Case Assignments
Used for Basic - Professional - Master Certifications
SmartFox Technology Case - Selling widgets to Boat Dealers
Professor demonstration
Step #1 - Professor/Admin will set up a Salesforce Org with example student profile before demonstration
1. For demonstration purposes, the professor will create an "example Student profile" within a Salesforce Org by following the three step process of 1) issuing Salesforce Standard license 2) granting the user Salesforce Standard and SmartFox Permissions, and 3) issuing a license of SmartFox Prime from Installed Packages. This process is performed in the Admin Salesforce login within Salesforce Setup (tutorial video is available in the Professor Training Center). Once a "example Student profile" has been created the professor will be able to demonstrate logging into the Salesforce Org as a Sales Rep would do in Salesforce, to create and update their opportunities for a company.
Setting Up a Standard Console User - 2:30 minute video
(a reminder video to help professor setup demo)
(a reminder video to help professor setup demo)
Step #2 - Professor builds a New Opportunity with SmartFox Prime as an example for your students to see prior to case work.
1. Next, the professor will log into the Salesforce Org using the "example Student profile" and share with the class that this profile is a Sales Rep who is responsible for selling Widgets to Boat Manufacturers.
2. Start by adding the Salesforce Opportunities Tab in Salesforce to show the students how to set up their own tabs as shown in (see below Figure 1). Please note: You will need to "pin" your Salesforce view from "Recent" to "All Opportunities" (see below Figure 1) to see all of the pre-built opportunities a company would have with multiple Sales Reps involved.
From here, the professor can click on any of the opportunities to show where Roy Jackson, another Sales Rep (a pre-built example user) stands with his opportunities before you start building new opportunities with the "example Student profile". This shows the student what a true company would experience with multiple Sales Reps with opportunities. Sales Reps have the ability to view other teams opportunities but will not be able to make changes just like a true company would use Salesforce.
1. Next, the professor will log into the Salesforce Org using the "example Student profile" and share with the class that this profile is a Sales Rep who is responsible for selling Widgets to Boat Manufacturers.
2. Start by adding the Salesforce Opportunities Tab in Salesforce to show the students how to set up their own tabs as shown in (see below Figure 1). Please note: You will need to "pin" your Salesforce view from "Recent" to "All Opportunities" (see below Figure 1) to see all of the pre-built opportunities a company would have with multiple Sales Reps involved.
From here, the professor can click on any of the opportunities to show where Roy Jackson, another Sales Rep (a pre-built example user) stands with his opportunities before you start building new opportunities with the "example Student profile". This shows the student what a true company would experience with multiple Sales Reps with opportunities. Sales Reps have the ability to view other teams opportunities but will not be able to make changes just like a true company would use Salesforce.
Figure 1
3. The professor will then demonstrate building a new opportunity by starting a New Opportunity in Salesforce. This can be accomplished once you are in the Opportunities tab in Salesforce and you click on the upper right button called "New".
4. Pick the "Industry 3" as the opportunity record type (see below Figure 2). This is a Sales Process already built within Salesforce which matches how a company may track an opportunity through stages for selling Widgets to a potential new customer.
4. Pick the "Industry 3" as the opportunity record type (see below Figure 2). This is a Sales Process already built within Salesforce which matches how a company may track an opportunity through stages for selling Widgets to a potential new customer.
Figure 2
5. Make the Title Name of the Salesforce Opportunity - “Mako Boats - 2200 Widgets” (see below Figure 3)
6. Pick the boat manufacturer account called - “Mako Boats”
7. Fill in that the opportunity will close in a year (this shows them how they will initially guess to compare to the calculations being created by the AI in SmartFox Prime) and put a dollar amount of $220,000 USD which comes from 2200 Widgets x $100 per widget
8. Save the Opportunity
6. Pick the boat manufacturer account called - “Mako Boats”
7. Fill in that the opportunity will close in a year (this shows them how they will initially guess to compare to the calculations being created by the AI in SmartFox Prime) and put a dollar amount of $220,000 USD which comes from 2200 Widgets x $100 per widget
8. Save the Opportunity
Figure 3
9. Explain the purpose of the SmartFox Prime Opportunity Dashboard and how it’s already made some calculations based on what the professor initially entered without performing any task yet (see below Figure 4). Now, open up SmartFox Prime from the Dashboard by clicking the Open SmartFox Orange button.
