Podcast
Questions and Answers
What is the main challenge faced by Ursa Major Solar in onboarding new sales reps?
What is the main challenge faced by Ursa Major Solar in onboarding new sales reps?
- The new sales reps do not have selling experience
- The new sales reps are not familiar with the sales processes at Ursa Major Solar (correct)
- The existing sales team is not willing to help the new sales reps
- The company does not have a well-defined sales process
What is the name of the feature in Salesforce that helps sales reps adopt the company's sales processes?
What is the name of the feature in Salesforce that helps sales reps adopt the company's sales processes?
- Sales Cycle
- Sales Funnel
- Sales Path (correct)
- Sales Stage
What is the benefit of using Sales Path according to Maria?
What is the benefit of using Sales Path according to Maria?
- It reduces the workload of sales managers
- It automates the entire sales process
- It helps sales reps qualify leads and close deals more efficiently (correct)
- It provides real-time analytics on sales performance
What is a visual representation of the stages required for working through a sales process called in Salesforce?
What is a visual representation of the stages required for working through a sales process called in Salesforce?
What types of records does Maria maintain for leads?
What types of records does Maria maintain for leads?
Why does Maria want to create two paths for her sales teams?
Why does Maria want to create two paths for her sales teams?
What is Maria's role in Ursa Major Solar?
What is Maria's role in Ursa Major Solar?
What else does Maria administer in addition to sales features in Salesforce?
What else does Maria administer in addition to sales features in Salesforce?
What was Maria trying to achieve by speaking with Lincoln?
What was Maria trying to achieve by speaking with Lincoln?
What was the outcome of Maria's conversation with Lincoln?
What was the outcome of Maria's conversation with Lincoln?
What is the purpose of adding fields in Path?
What is the purpose of adding fields in Path?
What do sales reps see in the lead workspace?
What do sales reps see in the lead workspace?
What is the benefit of using Path?
What is the benefit of using Path?
What is the result of Maria setting up a path for leads?
What is the result of Maria setting up a path for leads?
Why is it important to get guidance from the sales operations manager?
Why is it important to get guidance from the sales operations manager?
What do Maria and Lincoln's partnership achieve?
What do Maria and Lincoln's partnership achieve?
Study Notes
Onboarding Sales Reps Quickly
- Onboarding sales reps quickly can be a challenge because every company has its own sales process.
Ursa Major Solar Example
- Ursa Major Solar has a few sales reps who can sell well, but the company is growing and needs help.
- They hired two new reps, Erin and Lance, who have decent selling experience already, but are not familiar with the sales processes at Ursa Major.
Sales Path Feature in Salesforce
- Salesforce includes a feature called Sales Path that helps reps adopt the company's sales processes.
- Sales Path is available for working leads and opportunities.
Benefits of Sales Path
- Sales Path guides sales reps to sell the way the company's sales managers want.
- It helps reps qualify leads and close deals from anywhere and with fewer delays.
What Makes Up a Path in Salesforce
- A path gives reps a visual representation of the stages required for working through a sales process.
- Paths can include stages, fields, and guidance for success.
Creating Paths for Different Record Types
- Maria, the Salesforce admin, can create two paths for leads: one for solar energy systems sales and one for service plans.
- Qualifying leads for solar energy system sales is different from qualifying leads for service plans.
Collaborating with Sales Management
- Maria pulls in the sales manager, Lincoln, to get guidance on the company's sales processes.
- Lincoln explains the five steps in their sales processes, and Maria takes notes on the steps for the two paths she plans to create.
Setting Up a Path in Salesforce
- Maria sets up a path for leads, which appears in the lead workspace with the stages and guidance provided.
- Reps mark each stage complete when they're ready to move on to the next.
- The path helps reps focus on only the fields that matter most to sales managers.
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Description
This unit focuses on how to onboard new sales reps quickly and efficiently, ensuring they adopt the company's sales processes. It uses the example of a solar energy company, Ursa Major Solar, to illustrate the challenges of onboarding new reps.
