This demonstration shows how to set up the following elements of the Sales Coach:
-Process Steps
-Required Fields
-Recommended Documents
Refer to the Setting Up Sales Coach demonstration, Part 2, for a demonstration on setting up the other elements of the Sales Coach: Task Templates and Assessment Templates.
Steps:
Sales Coach is both a teaching tool and a method to push best practice sales methodology to salespeople in order to improve sales effectiveness.
The elements of the Sales Coach display in the opportunity UI, and are available to salespeople as they view or edit an opportunity.
Step 1To get started setting up Sales Coach, access the Manage Sales Methods and Sales Stages task in the Setup and Maintenance area.
Step 2Click the Standard Sales Process link.
The Standard Sales Process is one of the supplied sales methods.
Step 3Let's modify the Qualification sales stage.
Click the Qualification sales stage.
Step 4Process steps help salespeople follow best practices for the current sales stage. Each process step can contain additional details, in addition to the step itself.
Process steps display in the Sales Coach area in the contextual region of the opportunity UI or in the Sales Coach dialog window invoked by launching Sales Coach from the opportunity Actions menu.
Step 5Let's add a process step for the Qualification sales stage.
Click the green Add Row icon in the Process Steps region.
Step 6Set the order of the process step: Enter a 1 in the Order field.
This field determines the order of the process step in the opportunity pages.
Step 7Enter a name for the process step: Enter Gather High Level Information in the Name field.
Step 8The process step is added to the sales stage.
In a real world scenario, you would continue creating the process steps, entering them in the order in which you want them to appear and their names.
Step 9The required fields feature in sales stages lets you set fields as required to be populated by the salesperson before moving the opportunity to the next sales stage.
Step 10Let’s set up a field to be required before moving the opportunity to another sales stage.
In the Additional Required Fields region, select the green Add Row icon.
Step 11
In the Name field, click the drop-down arrow and select the Level of Risk field.
Step 12The Level of Risk field is added as a required field.
In a real world scenario, you could set multiple fields as required.
Step 13Recommended documents support a salesperson’s efforts during a sales stage. They can be word processing documents or other files, such as text files, or URLs.
Like process steps, recommended documents display when a salesperson uses Sales Coach while viewing or editing an opportunity.
Before adding recommended documents to the sales stage, you should know the files or URLs you want to use and have the files saved to the hard drive on your computer.
Step 14Let’s see how you would add recommended documents for a sales stage.
Click the green Add Row icon in the Recommended Documents region.
Step 15
If you are adding a file, select File in the Type field. If you are adding a URL, select URL in the Type field. For the purposes of this demonstration, let’s add a file.
Step 16
Browse to the file on your hard drive and select it.
Click Browse and select the file.
Step 17After you have added the file, the screen refreshes and automatically fills in the title for you.
In a real world scenario, you could add several recommended documents (or URLs) to this sales stage.
Step 18
This concludes Part 1 of the demonstration on Setting Up Sales Coach. Refer to the Setting Up Sales Coach demonstration, Part 2, for further information about Sales Coach.
For information on modifying the supplied sales methods and sales stages, refer to the Managing Sales Methods and Stages demonstration.