Selling with Sales Cloud Specialist

Note

Before you begin the challenges, please review the Selling With Sales Cloud Specialist: Trailhead Challenge Help knowledge article.

This superbadge reflects the sales representative persona and by completing it, Trailblazers are demonstrating their selling with Sales Cloud skills.

When reviewing the scenario, take special note of your role in the Use Case section below (as Ursa Major’s regional sales rep for North America). While automation or data loading could solve for some of the requirements presented, please remember the role of regional sales rep (not Salesforce Administrator, Developer, or Sales Cloud Consultant). As we discussed in the Knowledge Article, the requirements are designed to be real challenges faced by sales reps in the field.

Review Superbadge Challenge Help for information about the Salesforce Certification Program information and Superbadge Code of Conduct.

Use Case

Ursa Major Solar, an international solar panel manufacturer and service provider, has recently acquired regional firm SouthernSolar and, with it, its largely unorganized records. As Ursa Major’s regional sales rep for North America, you’ve been tasked with reviewing SouthernSolar’s data, entering it into Ursa Major’s Salesforce instance, and ensuring that the new team members have the tools, knowledge, and information necessary to support their adoption of the new system. Note: In the future, Ursa Major's Salesforce system administrator may add automation, but for now all these steps are manual.

Your first step is to consolidate the data from the two companies into Ursa Major’s Salesforce org, and then clean it up to ensure that there are no duplicates and all updated records fit within Ursa Major's established sales process, record hierarchy, and internal processes.

Prior to the acquisition, SouthernSolar’s sales team had no centralized system for its records, but instead tracked the individual deals, accounts, contacts, and so forth, in whatever system they were comfortable. For many, it was Excel sheets, email folders, and an online calendar, while others relied on hand-written notes, strategically placed sticky notes, and Rolodexes.

There is likely some overlap in data, both between SouthernSolar's own records and with the existing records in Ursa Major's org. You’ve compiled the following list of records from the various SouthernSolar staff members and must now ensure you enter all this information correctly. Be sure to search for existing records before creating new ones to avoid creating duplicates.

Key Stakeholders

• Solange Pereira (CEO)
• Weimar Williams (data analyst)
• James August (sales quality specialist)
• Byanca Gallagher (sales representative)

Standard Objects

Ursa Major Solar uses these standard objects.

• Lead—Prospect who is possibly interested in a Ursa Major Solar product or service
• Account—Customer who purchases from Ursa Major Solar
• Contact—Prospective and existing customer contacts of Ursa Major Solar
• Product—An item sold by Ursa Major Solar
• Price Book—A catalog of items sold by Ursa Major Solar and their prices
• Opportunity—Pending Sale with a prospective or existing customer
• Opportunity Contact Role—An individual at a customer who has a key role on an Opportunity
• Quote—A price quote for a pending sales
• Contract—A signed agreement between a customer and Ursa Major Solar

Business Requirements

Ursa Major Solar Sales Processes

Ursa Major Solar is a lean mean selling machine. Its processes are well thought out and already configured in Salesforce. Ursa Major only wants qualified Leads converting to Accounts with Opportunities. If an Account does not already exist, then an eventual Lead must meet the following criteria for conversion:

• Close date within 12 months
• Deal amount entered
• Point of Contact identified, phone, email

Sales Path Stages

1. Qualified
2. On-Site Evaluation
3. Quote Generation
4. Quote Approved
5. Negotiation
6. Signing
7. Closed Won
8. Closed Lost

Additional Sales Process Conventions and Requirements

Ursa Major Solar salespeople perform on-site evaluations early in the sales process. Once they schedule these evaluations, each sales rep creates a Chatter post on the Opportunity record mentioning the On Site Evaluations group, entering the date and time of the evaluation, and adds a related event to the Demo public calendar with the subject: "On-site evaluation for", followed by the respective account name.

Important note: To complete this superbadge you will need to create Chatter posts on account records as well, but the requirement will be a little different.

When an Opportunity reaches the Quote Generation stage, sales reps create a new Quote on the Opportunity and then generate the Quote PDF and save the Quote to the Opportunity record.

