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Module 1: Strategy and Solution Design
Customer requirements analysis and solution design in Sales Cloud
⏱️ Estimated reading time: 30 minutes
Chapter 1: The Lead-to-Cash Lifecycle
The consultant must master the standard data flow. Do not reinvent the wheel; use standard objects in their logical order.
The Sacred Flow:
1. Campaign: Marketing generates interest.
2. Lead: An interested individual (unqualified).
3. Account/Contact: Lead converts into a real company and person.
4. Opportunity: There is a sales possibility.
5. Quote: A formal proposal is sent.
6. Order: Customer accepts and order is processed.
The Sacred Flow:
1. Campaign: Marketing generates interest.
2. Lead: An interested individual (unqualified).
3. Account/Contact: Lead converts into a real company and person.
4. Opportunity: There is a sales possibility.
5. Quote: A formal proposal is sent.
6. Order: Customer accepts and order is processed.
🎯 Key Points
- ✓ Order: Campaign -> Lead -> Account/Contact/Opportunity -> Quote -> Order.
- ✓ Never use Custom Objects if a Standard Object exists for that function.
Chapter 2: Business Metrics and KPIs
You must translate business requirements into technical reports.
Critical KPIs:
- Lead Conversion Rate: % of Leads converting to Opportunities.
- Win Rate: % of Opportunities won vs total closed.
- Sales Cycle Time: Average days from Lead creation to Closed Won.
Critical KPIs:
- Lead Conversion Rate: % of Leads converting to Opportunities.
- Win Rate: % of Opportunities won vs total closed.
- Sales Cycle Time: Average days from Lead creation to Closed Won.
🎯 Key Points
- ✓ Matrix reports and dashboards are key for executives.
- ✓ To measure 'time taken', use formula fields or 'Stage History'.
Chapter 3: Global Solution Design
Multi-Currency:
Allows pricing in one currency and billing in another.
- Corporate Currency: Base currency for reporting.
- User Currency: Currency seen by the sales rep.
Advanced Currency Management:
Allows using Dated Exchange Rates. Vital for closing past opportunities with the exchange rate *at that time*, not the current one.
Allows pricing in one currency and billing in another.
- Corporate Currency: Base currency for reporting.
- User Currency: Currency seen by the sales rep.
Advanced Currency Management:
Allows using Dated Exchange Rates. Vital for closing past opportunities with the exchange rate *at that time*, not the current one.
🎯 Key Points
- ✓ Dated Exchange Rates only work on Opportunities.
- ✓ Once Multi-currency is enabled, it cannot be disabled.