Figure 4
10. Start to answer the "Milestones to Move" questions. Explain the purpose of the main “Milestones to Move” feature (the class should already know about this feature from the lessons). Milestones to Move are accomplishments the company wants a Sales Rep to complete at each stage of a sales cycle to bring back results and forecast objective calculations.
11. Answer the mandatory question at the end of Milestones to Move to bring in a Sales Reps thoughts on the SmartFox Prime forecast calculations (see below Figure 5). The goal is to explain the value of the "human element" in Artificial Intelligence/Machine Learning/Forecasting Sales which brings back another layer of probability for a company called “Forecast Value”.
11. Answer the mandatory question at the end of Milestones to Move to bring in a Sales Reps thoughts on the SmartFox Prime forecast calculations (see below Figure 5). The goal is to explain the value of the "human element" in Artificial Intelligence/Machine Learning/Forecasting Sales which brings back another layer of probability for a company called “Forecast Value”.
Figure 5
12. Explain and complete some of the Best Practices, Salesforce Responsibilities, Customer Tracker, and Additional Details features (by now they should understand all of the features if they have had access to Lessons 1 and 2 in the Student Training Center).
13. Save and Close the SmartFox Prime as it will send you back to the Salesforce Opportunity view.
14. Explain what the SmartFox Prime Opportunity Dashboard updates (see below Figure 6)
13. Save and Close the SmartFox Prime as it will send you back to the Salesforce Opportunity view.
14. Explain what the SmartFox Prime Opportunity Dashboard updates (see below Figure 6)
Figure 6
15. Log out of Salesforce as the example Student profile (Salesforce Standard User).
Building New Opportunities with SmartFox Prime Tutorial - 5:00 minute video
(a must watch if missed professor demonstration in class)
(a must watch if missed professor demonstration in class)
This next step is only for professors for initial demonstration; students will not have access to the demonstration Admin environment unless otherwise granted by Professor.
Step #3 - Show and Demonstrate the SmartFox Prime Admin Features
1. Log in with your Salesforce Admin credentials for the Salesforce Org you have spun up for your class. Please note: If you have a password error logging into the Admin, open up a clean "incognito browser" to erase the cache passwords in your internet browser. This will fix your log in issues.
2. Go to the “SmartFox Template” Tab. Click on it. (see below Figure 7). Please note: Be sure to change your view from "Recent" to "All SmartFox Template". If you don't pin this view, you might not see all three pre-built SmartFox Templates (see below Figure 7).
1. Log in with your Salesforce Admin credentials for the Salesforce Org you have spun up for your class. Please note: If you have a password error logging into the Admin, open up a clean "incognito browser" to erase the cache passwords in your internet browser. This will fix your log in issues.
2. Go to the “SmartFox Template” Tab. Click on it. (see below Figure 7). Please note: Be sure to change your view from "Recent" to "All SmartFox Template". If you don't pin this view, you might not see all three pre-built SmartFox Templates (see below Figure 7).
Figure 7
3. Click the “Industry 3” template to show the class the Sales Process that was used by the "example Sale Rep" used in making the Mako Boats - 2200 Widgets opportunity. Explain how the calculations are being made as the Sales Rep performs the Milestones to Move and answers the calculations. (see below Figure 8) This is a great lesson to share with students on how and why managers make decisions using management insight, past success, and future Sales Rep performance.
Figure 8
4. Show the students how the Best Practices, Salesforce Responsibilities, Customer Tracker, and Additional Details features are created.
5. The goal is to go through the different stages to show them how a previous Sales Manager has already made decisions for their Sales Team in the features available. IMPORTANT NOTE: Since you did not originally create Industry #3 template, as a best practice do not adjust the %'s and/or adding additional milestones questions at this point nor click save or save and close. The Professional Certification Case Assignment work will focus on how to design your own industry templates as the Salesforce Admin template owner next.