When an Opportunity enters the Negotiation stage, sales reps must mark complete the task titled "Send Term Sheet for Signature," which was automatically created on the Opportunity.

When an Opportunity enters the Signing Stage, sales reps create a new Contract linked to the Opportunity, Account, and Contact. The rep must then submit the Contract for approval.

When an Opportunity is Won, sales reps send an email to the billing department using the Notification of Signed Contract email template (we aren't going to check the billing department email address, so feel free to use any email address you like).

Current Customers and Points of Contact

A sales manager from SouthernSolar hands you a paper printout of current businesses that are customers of SouthernSolar and their primary points of contact. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org. If the customer Notes indicate maintenance needed, schedule a Task to follow up on maintenance on the date indicated. If the Notes indicate other helpful information, share this on the Account record in a Chatter post.

For phone numbers, please use the standard Phone field.

Note: scroll left and right to see all the columns in the table.

Download this table as a CSV file.

Currently Pending Deals and Potential Future Deals

The SouthernSolar sales team is excited about existing deals and potential future sales. Below is a list that the sales reps at SouthernSolar have reported to Ursa Major. Make sure you enter the data properly in Ursa Major Solar's existing Salesforce org and according to Lead Qualification standards.

Note for quotes: taxes and shipping costs vary by location. To avoid introducing an extra layer of complexity, please use 10% of the total price for the tax value, and use a flat fee of $250 for shipping and handling.

Note: scroll left and right to see all the columns in the table.

Download this table as a CSV file.

Miscellaneous People: Business Cards

A sales assistant at SouthernSolar gives you this list of miscellaneous people in the form of a stack of business cards. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org. Take note that Harry Hawker with Solar Resale Solutions is a distributor--make sure this record is owned by the Distributor/Wholesale Team.

Sticky Note

The receptionist at the front desk hands you a sticky note. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org.

Your Phone Rings

"Hi, it's John at the front desk. Got a couple messages for you over lunch to pass along, let me know when you're ready. All set? OK.

First, from management: They’re doing a little “balancing” to the sales pipelines now that Ursa Major and SouthernSolar have combined their data. The Daily Bakery deal has been assigned to you and marked “Closed Won”. The Long John’s Socks deal has been assigned to you and updated to 75% probability to close. And, the Enerplus deal has been assigned to you; it should be updated to “Quote Approved” and, because it’s a distributor deal it should be marked 80% to close. We really like that we now have a separate price book for distributor deals!

And here’s some great news, Polly from Fiberwear wants to move forward with the deal (she mentioned $100,000!) for six months from now.

Someone named Mannon Mirth — I couldn't quite understand the company's name — asked if you could please create another quote, a bigger quote, for the product named Installation Industrial — High, using the same opportunity. For this new quote, the quantity is going to be 10 instead of 1. He mentioned he was promised a 5% discount for this quote, so please make the adjustments accordingly. Oh, before I forget, please keep the original quote as it is, because he wants to compare them.

Alright, last thing. Sally Helios called for you, but I found two contacts that seem like they match that info so I wasn’t sure where to log it. Can you please de-duplicate those records appropriately and add a note that she called today and was hoping for a call back? (And then call them back, please.)

And thanks, that’s it! Hope your first week is going well!”

Reports

It’s a good thing you have all the data cleaned up and entered! The CEO, Solange Pereira, has requested a bunch of reports that show her an overview of both the Eastern Sales Team and Western Sales Team. Create the following reports as requested. Name the reports as indicated, such as 12 Month Pipeline.

• 12 Month Pipeline — This is a report on the pipeline forecast for each team for the current quarter and next three quarters, with estimated revenue summarized by quarter.
• Pipeline Type — This is a report comparing pipeline deals for existing customers and deals for new customers, for the current quarter and next three quarters.
• Pipeline Products — This is a report summarizing the price of products grouped by Product Name in the pipeline, for the current quarter and next three quarters.
• Sales Rep Scoreboard — This is a report ranking reps by Closed Won revenue for the Current Fiscal Year.
• Closed Won by Month — This is a report showing the number of opportunities set to the Closed Won stage per month.
• Activities To Close — This is a report showing the number of activities on Closed/Won opportunities grouped by Fiscal Quarter.