create asset records linked to the account for each order line item.

Call a flow from a process builderto create the asset records. Process builder can be used to create a single record, but is not sufficient to loop through multiple order lines. In this case builder can be used to trigger a flow.

Sales Process

Campaing planning, campaign execution, lead capture, lead qualification, opp management, forecast management

Tools for migrating changes to production

Change sets Force.com IDE Force.com Migration Tools

Default Team

Clicking add default team adds the default team of the opportunity owner not the user who clicks the button

Closed lost and omitted

Closed lost opps are automatically mapped to omitted forecast category

Indexes

Custom indexes can be created on certain fieldsonly by contacting SF Support. Custom fields can be created on standard fields.SF will create an index on a number of fields for most objects including Name, Created Date, Last Modified Date, Email, Record Id. Indexes are created automatically on external ID fields.

which selling methodology focuses on collaboration with customers

Customer Centric Selling

Which rule can be configured and activated to compare accounts, contacts or leads to data from a third-party lightning data service and update them automatically

Data Integration Rule

How to delete an active order

Deactivate it first, the order cannot contain any reduction orders

Which two types of solutions can be buuilt in SF

Declarative and programmatic

Get your feedback

Don't ignore survey scores assess usage statistics track feedback

What can be created to prevent the creation of duplicate lead records in SF

Duplicate and matching rules

Lead conversion - duplicate rules

During lead conversion if existing accounts and contact share the names, one can choose to update the existing accounts and contacts. It is not possible to compare and merge new accounts by lead conversion

What can be set up to connect a Google or Microsoft Account to SF and automatically associate emails and events with related SF recirds

Einstein Activity Capture

How can be ensured that emails with some sensitive data do not appear in timeline

Einstein Email capture can be disabled

Communicate Launch

Email Video Live Chat Content: -whats coming -whats in it for your sales reps -training -(option) Suport from execs -(option) Success stories

Where can Email templates be managed

Email Templates Page in Lightning Experience

Child Accounts

If a user has an acces to parent accounts (private OWD), access to child accounts will need to be added manually

Sales Process

Lead creation, lead qualification, lead conversion, presentation, proposal, negotiation, closed/won

Which package can be set up to allow sales reps to import account records using the Discover Companies button on the Account page

Lightning Data Package

How can sales and marketing work together to close deals?

MArketing can create templates and nurture tracks so Sales can easily send personalized messages to prospects

Demand forecasting

MZ X MS = SF

Which feature can be clicked on Leads Tab to send an email to multiple leads

Mass Email Leads

What can be utilized to ensure that certain type of chatter notification appears on the users SF mobile app

Notification delivery settings

Gmail and Person accounts

Person Accounts created in SF sync to Gmail as contacts Person Account cannot sync from Google to SF

Orders and contracts

Prders are automatically created when contracts are activated. If an order is associated with an order, the contract must be activated before the order is activated

What are the 4 components of the marketing mix

Product, Price, Place, Promotion

Salesforce Apps

Quip Field Service Lightning Analytics Salesforce Marketing Cloud (iOS only) Social Studio Desk.com SalesforceA for Admins Salesforce Authenticator Service Cloud Einstein Analytics Salesforce Events

Which object permission should a user have to view accounts shared manually by the account owner

Read

Which integration pattern can be used to send info to an external system and receive a reply back to SF in real time

Remote Process Invocation - Request and Reply

Quote Status

SF Admin determines which status is the default for new quotes and which statuses allow to email quotes. E.g. prevent email a quote in status "Review"

Which integration method can be utilized to expose data in SF org from another SF org

SF Connect

work.com

SF app which allows feedback

What allows creation of an external data source and external objects to display records from an external system in SF

SF connect

How can records such as leads be shared with partners who have access to a different SF org

SF to SF

Define your metrics

SMART: specific, measurable, achievable, relevant, tim-bound

A quick view only access needs to be provided in SD to an external database that stores catalog of more than 100000 products that are sold online by the company

SOAP and RESt API can be used to integrate the external database with SF and display the date in SF with Visualforce

Salesforce App and custom app

Salesforce app doesnt group tabs by apps

SEM

Search Engine Marketing

SDK

Software Development Kit

SIT

System Integration Testing - validates data flowing into our out of Salesforce from or to external Systems

