Sales Lifecycle at Dreamforce 2014
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The document provides an overview of the sales lifecycle in Salesforce, including campaigns, leads, and opportunities. It discusses how campaign member status can track whether individuals responded to marketing campaigns. Leads contain information about potential customers and need to be qualified before being converted to opportunities. Opportunities allow companies to track revenue projections and forecast sales. The presentation emphasizes having a well-defined lead process and fewer opportunity stages to simplify tracking in the sales pipeline.
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Sales Lifecycle at Dreamforce 2014
- 1. Sales Lifecycle Jennifer Cramer Customer Success Director salesforce.com Shell Black President ShellBlack.com, LLC Deepa Patel President Halak Consulting, LLC
- 2. Safe Harbor Safe harbor statement under the Private Securities Litigation ReformAct of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make.All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
- 3. Jennifer Cramer Customer Success Director
- 4. Join the Conversation Session Chatter Feed “Salesforce Admin Fundamentals: The Sales Cloud”
- 5. Agenda • Sales Lifecycle Data Flow • Campaigns • Leads • Opportunities • ROI • Q&A
- 6. Target Audience for this Session: • I’m new to Salesforce and want to learn • I am using this area of Salesforce today, but want to pick up some tips or confirm “I’m doing it right” • I want to tie my implementation to processes and best practices • Functional Roles: Sales & System Administrators
- 7. Sales Lifecycle - Data Flow Campaign Lead Account Contact Opportunity Analytics
- 9. Campaigns What is a Campaign & Member Status
- 10. What is a Campaign? • Marketing initiative that is tracked in Salesforce. Tracks if marketing spend was effective in generating demand, a response, and if those responses resulted in revenue. • When setup correctly, Campaigns show which initiatives have the best return (ROI) – Won Opportunity $ > $ Spent on a Campaign
- 11. Campaign Members • Campaign Member: associate people (a Lead or Contact) to a Campaign in Salesforce • Campaign Member Status: pick list to know if individual has been sent or responded to a Campaign and used to track Response Rates
- 12. Campaigns Demo
- 13. Leads
- 14. What is a Lead? • A record that contains information about a person and a company (like a business card). Leads are a target list that need to be worked to determine if they are qualified. • When a Lead is qualified and ready to be tracked in a Sales pipeline, the record should get converted John Smith Acme Corp. Phone, Email, Address Website Acme Corp. John Smith Opportunity $
- 15. Define Your Lead Process • Business process is defined by the Lead Status picklist • A well defined business process should have: – Good labels: short & sweet, non ambiguous, action phrased – Single digit: less than 10 pick list values if possible – Use records types (EE or higher): for multiple processes • (e.g. channel partner lead vs. direct)
- 16. Still Using Lead Status “Out of the Box?” New Contacting Contacted Qualified (Convert!) Drip Marketing Not Qualified Bad Contact Info Went Silent Contacted Open Qualified Not Qualified
- 17. Leads Demo
- 19. Opportunity Management – What is it? A process that allows us to measure revenue projections and revenue recognition Opportunity Stages Close Date Probability Amount
- 20. Things to Consider Ideal number of Sales Stages KPI Opportunity Activities
- 21. Less is More Why Stages? – Tie into pipeline and forecasting – Controlled with four fields • Stage • Probability • Forecast Category • Close Date 5 to 8 Stages 0 Probability is not a stage Prospect Demo Trial Proposal Negotiation Closed/Won Closed/Lost
- 22. Stages and Forecasting Stage Probability Forecast Category Prospecting 10% Omitted Demo 20% Pipeline Trial/POC 50% Pipeline Proposal 75% Best Case Negotiation 90% Commit Closed/Won 100% Closed Closed/Lost 0% Omitted