Create Enablement Programs in Salesforce
Learning Objectives
After completing this unit, you’ll be able to:
- Identify the features in Salesforce for creating enablement programs.
- Explain how a program template can help you get started quickly.
Tools for Creating Programs
At Cloud Kicks, sales manager Jose Figueroa is excited to learn that the Enablement add-on license gives his company the tools they need to build, share, and monitor enablement programs that drive business outcomes—directly in Salesforce. Cloud Kicks already uses Sales Cloud to manage its CRM strategy and can now extend those resources to level up its sales rep enablement experience.
Program Types
You can create programs for the following audiences and environments.
- Sales programs in Lightning Experience
- Partner programs (also called Partner Tracks) in an Experience Cloud site that you use for partner relationship management (PRM)
The option to create partner programs is available only if your company also has a PRM add-on license.
Permissions
The Enablement add-on license includes permission set groups, default permission sets, and user permissions that a Salesforce admin assigns to users based on their role. To learn more about what’s included in each permission set group or default permission set, see the Salesforce Help topic, Enablement Permission Set Groups, Permission Sets, and Permissions.
At Cloud Kicks, Jose is a sales manager, but needs the Enablement Admin permission set group to manage enablement programs. Candace Evans, a sales rep, needs the Enablement User permission set group so that she can access programs assigned to her.
Setup
A Salesforce admin can use the Enablement Settings page or Partner Enablement Settings page in Setup to assign the permissions and configure other required settings.
If your org previously used enablement sites (formerly myTrailhead), Setup also includes the Enablement Sites (myTrailhead) entry, but its pages don’t apply to Enablement.
Features
The Enablement add-on license adds these tools to Salesforce.
- Programs that assemble specific, measurable goals and related content into records that an admin can assign to users such as sales reps or partners.
- Milestones that define the measurable, incremental goals that users complete during a program.
- An outcome that corresponds to the measurable revenue metric that you want the program to improve, such as the number of deals won. You can toggle whether a program defines a formal outcome.
- Measures that specify the criteria for satisfying milestones and the outcome.
- Exercises that reference specific pieces of content that users complete in a program.
- Analytics that track program performance.
Let’s review each feature in a little more detail. (You learn about milestones, outcomes, measures, and exercises in the next unit, and you learn about analytics in the final unit.)
Programs
In Lightning Experience, search for Programs from App Launcher to open the Enablement Programs page. An Enablement admin can view all programs that have been created in the org, and an Enablement user can view all the programs that are available to them.
For partner programs in Experience Cloud sites, partner users access programs from site pages instead. You learn about the partner experience in the final unit.
Program Builder
An Enablement admin can create programs using Program Builder, an app which lets you easily put together programs.
In Program Builder, specify program information such as title, description, and its specific, measurable outcome (1). Drag program items such as exercise types and milestones (2) onto the canvas (3). Select the content to associate with each exercise and the measures to associate with milestones and outcomes. Create logical groupings of exercises and milestones with sections, which users can expand and collapse when they take the program.
If you’re creating a Partner Enablement program for an Experience Cloud site, you also select the site where you want to publish the program.
Program Templates
As mentioned earlier in this module, enablement programs can be complex and involve a significant amount of content and detailed metrics. To help you get started with sales programs quickly, Enablement offers several program templates, each providing a set of exercises and milestones that target specific outcomes related to a particular sales discipline.
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Build a Strong Pipeline, where the outcome measures the dollar amount built in the pipeline.
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Get Started as a BDR, where the outcome measures the number of deals qualified for a business development representative (BDR).
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Get Started as a CSM, where the outcome measures product implementations for a customer success manager (CSM).
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Get Started as an AE, where the outcome measures the number of deals won for an account executive (AE).
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Get Started as an SE, where the outcome measures the number of deals won for a systems engineer (SE).
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Increase Deal Size, where the outcome measures the monetary value of deals won.
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Sell a New Product, where the outcome measures the number of deals won related to a new product launch.
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Win More Opportunities, where the outcome measures the number of deals won.
Program templates are available only for sales programs in Lightning Experience and not for partner programs in Experience Cloud sites.
Templates include placeholders for suggested exercises and milestones. You can preview each template’s placeholder exercises, milestones, and outcome before selecting the template that you want to use. To save and publish a program from a template, an Enablement admin must ensure that all placeholders reference specific content or measures that are appropriate for your company.
At Cloud Kicks, since Jose was trying to improve Ramp Time for new sales reps, he might choose the BDR Onboarding template to get started with his program more quickly.
In the next unit, see how to fill out a program template (or populate a blank program) with a specific outcome, incremental milestones, and exercises with supporting content.