What is shared by account and opportunity teams

Team roles

Territories

Territory Type is only used gor logically classifying the territories. It doesn't impact visibility or sharing. The acces level to accounts in a territory is defined by the Territory Access Level. Defualt Access Level for Accounts can be: View, View/Edit, View/Edit/Transfer/Delete

Performance testing

Tests and validates speed and response time

Quotas

To allow a user to manage quota data manually in setup, the user must have following permissions: - "View Setup and Configuration" -View all forecasts -Manage Quotas One can select a period, forecast type, product family of the quotas, that need to be added or udated

Multiples Salesforce orgs and lightning sync

To prevent Lightning sync from syncing contacts and events between multiple salesforce orgs, the same user shouldn be added to lightning sync configurations in more than one organisation. THe lightning sync configuration shouldnt be marked as inactive, since it increases the risk that the user is included in multiple lightning sync configurations.

Quick Text

Toolbar button Keyboard Shotcut PopUp button is only for plain texts

help - do it yourself

Trailhead Trailblazer Community Help Portal

Indexed records

Unitl records are indexed the do not show up in search. There can be a delay after a large number of records has been created. Indexes are created automatically. It is not necessary to submit a request for creating indexed. Althouhg not all objects and fields are searchable, it is not true that only indexed fields are searchable.

UAT

User Acceptance Testing -allows system users to validate the process and usability of the system through test scripts consisting of use cases

Import Wizard can import

accounts contacts leads solutions custom objects BUT NOT Opportunities Import Wizard can perform duplicate checking on Lead email adress whereas Data Loader cannot.

set up your new org in 5 steps

add your company logo enter your company info set security policies setup a sandbox (replicas of your Production) Add Power of One & Case Safe ID Fields

which type pf report can be used to identify active users

administrative reports

Which factors are important to consider for measuring lead data quality

age, accuracy, completeness and relevance

Macros

allow automating repetive actions from the console, Macro Builder, sending email, updating a case

Salesforce to Salesforce

allows an organization to publish the objects and fields that should be shared with another organization. After establishing a connection and publishing the objects and fields, records can be shared with a connected organization by forwarding them and assigning to a queue.So a partner organization must first subscribe to an object to accoat its records from a connected organization that shares them.

Sync event series

allows to sync repeating events

Forecast page in the lightning

allows users to use quick actions to edit, deletem change the owner of the opp without leaving the forecast page

Override forecasts

app permission which is required for forecast adjustments in collaborative forecasting

Social network credentials

are not saved anywhere in SF

Sales forcast

are revenue estimates that are represented by opportunity amounts, dates and stages are driven by forcast categories

Automation

automated workflow emailes automatically tracked (off

Factors of measurement that SC implementation was a success

business goals and desired outcomes

How does einstein forecasting improve forecast accuracy in SF

by using AI to show to show forecast predictions and prediction details

Default product schedule

can be added on a product detail page

Public Links

can be created to share files and folders.Recipients of the links can be internal or external

Cumulative forecast rollup

can be enabled in forecast setting, combines opps from multiple categories (closed only, commit forecast, best case forecast, open pipeline)

Controlled by parent

is the OWD of activitiy is private, than the account owner can view and report on the related activities, if the account need to view and edit on the related activities regardless of the ownership - it should be "controlled by parent"

Discovery

is utilized before analysis in order to understand the current system and processes

If an organisation is using cumulative forecast rollups, what is true about the amounts that are included in the opren pipeline forecast

it includes amounts from all open opportunites except those under the "omitted" category

Silo

it occurs when department or management groups do not share information, goals, tools, priorities, etc. with other departments. The silo mentality is believed to impact operations, reduce employee morale and may contribute to the overall failure

Which type of reports are not supported by mobile version

joined reports

weak opp pipeline

lacks opps with good value and has too many opps that do not proceed to the final stage due to low lead quality. It results in high number of unclosed opps, not achieving org sales targets and reduction in net cash flow

what is the first step of a standard sales process

lead generation

Division

let you segment your organisations data into logical sections, making searches, reports, and list views more meaningful

Customer centric selling

make use of active collaboration with the customer to identify theri needs, promote solutions, encourage feedback and close purchase on the customer^s timeline

What can be used to make data available only when required

mashup

What is displayed to users to indicate how closely a lightning data record matches a salesforce record

match score

TEam Member Access action

may be used to view each account team members access to an account

Deploy

migration of changes and date into the production

Which setting in a data integration can be used to control whether matches are broad or precise

minimum match score

Today App

mobile navigation menu item that can be added to mobile app navigation menu, help integrates mobile calendar events with associated SF tasks, accounts and contacts

