Migration to Salesforce:
records types & sales processes
records types & sales processes
The reasons to migrate from one CRM to another may be very different: with the business growth, the company outgrew its CRM, unsatisfactory system performance, limited integration and data loss. Sometimes companies also want to switch to a new CRM system because of operating costs and ease of use. Regardless of the reason, migration from one CRM system to another is a complex task and often comes with many challenges. But one CRM platform that gives businesses an absolute advantage over others is Salesforce.
There are certain rules for migrating from one system to another. If they are followed, it is possible to move a business to a new platform without interfering with or pausing work. It is important to keep not only the deals themselves, but also the history of the customer relationship and much more.
In this article, we talk about how we helped to migrate our client, a cooling equipment plant, to Salesforce. Let's focus on a key aspect —the sales process.
There are certain rules for migrating from one system to another. If they are followed, it is possible to move a business to a new platform without interfering with or pausing work. It is important to keep not only the deals themselves, but also the history of the customer relationship and much more.
In this article, we talk about how we helped to migrate our client, a cooling equipment plant, to Salesforce. Let's focus on a key aspect —the sales process.
Organization of processes in a legacy system
Besides the production and sale of cooling equipment, our customer offers support and maintenance of sold equipment and also works with claims. Thus, three sales funnels were configured in the old CRM system: Sales, Service, Claims. By the way, for more information about how leads and deals can be distributed among sales agents based on certain rules, see our article ‘Territory Management’.
All the leads went into the Common Deal Funnel. But there were different types of Deals for the customer.
All the leads went into the Common Deal Funnel. But there were different types of Deals for the customer.
We implemented the Automatic transfer of deals from one sales pipeline to another. The trigger for this move is the transition of the deal to a certain stage.
We also configured access rights to the different funnel types. It limited the ability to view and edit data for "competitive" departments of the company.
We also configured access rights to the different funnel types. It limited the ability to view and edit data for "competitive" departments of the company.
Transferring rules and setting up record types in Salesforce
It was important to automatically migrate from the old CRM to Salesforce, while maintaining the rules of working in different sales funnels, without duplicating them or doing extra work.
Below are a few screenshots of how we set up the sales processes in Salesforce, taking into account the " company rules for working in CRM".
Below are a few screenshots of how we set up the sales processes in Salesforce, taking into account the " company rules for working in CRM".
- In the settings we find the "Sales Processes" section.
- Select the tab - and create a new process
- Fill in necessary fields
- Set up Opportunity stages
- Done. We've created a standard sales process. In the future we'll use this element for typical sales operations.
Using this element, we configured several Opportunity Record Types: Sales, Service and Claims.
- In the settings in the object manager, find the Opportunity entity and go to the Record Types tab
- Create a new record Type, fill in the required fields.
- Done. Created the first record type - Sales.
- Done. Different Record Types are generated in the client's CRM system.
When you try to create a new Opportunity, a window will appear with a choice of the record types created above.
An example of an Opportunity card with the Sales record type is below. In this case, in the details section of Opportunity , the record type will now be listed as Sales.
Once the equipment sale is completed, the opportunity moves to the maintenance funnel, because usually after a successful sale of cooling equipment, the customer may need maintenance.
Automating business processes and configuring the access rights was our next step in this Salesforce implementation case.
Results and conclusions
When a company offers at least two products or services, using one universal sales funnel is inconvenient. In situations where the same customer appears in different funnels, managers can get confused by documentation, analytics, etc. Smart IT tools and setting them up properly can help avoid confusion and errors.
If the company has already used any information systems or has accumulated a large amount of business-critical data, the transition to a new service can be quite time-consuming.
RIBERATEC can help to migrate to Salesforce preserving your data. In addition, we will fine-tune the necessary business processes and functions in accordance with business needs.
If the company has already used any information systems or has accumulated a large amount of business-critical data, the transition to a new service can be quite time-consuming.
RIBERATEC can help to migrate to Salesforce preserving your data. In addition, we will fine-tune the necessary business processes and functions in accordance with business needs.