6. Once you complete the overview, click on another tab like the Home, Reports, Dashboard, Template Configuration Tab in the SmartFox Admin View to go to another screen.
5. The goal is to go through the different stages to show them how a previous Sales Manager has already made decisions for their Sales Team in the features available. IMPORTANT NOTE: Since you did not originally create Industry #3 template, as a best practice do not adjust the %'s and/or adding additional milestones questions at this point nor click save or save and close. The Professional Certification Case Assignment work will focus on how to design your own industry templates as the Salesforce Admin template owner next.
6. Once you complete the overview, click on another tab like the Home, Reports, Dashboard, Template Configuration Tab in the SmartFox Admin View to go to another screen.
SmartFox Prime Admin Feature Video - 8:45 minute video
(video helps someone understand how to build SmartFox Industry Templates)
(video helps someone understand how to build SmartFox Industry Templates)
Step #4 - Show the SmartFox Prime Dashboard and Reports
1. While the professor is logged in as the Admin, go to the Dashboards tab and show how updates are being sent to the SmartFox Prime Dashboard. Refresh the dashboard to give the latest information. Please note: Lesson 4 in the Students Training Center explains the purpose of the SmartFox Prime Dashboards and Reports (see below Figure 9).
1. While the professor is logged in as the Admin, go to the Dashboards tab and show how updates are being sent to the SmartFox Prime Dashboard. Refresh the dashboard to give the latest information. Please note: Lesson 4 in the Students Training Center explains the purpose of the SmartFox Prime Dashboards and Reports (see below Figure 9).
Figure 9
The purpose is to have the professor show the class the impact of opportunity data and how it impacts forecasts with SmartFox Prime dashboard/report views in Salesforce. Please note: You will want to click on the Refresh button in the top right to get the latest Dashboard updates in Salesforce.
homework assignment #1 - for Basic Certification Course
Student Assignment #1 - Estimated Completion Time - 30 - 45 minutes
Step #1 - Watch or rewatch the video called "SmartFox Prime End User Features" in the basic case assignment work. At a minimum, SmartFox Technologies recommends you watch this video to give you an understanding of the purpose behind SmartFox Prime's - Business Forecast Management System End User features and help you complete this assignment.
Step #2 - Watch or rewatch the video above called "Building a New Opportunities with SmartFox Prime Tutorial" also available in the case assignment work. At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how to build opportunities in Salesforce with SmartFox Prime.
Step #3 - Follow the steps in the assignment to build new opportunities within SmartFox Prime and Salesforce. Start by logging into Salesforce with the credentials given to you by your professor. By this point, you should have received an email which allows you to create your own password for Salesforce. If you didn't receive this email, please let your professor know.
Once the student is logged in, build 5-10 new opportunities (depending on how many the professor request and how far in the sales process they suggest) into your Salesforce profile just as a Sales Rep would experience working for a company in a CRM system.
Lesson Goals
- Experience how real world companies use CRM opportunities to build forecasts in one Salesforce Org
- Learn the End User Feature Set of SmartFox Prime to show how teams can increase their performance and activity
- Understand how SmartFox Prime's methodology brings consistency and cadence to forecasting
- Learn how to remove subjective and emotion by "nudging" teams behaviors and the value behind helping them make good business decisions.
Step #2 - Watch or rewatch the video above called "Building a New Opportunities with SmartFox Prime Tutorial" also available in the case assignment work. At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how to build opportunities in Salesforce with SmartFox Prime.
Step #3 - Follow the steps in the assignment to build new opportunities within SmartFox Prime and Salesforce. Start by logging into Salesforce with the credentials given to you by your professor. By this point, you should have received an email which allows you to create your own password for Salesforce. If you didn't receive this email, please let your professor know.
Once the student is logged in, build 5-10 new opportunities (depending on how many the professor request and how far in the sales process they suggest) into your Salesforce profile just as a Sales Rep would experience working for a company in a CRM system.
