Salesforce

2022 Effectiveness
Annual Leadership Meeting
Nthabi Hugo
Commercial Excellence Manager
Rna Neethling
Clinical Application Specialist

1
 Welcome to the Salesforce Effectiveness Monthly Coffee
Session
• This training session will be recorded.
• Feel free to enter your questions in the chat box throughout the training.
• We will try to cover as many as possible during the session, or if time does not
allow, after the meeting

Best Practice Guidance for this Training Session

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 The world leader in serving science
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 Agenda

Reports
Dashboards

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 Opportunity Management

The world leader in serving science

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 Opportunities
The STEPS within Opportunity Management

In
Needs Verbal Closed
Proposal Negotiation /
Prospect Analysis Agreement (Won / Lost)
Evaluation

Understand Establish Satisfy Buying Negotiate Navigate to Understan

Customer Buying Criteria Offer PO d
Create Criteria Gain Implemen Communicat
Relationship Differentiat Handle Commitmen t e
Discover e Objections t Solution
Need Solution

Ongoing
Implement Customer Manage
Care Relationship
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 Contacts
Opportunity should ALWAYS start with a CONTACT

Roles can be (should be)

updated.

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 Opportunities
Landing Page - Navigation number of changes
Opportunity Name – SFDC Generated
Opportunity Overview

Sales Stages

1/quick change

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 Creating an Opportunity
The STEPS within Opportunity Management

Prospect
Estimated

Understand SFDC will Update to Global Nomenclature

Customer
Create
Relationship
Discover
Need
N/A to IDD/CDD
• Close Date
• Opportunity Name Estimated
• Local Name
• Sales Stage
• Probability %
• Share Type (SOM/SOW/Contract Renewal)
• Channel – Direct is default

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Mandatory Fields
 Creating an Opportunity
The STEPS within Opportunity Management

Prospect

Understand
Customer
Create
Relationship
Discover
Need

• L2 Product Hierarchy (minimum)

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Mandatory Fields
 Creating an Opportunity
Details

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 Advancing and Opportunity
The STEPS within Opportunity Management

Needs
• Update Probability %
Prospect Analysis
It is necessary to enter a L2 product hierarchy code and select a
price book
Understand Establish
Customer Buying
Create Criteria 5 of 7 MANIACT should be identified
Relationship Differentiat
Discover e
Need Solution

• L2 product hierarchy minimum

As the opportunity progresses and you learn more on the

customer needs you will update products as needed

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Mandatory Fields
 Needs Analysis
Details

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 Advancing an Opportunity
The STEPS within Opportunity Management

• Verify Opportunity Value

Needs
Analysis
Proposal • Contract Length (months)
Prospect
• Update Schedule Start Date
Understand Establish Satisfy Buying
Customer
Create
Buying
Criteria
Criteria • Products : SKU level
Relationship Differentiat Handle
Discover
Need
e Objections It is necessary to enter a L2 product hierarchy code and
Solution
select a price book

Remove the check in the “Annual Recurring Product” box

when entering a one-time purchase

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Mandatory Fields
 Proposal
Details

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 Proposal
Add SKU

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 Proposal
Add SKU

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 Proposal
Add SKU

Contract Length

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 Proposal
Details

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 Advancing an Opportunity
The STEPS within Opportunity Management

In
Needs
Proposal Negotiation /
Prospect Analysis
Evaluation

Understand Establish Satisfy Buying Negotiate

Customer Buying Criteria Offer
Create Criteria Gain
Relationship Differentiat Handle Commitmen
Discover e Objections t
Need Solution

• Pricing Approval Status set to “Approved”

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Mandatory Fields
 In Negotiation/Evaluation
Details

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 Advancing an Opportunity
The STEPS within Opportunity Management

In
Needs Verbal
Proposal Negotiation /
Prospect Analysis Agreement
Evaluation

Understand Establish Satisfy Buying Negotiate Navigate to

Customer Buying Criteria Offer PO
Create Criteria Gain Implemen
Relationship Differentiat Handle Commitmen t
Discover e Objections t Solution
Need Solution