Switcher

move btw Lightning and Classic on demand

Which SF Mobile App feature provides access to Chatter feed, SF Today, recent items

navigation menu

Data status

no match reviewed in sync

Succes of the sales team adoption

nr. of logins nr. of activities created nr. of opps created

How can sales cloud boost your sales

on average a slaes rep spends 64% of their time on non-selling tasks

Forecast Adjustments

on revenue and quantity are independent

"Users in assigned territories"

on the accounts detail page display all the users who have been assigned to the accounts territory

ISO currency code

once "multiple currency is enabled, the ISO currency code is displayed in front of every currency amount on opportunity records

Sales Analytics

one of the the pre-built analytic apps in salesforce. The app anticipates the way you likely want to manage and analyze sales processe and data. It provides dashboards targeted to meet the analytics needs of three key roles on your sales team: Sales managers, Sales reps, Sales operation staff

Quantity schedule

one payment - many products (newspaper)

Revenue schedule

one product - many payments (e.g. wlan)

PRM

partner relationship management -is a business strategy for improving communication between you and your channel partners. It helps you create an empowered partner ecosystem with the information, tools, and resources your partners need. Defference to CRM: PRM goes beyond to solve very specific partner needs, like educating, preventing channel conflict, and creating visibility for both you and your partners. CRM applications, like Sales Cloud, are built for direct sales (think: your sales reps) PRM applications are built for indirect sales (think: partners)

Most efficient way of sharing files

post file to the record feed

Convert leads automatically when the rating is "hot"

process builder and apex

Life Cycle with Sales Cloud PRM

recruit->educate->manage->market->sell->service->analyze

What may be conducted to identify a customer's pain points and elicit requirements

requirements workshop

Implementation sequence

requirements workshops, solution design, technical design, build, testing, training, data migration, go-live

three main pillars of mobile user experience

research, design, usability testing

KPI for sales

sales will be most interested in measuring and tracking KPIS around the number of deals in progress, and the spent time at each stage, to determine if any are stuck.

agile

short development cycles frequent software releases incremental and continuous improvement.

Staging environment

should be used for testing deployment

Communiction plan

should five info about all the implementation stages and include feedback mechanisms to address questions and concerns. Communication should be tailored to different user groups and include a variety of methods such as email, face-to face and focus groups meetings. Comminications should be sent by different roles covering business and IT, including project sponsor, sales and marketing director and the IT PM

Success measurements

shouldnt just look at the volume of data created. Better metrics to consider the quality of the data and adoption across user groups. Opp that are taking a ling time to close may indicate the sales team are not updateing regularly

sales pipeline

shows the total value of opportunites grouped by stage

Data deleted

soft deleted - put into recycle bin hard delted - physically deleted Bulk API supports hard deletetion and is recommended for large data amounts

Which sales methodology focuses on addressing customer problems by offering appropriate solutions

solution selling

Meeting resources

such as conference rooms and projectors: a resource can be added as an attendee while creating an event. Resources can be created by navigating "Public Calenders and Resources" in Setup

Grouping in reports

tabular reports allow grouping only horizontally, not by columnes

Where territories can be created

territory hierarchy

Which text fields are not supported for custom indexes

text area long, text area rich, encrypted text

Webform app on the App exchange

the potentional customers fill out the form - leads. Web to Lead doesn't work here.

Common business challenge in regard to closing opps successfully

the sales department receives low quality leads from marketing

Micro-moment

to be defined

Bounce emails

to track emails, whether they are delivered or not

Oportunity Pipiline report

to view the nr. and value of opp at differenent stages of a sales process

"To-be" business process

type of business process, that represnets the desired state of a system

Solution selling

understanding the complete needs of a customer instead of just promoting the products

The most efficient way for adding leads from outlook to salesforce

use "Add to Salesforce" Link ot the navigation menu

End-to End testig

validates the functionality of the system from start to finish

List views charts

vertical bar horizontal bar donut

In enterprise territory management what levels of access can be given to members of a territory to accounts when OWD is private

view/edit, view/edit/transfer/delete

sales pipeline

visual representation of all open opps and where they are at the sales process

Sequential usage

when we begin an activity on a device and finish the activity on another device

Einstein forecasting prediction values are based on

wins from existing deals wins from new deals "pulled in" opportunities