Lesson Goals
- Experience how real world companies use CRM opportunities to build forecasts in one Salesforce Org
- Learn the End User Feature Set of SmartFox Prime to show how teams can increase their performance and activity
- Understand how SmartFox Prime's methodology brings consistency and cadence to forecasting
- Learn how to remove subjective and emotion by "nudging" teams behaviors and the value behind helping them make good business decisions.
HOMEWORK ASSIGNMENT #2 - FOR professional CERTIFICATION COURSE
Both Assignment #1 & #2 - Estimated Completion Time - 1:30 - 2 Hours
Step #1 - The professor should sign off that the student participating in the Professional Case Assignment has completed the Basic Case Assignment Work first, to ensure they understand how to use SmartFox Prime End User Features. The Professional Certification should not be given to any student who hasn't completed both the basic and professional case assignment work.
Step #2 - Watch or rewatch the video called "SmartFox Prime Admin Feature Video" available above and within the assignment. At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how and why SmartFox System Administrators build Industry Templates which match Sales Processes in Salesforce with SmartFox Prime.
Step #3 - If you participated in class, watch the professor as they follow the case assignment steps to build a SmartFox Prime - New Industry Template in the SmartFox Prime Admin Screen. If a student did not participate in class, they will need to understand what was created in class to build new opportunities under this new template.
Step #4 - Once the professor has completed the new SmartFox Prime - "Industry 3 Professor" template following the instructions in the assignment, the professor (who is the SmartFox Prime System Admin of that Org) will need to deactivate the old Industry 3 template, activate the newly built "Industry 3 - Professor" template, and then click on the blue Update Mapping button on the SmartFox Template Configuration Screen to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. Step-by-step instructions and images are available for the professor to walk them through how to complete these steps within this case assignment.
Step #5 - Once the professor has completed these updates, each participating student will now need to build an additional 5-10 new opportunities again using this new Industry template once they log into their Salesforce profile. This experience is similar to what a Sales Rep would experience working for a company in a CRM system with a new product line and forecast projections.
If needed, the student should watch or rewatch the above video called "Building New Opportunities with SmartFox Prime Tutorial" as a reminder on how to build new opportunities using SmartFox Prime.
Step #2 - Watch or rewatch the video called "SmartFox Prime Admin Feature Video" available above and within the assignment. At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how and why SmartFox System Administrators build Industry Templates which match Sales Processes in Salesforce with SmartFox Prime.
Step #3 - If you participated in class, watch the professor as they follow the case assignment steps to build a SmartFox Prime - New Industry Template in the SmartFox Prime Admin Screen. If a student did not participate in class, they will need to understand what was created in class to build new opportunities under this new template.
Step #4 - Once the professor has completed the new SmartFox Prime - "Industry 3 Professor" template following the instructions in the assignment, the professor (who is the SmartFox Prime System Admin of that Org) will need to deactivate the old Industry 3 template, activate the newly built "Industry 3 - Professor" template, and then click on the blue Update Mapping button on the SmartFox Template Configuration Screen to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. Step-by-step instructions and images are available for the professor to walk them through how to complete these steps within this case assignment.
Step #5 - Once the professor has completed these updates, each participating student will now need to build an additional 5-10 new opportunities again using this new Industry template once they log into their Salesforce profile. This experience is similar to what a Sales Rep would experience working for a company in a CRM system with a new product line and forecast projections.
If needed, the student should watch or rewatch the above video called "Building New Opportunities with SmartFox Prime Tutorial" as a reminder on how to build new opportunities using SmartFox Prime.
Step #5 - Periodically, as a best practice the professor and students should refresh and view the SmartFox Prime Dashboards and Reports as they advance through building their opportunities and the overall sales cycle.
Lesson Goals
- Learn how an Admin would use the SmartFox Prime Admin feature set
- Understand what company leaders experience in creating and defining probabilities and forecasts
- Learn how to create milestones and objective to nudge teams to success
- Learn how to evaluate dashboards and reports to make adjustments as an Admin if/where needed as a company would
- Gain the ability to explain to future employers the purpose and benefits of SmartFox Prime's - Business Forecast Management System
- Show others how objective data, machine learning, and controlled artificial intelligence (CAI) can be used to increase sales teams performance.
