Salesforce Implementation in a Large Company — Part 3
In part 1 and 2, we discussed the important steps for implementing Salesforce in a big company:
Stage 1 - Initial configuration and customization;
Stage 2 - Data and user import;
Stage 3 - Internal Processes;
Stage 4 - HR automation “Employee comfort”.
In this part we talk about
Stage 5 - Sales;
Stage 6 - Personal accounts.
Stage 1 - Initial configuration and customization;
Stage 2 - Data and user import;
Stage 3 - Internal Processes;
Stage 4 - HR automation “Employee comfort”.
In this part we talk about
Stage 5 - Sales;
Stage 6 - Personal accounts.
Roadmap for implementing Salesforce in an Enterprise
Stage 5 - Internal Processes
Money is the lifeblood of business
Selling to customers is the main goal of all commercial companies. When building a unified information system for a large company, the topic of sales does not immediately arise.
But why is that? After all, Salesforce is positioned as a CRM system, a sales tool, with many ready-made features for working with clients.
First, a 150-person company always has sales and customer service processes. They may not be optimal, but they exist. Sales is not the main pain, this is not why the unified system is introduced.
Second, these processes are almost always quite complex. There are many types of contracts, special wholesale prices, the ability to make deferred payments, project sales, claims. Salesforce CRM is not suitable for this “out of the box”.
For Salesforce to be a useful sales tool in a big company, the system must be adapted to the company’s processes. This could include the creation of a dealer management unit, management reports, control of accounts receivable, and analytics of the work of the sales department employees.
This is exactly what Stage 5 “Sales” is about.
But why is that? After all, Salesforce is positioned as a CRM system, a sales tool, with many ready-made features for working with clients.
First, a 150-person company always has sales and customer service processes. They may not be optimal, but they exist. Sales is not the main pain, this is not why the unified system is introduced.
Second, these processes are almost always quite complex. There are many types of contracts, special wholesale prices, the ability to make deferred payments, project sales, claims. Salesforce CRM is not suitable for this “out of the box”.
For Salesforce to be a useful sales tool in a big company, the system must be adapted to the company’s processes. This could include the creation of a dealer management unit, management reports, control of accounts receivable, and analytics of the work of the sales department employees.
This is exactly what Stage 5 “Sales” is about.
Questions for Stage 5
— What CRM is currently being used?
— How are customer requests registered in it?
— How are sales analytics in the context of advertising channels carried out?
— How are customer requests registered in it?
— How are sales analytics in the context of advertising channels carried out?
For example, one client could have
— legal entities;
— contact persons;
— consignees.
— legal entities;
— contact persons;
— consignees.
Responses depend on different stages of deals or different requests
If yes, what are the most pressing issues in network management:
— Marketing, collection, and transfer of leads to dealers;
— Control of the sales process (stages, standards, response rate, checklists);
— Online catalogue of goods with dealers and client prices and availability in warehouses;
— Dealers’ purchases from manufacturers;
— Shipment and logistics.
— Marketing, collection, and transfer of leads to dealers;
— Control of the sales process (stages, standards, response rate, checklists);
— Online catalogue of goods with dealers and client prices and availability in warehouses;
— Dealers’ purchases from manufacturers;
— Shipment and logistics.
To store the contacts is very important for promotions, campaigns, sales analytics, and process improvement
For example:
— Microsoft Power BI;
— MS Dynamics;
— A custom system;
— If such a system doesn’t exist, Salesforce can be used for this purpose.
— Microsoft Power BI;
— MS Dynamics;
— A custom system;
— If such a system doesn’t exist, Salesforce can be used for this purpose.
And what should be included in the top manager's dashboard?
— Where are the limits of Overdue Accounts Receivables according to the types of counter-parties defined?
— What are the rules for stopping shipments, and rules for registering problems with legal services?
— What are the rules for stopping shipments, and rules for registering problems with legal services?
Results of the fifth stage
- After implementing Salesforce for the sales department, it should be able to handle all the processes of the sales department without exception.
- Managing sales to dealers becomes a lot easier.
- Middle managers and top managers receive up-to-date analytics on performance.
- Quality control over accounts receivable improves significantly.
- Sales personnel carry out all their work in Salesforce.
Resources
Assessing the required resources for the “Sales” stage of the implementation requires consultation with the sales department and analysis of their processes.
