Sales and Marketing Applications Flashcards
Sales Processes
- Allows the definition of a custom set of Sales stages that an Opportunity must pass through during the lifecycle from open to closed
- SF offers many ways to help Users through these types of processes, including forecasting, quotes, splitting revenue amongst team members, and orders
- Can be created to define a custom sequence of Sales stages
6 Capabilities and Implications of the Sales Process
1.) Sales Deals and Stages
2.) Sales Process
3.) Forecasting
4.) Quotes
5.) Opportunity Splits
6.) Orders and Reduction Orders
Sales Deals and Stages
- Opportunities are used to track Sales deals in SF
- They advance through various Sales stages until they are Closed-Won or Lost
Forecasting
- Can be utilized to predict sales revenue and quantities from the Opportunity pipeline
- There are 5 types
Quotes
Can be created from an Opportunity and related products to generate proposed prices of the products from a customer
Opportunity Splits
- Splits revenue or other currency field values among the Opportunity team
- When enabled, a revenue split (must total 100%) and an overlay split (doesn’t have to total 100%) is added
Custom Opportunity Split
- A feature to define up to 6 splits between Opportunity team members on any currency field
- Example: Defining how profit is split
Orders
- An agreeement with a customer to provide products or services
- Agreement to supply a quantity of Product or service at a certain quantity and date
- Created from an Account, Contract, or from the ‘Order’ tab
Reduction Orders
Can be used for cancellations, returns, or reductions
Stage
- Key field to track the Opportunity as it advances
- Includes the following 3 stages:
1.) Type
2.) Probability
3.) Forecast Category - If no Opportunity Record Types are defined, then ALL sales _____ picklist values can be selected
Type
Each stage is mapped to this, which defines whether an Opportunity in that stage should be regarded as Open or Closed in reporting
Probability
Each Stage is mapped to this, which is used for calculating expected revenue
Forecast Category
Each stage is mapped to this, which is used when displaying Forecasts
Expected Revenue
- Calculated by multipling the Probability percentage by the Amount (Probability x The Amount)
- When the Opportunity stage changes, a default Probability value is set for that record
- The Probability field value can later be edited
Forecasts
- A way of estimating revenue for products and services in the future based on Opportunities and their stages and values
- Before this can be used, Opportunity Stages are mapped to ________ categories
- Values are displayed in the different categories (ex: Pipeline, Best Case, Closed)
- Can be measured by revenue, quantity, or both
Forecast Types
- Uses a specific type of data and determines how Salesforce calculates forecasts
- Up to 4 of these can be activated for Collaborative Forecasting
- An object, measure, date type, hierarchy, and custom filter can be selected for this
4 Forecast Types
1.) Opportunity Amount Revenue/Quantity (Expected Revenue, Custom Currency Field Revenue)
2.) Product Family Revenue/Quantity
3.) Opportunity Splits Revenue
4.) Overlay Splits Revenue
- Note: These can ALL be enabled at the same time
Forecast Categories
- Groups Opportunities together based on Opportunity stage
- Helps Sales Users estimate and plan the Sales cycle from pipeline to Closed sales
- These include:
1.) Closed
2.) Commit
3.) Most Likely
4.) Best Case
5.) Pipeline
6.) Omitted
Territory Forecast
Helps view how expected sales compare between territories
Quotes
- Records that show the proposed prices of the Org’s products and services
- When this is created from an Opportunity, the Opportunity products are added to this automatically
- Multiples ______ cna be associated with an Opportunity
- By a button click, Users can generate _____ pdf files and send them to the customers
- PDF’s are saved to the _____ record
Quote Syncing Feature
- Feature which allows Users to link a quote to the Opportunity that it was created from and reflect updates made between the 2 records
- Only 1 _____ can be the _______ _____
- Does NOT sync custom Opportunity fields with custom _____ fields or custom Opportunity line item fields with custom quote line item fields
Opportunity Splits
- Allows Opportunity Revenue or other Opportunity currency fields to be split among the Opportunity team members
- This feature NEEDS to be enabled
- Before enabling this feature, ‘Team Selling’ should be enabled FIRST from the Opportunity Team Setup
2 Types of Opportunity Splits
1.) Revenue Splits
2.) Overlay Splits
Revenue Splits
- Used to split the Opportunity amount field
- The total percentage allocated to members must ALWAYS be equal to 100%
- Will be used in revenue-based forecasts
- Allows a Sales team to track Opportunities and share Opportunity revenue with team members