Lesson Goals
- Learn how an Admin would use the SmartFox Prime Admin feature set
- Understand what company leaders experience in creating and defining probabilities and forecasts
- Learn how to create milestones and objective to nudge teams to success
- Learn how to evaluate dashboards and reports to make adjustments as an Admin if/where needed as a company would
- Gain the ability to explain to future employers the purpose and benefits of SmartFox Prime's - Business Forecast Management System
- Show others how objective data, machine learning, and controlled artificial intelligence (CAI) can be used to increase sales teams performance.
HOMEWORK ASSIGNMENT #3 - FOR master CERTIFICATION COURSE
Assignment #1, #2, and #3 - Estimated Completion Time - 2 to 3 Hours
Step #1 - The professor should sign off that the student participating in the Master Case Assignment has completed both the Basic and Professional Case Assignment Work first to understand how to use SmartFox Prime End User and Admin Features. The Master Certification should not be given to any student who hasn't completed both the basic, professional, and master case assignment work.
Step #2 - Watch or rewatch the video above called "SmartFox Prime Admin Feature Video". At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how and why SmartFox System Administrators build Industry Templates which match Sales Processes in Salesforce with SmartFox Prime.
Step #3 - If the student participated in the class and watched the professor as they follow the below steps to build a SmartFox Prime - New Industry Template in the SmartFox Prime Admin Screen, the student should be ready to build their own SmartFox "Industry 3 - Student template". If the student did not participate in class when the professor built a SmartFox Prime - Industry 3 Professor template, they will need to understand what was created in class to build their own industry template in the Admin within Salesforce.
Step #4 - The Professor should spin up additional versions of SmartFox Prime Salesforce Orgs and create student groups for this assignment. The professor will choose an admin student within each group where a verification email will be sent to the group admin to give them Admin rights to a Salesforce Org. By design, there can only be one SmartFox Prime Admin per Salesforce Org. The rest of the users in each Salesforce Org are SmartFox Prime end users.
Step #5 - As a group assignment, the Professor will tell the group of students to design and make their own SmartFox Industry 3 - Student Template in SmartFox Prime Admin using the group admin credentials. The students will make decisions together with their own design of an industry template just as a decision-maker for a Boat Widget manufacturer company would, when creating a new product line for the company to sell.
As a reminder to students and professor, once the SmartFox Industry 3 - Student Template has been built, the Group Student Admin (who is the SmartFox Prime System Admin of that Org) will need to deactivate the old Industry 3 template, activate the newly built "Industry 3 - Student" template, and then click on the blue Update Mapping button on the SmartFox Template Configuration Screen to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. Step-by-step instructions and images are available for the professor to walk them through how to complete these steps within this case assignment.
Step #2 - Watch or rewatch the video above called "SmartFox Prime Admin Feature Video". At a minimum, SmartFox Technologies recommends you watch this video to ensure you fully understand how and why SmartFox System Administrators build Industry Templates which match Sales Processes in Salesforce with SmartFox Prime.
Step #3 - If the student participated in the class and watched the professor as they follow the below steps to build a SmartFox Prime - New Industry Template in the SmartFox Prime Admin Screen, the student should be ready to build their own SmartFox "Industry 3 - Student template". If the student did not participate in class when the professor built a SmartFox Prime - Industry 3 Professor template, they will need to understand what was created in class to build their own industry template in the Admin within Salesforce.
Step #4 - The Professor should spin up additional versions of SmartFox Prime Salesforce Orgs and create student groups for this assignment. The professor will choose an admin student within each group where a verification email will be sent to the group admin to give them Admin rights to a Salesforce Org. By design, there can only be one SmartFox Prime Admin per Salesforce Org. The rest of the users in each Salesforce Org are SmartFox Prime end users.
