Setting Up Sales Coach, Part 2


This demonstration shows how to set up the following elements of the Sales Coach:

 

-Task Templates

-Assessment Templates

 

Refer to the Setting Up Sales Coach demonstration, Part 1, for a demonstration on setting up the other elements of the Sales Coach: Process Steps, Required Fields, and Recommended Documents.


Steps:

  1. 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 1

  2. To get started setting up Sales Coach, access the Manage Sales Methods and Sales Stages task in the Setup and Maintenance area.

    Step 2

  3. Click the Standard Sales Process link.

     

    The Standard Sales Process is one of the supplied sales methods.

    Step 3

  4. Let's modify the Qualification sales stage.

     

    Click the Qualification sales stage.

    Step 4

  5. A task template is a collection of tasks, grouped to make it easy to assign a set of tasks for a given business objective to an opportunity.

     

    To view task templates for a sales stage, the salesperson deploys the Sales Coach from the opportunity Actions menu to display the Sales Coach dialog window.

     

    Task templates can be either Recommended or Automatically Generated.

     

    - Recommended task templates appear in the Sales Coach UI as recommended templates. Salespeople can manually add the recommended task template and generate the underlying tasks onto the opportunity using the Activity Center.

     

    - Automatically Generated task templates: When salespeople update an opportunity to a sales stage that has associated task templates marked as Automatically Generated, the application automatically creates tasks from the task template or templates and links them to the opportunity.

    Step 5

  6. Let’s add a task template.

     

    Click the Add icon in the Task Templates region.

    Step 6

  7. In the Add Task Templates popup window, search for and select a task template.

     

    Use the saved search option to bring up a list of all templates.

    Step 7

  8. Click Done to add the template.

    Step 8

  9. The task template is added to the sales stage.

     

    In a real world scenario, you could add several task templates and mark them as either recommended or automatically generated.

    Step 9

  10. Opportunity assessment templates enable salespeople to apply evaluation criteria using a questionnaire format, with the objective of assessing an opportunity or its key attributes. The questionnaire templates are designed based on industry best practices.

     

    Organizations often define transitions from one sales stage to another within a sales method with one or more rules or evaluation criteria. The association of assessment templates with relevant sales stages enables the organization to enforce such rules or evaluation criteria across sales stages within a sales method.

    Step 10

  11. Salespeople perform assessments while in an opportunity. Salespeople access assessments available for a particular sales stage either through the Assessments tab within an opportunity or in the Sales Coach popup window.

     

    Assessment templates can be marked as Mandatory or Recommended. Mandatory assessment templates require a salesperson to complete them prior to transitioning the opportunity to the next sales stage, unless he uses the override ability. Recommended assessment templates are performed at the salesperson’s discretion.

    Step 11

  12. Let’s see how to add an assessment template to a sales stage.

     

    Click the Add icon in the Assessment Templates region.

    Step 12

  13. In the Add Assessment Templates popup window, search for and select an assessment template.

     

    Use the saved search option to bring up a list of all templates.

    Step 13

  14. Click Done to add the template.

    Step 14

  15. The assessment template is added to the sales stage.

     

    In a real world scenario, you could add several assessment templates and mark them as either recommended or mandatory for the sales stage.

    Step 15

This concludes the demonstration on Setting Up Sales Coach.

 

For information on modifying the supplied sales methods and sales stages, refer to the Managing Sales Methods and Stages demonstration.

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