Post on 28-Nov-2014
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Salesforce Fundamentals: Strategy for Opportunity Management Deepa Patel, Halak Consulting, LLC, President @halakconsulting Maria Belli, CASE Partners, Inc, Senior Salesforce Consultant @JustAGirlyGeek Shell Black, Shell Black, LLC, President @Shell_Black Bryan Boroughf, MondayCall, Senior Account Manager @BryanBoroughf
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Deepa Patel Halak Consulting, LLC
@halakconsulting
All about Halak Consulting, LLC
Halak Consulting LLC a Salesforce partner. We have been helping firms identify problem areas and propose solutions that meet the firm’s requirements for the last 10 years.
We work with clients to define their business goals, analyze current business infrastructure and identify nonexistent business processes.
We focus only on Salesforce.com software services
Silicon Valley User group co-leader, run Process & Strategy and Salesforce Certification Study Group on Success Community
Visit Us – www.halakconsulting.com
www.linkedin.com/in/deepapatelhalakconsulting/
Target audience for this session: I'm not using this area of Salesforce today and want to learn more
I am using this area of Salesforce today, but want to pick up some tips or confirm "I'm doing it right”
Functional Roles: Sales & System Administrators
Opportunity Management – What is it? A process that allows us to measure revenue projections and revenue recognition
Why do you need to track Projections? • An insight as to where you are in your sales process and how
long you have been there.
• An insight as to what you can expect to close in the next four quarters and what are your chances of getting that business.
How do you track Revenue Recognition? • Score cards and reports that give you an idea how much you
have closed
Opportunity Management – How?
How do we do this in Salesforce?
Opportunity Stages
Probability
Forecast Categories
Close Date
Opportunity Management – How?
Opportunity Stages • Different stages of a customer’s buying process. This is tied to
your selling process Probability
• What is the percentage of the opportunity closing based on where you are in the sales process
How do we do this in Salesforce?
Forecast Category • Set of options that determines the certainty of realizing revenue
Closed Date • Date when the deal will be materialized
Opportunity Management – How?
Sales Process Prospect Follow up with Prospect for further discovery
After discovery do a product demo to customer Demo
POC to show benefits Trial
Provide with a Pricing Proposal or a Quote Proposal
Negotiate final terms and conditions Negotiation
Closed/Won Sign and Close Business
Closed/Lost Lost Business Give a Reason why this opportunity is Lost
Opportunity Management – How?
How are Stages connected with Forecasting?
Stage Probability Forecast Category Prospecting 10% Omitted Demo Completed 20% Pipeline Trial/POC 50% Pipeline Proposal/Price Quote 75% Best Case Negotiation/Review 90% Commit Closed Won 100% Closed Closed Lost 0% Omitted
Opportunity Management – Revenue Projection (Pipeline)
Quota Closed Commit Best Case Pipeline
Quarter 4 - 2013 $250,000 $135,000 $10,000 $20,000 $150,000
Quarter 1 - 2014 $250,000 $0 $5,000 $60,000 $220,000
Quarter 2 - 2014 $250,000 $0 $0 $50,000 $230,000
Quarter 3 - 2014 $250,000 $0 $0 $0 $130,000
Total: 4 Quarters $1,000,000 $135,000 $15,000 $130,000 $730,000
James Dean Forecast
Opportunity Management
Why is this easy to adopt and use?
Amount
Opportunity Stage
Close Date
Bryan Boroughf MondayCall @BryanBoroughf
All about MondayCall Solutions
At MondayCall, we help Salesforce customers, from SMB to mid-market to Fortune 500, make the most value from their investment .
Based in San Francisco and founded in 2009
Over 300 customers in a variety of industries across the country
Full range of services entirely focused on the Salesforce platform
Average: 9.5/10 customer sat rating
Shell Black President, ShellBlack.com, LLC @Shell_Black
All about ShellBlack.com
ShellBlack.com, LLC is a Cloud Alliance Partner in Dallas TX helping companies maximize their CRM investment through elegant solutions leveraging Salesforce.com
Strictly Salesforce – our single focus results in deep domain expertise
Proven Process – fine tuned over a hundreds of projects
Community contribution – two Salesforce User Group leaders and a Salesforce MVP
Visit us online at www.ShellBlack.com
Approval Processes • An Approval Process allows a record (in this case an
Opportunity) to be routed based on rules to one or more users
• Approvals are logged for accountability (e.g. my discount was approved by my boss!)
• Records can be approved by email or on a mobile phone
Milestones Milestones custom fields (combined with Validation Rules) on an Opportunity help ensure sales reps are capturing the right information and not skipping steps in your sales process
Maria Belli CASE Partners, Inc. @JustAGirlyGeek
All about CASE Partners, Inc.
CASE Partners, Inc. is a Salesforce partner celebrating 20 years as an IT consulting firm that specializes in maximizing the capabilities of Salesforce through innovative configuration, workflow, and integration solutions
Highly skilled staff of certified Salesforce administrators and developers
Specializing in advanced web and application integration services
Broad industry experience: Financial Services, Insurance, Manufacturing, Healthcare, Non-Profit, and more
Organizers and leaders of the Connecticut Salesforce Developers’ User Group
Visit us online at www.casepartners.com
Deepa Patel
President @halakconsulting
Shell Black
President @Shell Black
Maria Belli Bryan Boroughf
Senior Salesforce Consultant @JustAGirlyGeek
Senior Account Manager @BryanBoroughf
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