Step #5 - As a group assignment, the Professor will tell the group of students to design and make their own SmartFox Industry 3 - Student Template in SmartFox Prime Admin using the group admin credentials. The students will make decisions together with their own design of an industry template just as a decision-maker for a Boat Widget manufacturer company would, when creating a new product line for the company to sell.
As a reminder to students and professor, once the SmartFox Industry 3 - Student Template has been built, the Group Student Admin (who is the SmartFox Prime System Admin of that Org) will need to deactivate the old Industry 3 template, activate the newly built "Industry 3 - Student" template, and then click on the blue Update Mapping button on the SmartFox Template Configuration Screen to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. Step-by-step instructions and images are available for the professor to walk them through how to complete these steps within this case assignment.
Step #6 - Once complete, the student groups will then present to the class and/or professor as the SmartFox Prime Admin their SmartFox Industry 3 - Student Template the group built. They will explain their template design and decisions just as a leader would for a company by logging into their Salesforce Org as the Admin.
The presentation should also include the students showing how they were able to build and assign licenses of Salesforce and SmartFox Prime to at least five Sales Team Members and created 5-10 opportunities for each Sales Team member involved using their new SmartFox Industry 3 - Student Template. The group should update and share the SmartFox Prime Dashboards and Reports showing their Sales Reps progress just as a company leader would do to their executive team as it relates to forecasting results for a new product line.
Please note: We recommend this be a friendly class competition that the professor defines. The competition can also be setup for group or individual competition if desired. Professors should teach students how to assign licenses of Salesforce and SmartFox Prime prior to this assignment using our tutorial videos available in the Student Admin Training Center. SmartFox Technologies also highly recommends the students have a basic understanding of the Admins features of Salesforce as part of the Master Certification including how to build their own sales processes and sales stages within Salesforce.
Lesson Goals
-Learn how to make decisions without the Professor involved within SmartFox Prime Admin
-Learn how to assign licenses and permissions of SmartFox Prime and Salesforce CRM for the group members
-Learn the value of making decisions in SmartFox Prime Admin as a leadership team would experience in real world
-Learn how to take to market a new product of widgets and how make a team successful with SmartFox Prime
-Gain the ability to teach future employers the purpose and benefits of SmartFox Prime's - Business Forecast Management System
-Show others how objective data, machine learning, and controlled artificial intelligence (CAI) can be used to increase sales teams performance and forecasts.
The presentation should also include the students showing how they were able to build and assign licenses of Salesforce and SmartFox Prime to at least five Sales Team Members and created 5-10 opportunities for each Sales Team member involved using their new SmartFox Industry 3 - Student Template. The group should update and share the SmartFox Prime Dashboards and Reports showing their Sales Reps progress just as a company leader would do to their executive team as it relates to forecasting results for a new product line.
Please note: We recommend this be a friendly class competition that the professor defines. The competition can also be setup for group or individual competition if desired. Professors should teach students how to assign licenses of Salesforce and SmartFox Prime prior to this assignment using our tutorial videos available in the Student Admin Training Center. SmartFox Technologies also highly recommends the students have a basic understanding of the Admins features of Salesforce as part of the Master Certification including how to build their own sales processes and sales stages within Salesforce.
Lesson Goals
-Learn how to make decisions without the Professor involved within SmartFox Prime Admin
-Learn how to assign licenses and permissions of SmartFox Prime and Salesforce CRM for the group members
-Learn the value of making decisions in SmartFox Prime Admin as a leadership team would experience in real world
-Learn how to take to market a new product of widgets and how make a team successful with SmartFox Prime
-Gain the ability to teach future employers the purpose and benefits of SmartFox Prime's - Business Forecast Management System
-Show others how objective data, machine learning, and controlled artificial intelligence (CAI) can be used to increase sales teams performance and forecasts.
If issues/errors occur during any of these assignments in SmartFox Prime Salesforce Orgs, we recommended the Professor review the Professor FAQs available in System Admin lessons first with the student involved. If there is no resolution to the issues/errors that are occurring, please have the Professor spin up a new SmartFox Org and start the assignment over.
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