• Update all Required Dates

• Probability % moved to 90%

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Mandatory Fields
 Accounts
Converting a Prospect Account
Step 1:
• Request is sent to Customer Service > Starts Credit Approval Process
1. New Customer Account Form completed
2. Channel Partner Manager sets up if distributor and checks for
Global Trade restrictions for both distributor and Direct
Customers using Integration point This process should be started at the
3. New Customer Account Form sent to relevant CS handler Verbal Agreement Sales Stage to
4. Copy of form sent to SDG Material Master to set up Payer prevent delays
Number
5. CS complete own due diligence using Integration Point
Make sure to have the conversation
6. CS set up sold to and/or ship to against Payer Number
with your customer as they will be
contacted
Step 2:
• Request is logged within SFDC
In SFDC we share accounts with other divisions so merging accounts requires more information!

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 Verbal Agreement
Details

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 Verbal Agreement
Details

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 Advancing an Opportunity
The STEPS within Opportunity Management

In
Needs Verbal Closed
Proposal Negotiation /
Prospect Analysis Agreement (Won / Lost)
Evaluation

Understand Establish Satisfy Buying Negotiate Navigate to Understan

Customer Buying Criteria Offer PO d
Create Criteria Gain Implemen Communicat
Relationship Differentiat Handle Commitmen t e
Discover e Objections t Solution
Need Solution

• Update all Required Dates

• Enter Closed Won -or- Closed Lost
• Won / Lost Reason
• Competitor
PEGS information is required and should be entered in the
Account Object under the Details tab
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Mandatory Fields
 Closed (Won/Lost)
Details

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 Probability %
Definitions

Probability % is independent
of the Sales Stage

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 Market Share
Share of Wallet (SOW)

• Share of wallet is the amount an existing customer spends regularly on a particular brand rather
than buying from competing brands.

• Companies grow wallet share by introducing multiple products and services to generate as much
revenue as possible from each customer.

• A marketing campaign might focus on boosting spending by existing customers rather than
increasing the product's overall market share.

• Benefits from increasing a client's share of wallet include added revenue, improved client
retention, customer satisfaction, and brand loyalty.

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 Market Share
Share of Market (SOM)

• Market share represents the percentage of an industry, or a market's total sales, that is earned by a particular
company over a specified time period.

• Market share is calculated by taking the company's sales over the period and dividing it by the total sales of the
industry over the same period.

• This metric is used to give a general idea of the size of a company in relation to its market and its competitors.

• A market leader is a company in an industry that has the highest market share and generally wields the most
influence.

• Ways to increase market share include implementing new technologies, generating customer loyalty, and
acquiring competitors.

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 Additional Notes

The world leader in serving science

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 Additional Notes
Default Opportunity Team
Default Opportunity
Teams are setup in the
User Account Settings,
the Default Team can be
updated as your team
grows.

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 Additional Notes
Opportunity Team

If needed, you can add

users to the Opportunity
Team as you move
through the process!

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 Additional Notes
Next Step

Always update as you

move through the
process!

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 Additional Notes
Chatter

Use CHATTER to keep the

Opportunity Team up to date
with the progress.

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 Additional Notes
Notes and Files

Upload NOTES and FILES

relevant to the Opportunity and
progress as you move through the
Sales Process. The Opportunity
Team will have visibility.

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 Additional Notes
Activity - Event

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 Additional Notes
Activity - Task

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 Additional Notes
Notes and Files

Upload NOTES and FILES

relevant to the Opportunity and
progress as you move through the
Sales Process. The Opportunity
Team will have visibility.

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 Do you have any QUESTIONS ?
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 Reports and Dashboards

The world leader in serving science

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 Reports
New Report

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 Reports
Select Report Type

Select a Report Type, you can

also see the objects that will be
used in the report type.

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 Reports
Data Fields

Data fields:
• Column order can be changed by drag-and-drop
• More fields can be added (linked to objects used in the report type)

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 Reports
Groups

Grouped Report
• Outline: Rows and Columns
• Detail Rows

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 Reports
Group Date By

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 Reports
Preview [Filter] – Run Report

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 Reports
Add Chart

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 Reports
Save

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 Reports
Public or Private Folder

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 Dashboards
Add

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 Dashboards
Add

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 Dashboards
Done > Save

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 Dashboards
Refresh

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 Efficiency

Compliance
Efficac
y

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