1
IT service
2
Sales department
3
Key Managers
4
Salesforce Implementation company
Stage 6 — Personal accounts
Creating online personal accounts for solving business problems completes the 6 major steps of the Salesforce implementation process. These accounts connect employees, managers, clients and dealers in a single information space.
Personal accounts are integrated with the company's business processes and make work in general a lot faster and better.
Personal accounts are integrated with the company's business processes and make work in general a lot faster and better.
Questions before the sixth stage of Salesforce implementation for Enterprises
The functions of each client, partner or distributor account are related to the processes of the company. RIBERATEC has extensive experience in implementing personal accounts. We have created personal accounts for several industries - pharma, construction, sports and fitness, hotel and tourism, etc, and know what features they need.
We also understand that companies have specificities and features that are unique to them, which must be taken into account when implementing a unified information system. For example, the sequence of events for opening an outlet.
The project manager should choose 3-5 types of business users or partners, with whom working has the most challenges: bureaucracy, problems, complaints, low speed and inefficiency.
You need to understand how the processes are implemented currently and what kinds of personal accounts are needed
We also understand that companies have specificities and features that are unique to them, which must be taken into account when implementing a unified information system. For example, the sequence of events for opening an outlet.
The project manager should choose 3-5 types of business users or partners, with whom working has the most challenges: bureaucracy, problems, complaints, low speed and inefficiency.
You need to understand how the processes are implemented currently and what kinds of personal accounts are needed
Results of the sixth stage
Expected results of the stage of launching personal accounts:
- Communication with “non- employees” of the company is woven into Salesforce: dealers, contractors, clients, distributors, partners .
- All the business processes of the company are carried out in Salesforce.
- It is easy for managers to track correspondence, requests, and complaints from dealers, contractors and partners.
- The speed of communications in all directions increases due to convenient personal accounts.
- Contractors, dealers, partners, and employees are all pleased with the unified system.
Resources
Assessment of resources for the final stage of “Personal Accounts” of Salesforce implementation for enterprises requires elaboration of the nuances of the processes.
1
IT service
2
Partner and dealer sales department
3
Legal department
4
Accounting department
5
Salesforce Implementation company
Salesforce Design customization to suit brand image
The CRM is part of a company’s image. A big company needs a unified information system that matches its style and brand book.
A typical composition of work on adapting the design of an Salesforce unified information system looks like this:
Depending on the specific tasks, special sections are sometimes added and branded.
A typical composition of work on adapting the design of an Salesforce unified information system looks like this:
- Uploading the company logo, Selecting a colour palette.
- Designing the login page.
- Designing the welcome page for new employees.
- Branding of “Company Information”, “Our Life” sections.
- Developing a pack of "corporate background images" in the company’s colour palette.
Depending on the specific tasks, special sections are sometimes added and branded.
Project management. Terms and cost
The roadmap described in the article is the basis for a specific implementation project. In real tasks, the project plan is adapted to the priorities of each Customer. Therefore, the first step is pre-project analysis.
The purpose of the analysis is to capture the requirements for specific stages and detailed planning of the first stage. You will receive a roadmap for your project with time, cost and resource estimations.
The pre-project analysis costs from $5000 and lasts for 3 weeks.
Our experts will collect information from key managers and prepare an implementation plan, and then present it to you.
We study your requirements carefully, so as to give thoughtful and responsible assessments, and to fully understand the scale of your tasks.
Each stage takes an average of 2 months, but the cost depends on the answers to the questions for each stage.
The purpose of the analysis is to capture the requirements for specific stages and detailed planning of the first stage. You will receive a roadmap for your project with time, cost and resource estimations.
The pre-project analysis costs from $5000 and lasts for 3 weeks.
Our experts will collect information from key managers and prepare an implementation plan, and then present it to you.
We study your requirements carefully, so as to give thoughtful and responsible assessments, and to fully understand the scale of your tasks.
Each stage takes an average of 2 months, but the cost depends on the answers to the questions for each stage.
Summary
Implementing a Salesforce unified information system in an Enterprise brings the following benefits:
- reduction in the number of programs used by employees, leading to higher efficiency and productivity;
- reduced paperwork;
- creation of a unified information base;
- increased efficiency in all areas of work through integration with corporate software;
- happier employees, managers, and leaders
You can find the full roadmap for implementing Salesforce in a Enterprise here: