After many weeks of meetings capturing requirements and late nights configuring Salesforce, you’ve implemented some great processes. The configuration is tight, workflows are streamlined, the data was correctly migrated, and the dashboards are stunning. Great job. You’re done – right? Not quite yet. One of the most cited reasons why CRM implementations fail is that…
You’re a new sales rep and marketing just assigned you a 1,000 leads in your territory. The VP of Sales walks past your cube, gives you a slap on the back and says, “go get ’em tiger!” Where do you start? The concept behind a Lead Score is simple – use data to quickly determine…
In this episode of ShellBlack Whiteboard we discuss Quote Templates. We start by providing a few use cases where you might want to create a library of Quote Templates for your Users, and then discuss some of their limitations. Shell provides an overview of the page layout components that make a Quote Template and how…
In this episode of ShellBlack Whiteboard we look at Quotes and how they are used in conjunction with Opportunities and Products. Quotes can be thought of as a “presentation layer” of an Opportunity in that a User can create a PDF of the Quote and email it to a Contact straight from Salesforce. Shell covers…
In this episode of ShellBlack Whiteboard we look at the two types of Product Schedules: Product Schedules and Revenue Schedules. These schedules are sets of dates that differ from the Opportunity Close Date. In the case of Product Schedules, it’s the date you shipped, fulfilled or delivered a specific product, or in the case of…
In this ShellBlack Whiteboard episode we dive into Opportunity Products and Pricebooks. Shell starts by defining what can be a product (a physical item or a service) and that when Products are added to an Opportunity they start calculating and driving the Opportunity Amount field. He then goes over the standard fields on Products and…
In this final segment on Salesforce Opportunities, Shell dives into two related lists: Stage History and Contact Roles. He goes over what is tracked in Stage History (Stage, Amount, Probability, and Close Date), and how you can use this information to see how an Opportunity has been progressing through the sales process (or not!). He…
In this installment on our series on Salesforce Opportunities, Shell dives into Opportunity reporting – a common task for Salesforce Administrators and folks in Sales Operations. First he looks at some of the unique fields that we have available with Opportunity Reporting such as Stage Duration and Age. Then Shell gives some tips about how…
In this second installment on our series on Salesforce Opportunities, Shell discusses how to create a Sales Process. Using an example Sales Process, Shell discusses the required fields Stage, Probability and Forecast Category and provides some best practices on defining your Opportunity Stages. He then goes into what is considered an “Open” or “Closed” Opportunity…
In this first installment on our series on Salesforce Opportunities, Shell dives in and explains what is an Opportunity, how they are used and where they fit in the database. He goes over the key fields on Opportunities such as Amount, Close Date, Stage, Probability, plus others. Shell then covers the importance of having a…