Case Assignments
Used for Basic - Professional - Master Certifications
SmartFox Technology Case - Selling widgets to Boat Dealers
Step #1 - Admin Setup Salesforce Org with example Employee profile
1. For demonstration purposes, the Admin 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 Admin Training Center). Once a "example Student profile" has been created, the Admin 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.
1. For demonstration purposes, the Admin 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 Admin Training Center). Once a "example Student profile" has been created, the Admin 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
Step #2 - Build a New Opportunity with SmartFox Prime as an example for your students
2. Next, log into the Salesforce Org using the "example End User profile" and share with the class that this profile is a Sales Rep who is responsible for selling Widgets to Boat Manufacturers. Add 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 Admin 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.
2. Next, log into the Salesforce Org using the "example End User profile" and share with the class that this profile is a Sales Rep who is responsible for selling Widgets to Boat Manufacturers. Add 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 Admin 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 Admin 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 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 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, it’s already made some calculations based on what the Admin 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). This explains 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). This explains 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 Employee 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 End User profile (Salesforce Standard User).
Building New Opportunities with SmartFox Prime Tutorial - 5:00 minute video
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. 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. 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
2. Click the “Industry 3” template to show the class the Sales Process that was used by the "example End User" 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
3. Show the students how the Best Practices, Salesforce Responsibilities, Customer Tracker, and Additional Details features are created.
4. The goal is to go through the different stages to show them how a Sales Manager has already made decisions for their Sales Team in the features available. 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. Case Assignment #2 will focus on how to design your own industry templates.
5. Once complete, save and close; which sends you back to the SmartFox Template screen in the main Admin Industry Template screen.
4. The goal is to go through the different stages to show them how a Sales Manager has already made decisions for their Sales Team in the features available. 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. Case Assignment #2 will focus on how to design your own industry templates.
5. Once complete, save and close; which sends you back to the SmartFox Template screen in the main Admin Industry Template screen.
Step #4 - Show the SmartFox Prime Dashboard and Reports
1. 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. 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 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
Assignment #1 - Estimated Completion Time - 30 - 45 minutes
Step 1 - Trainees will learn how to build out their own opportunities, with the Student Salesforce and SmartFox Prime free license they now have access to use with their credentials. SmartFox Technologies recommends each student build at least 5-10 opportunities selling these Widgets to Boat Manufacturers for $100 dollars per widget.
Step 2 - Each student should start with the Prospecting Stage and continue advance through the Sales Cycle to the Closed Won or Lost. The Admin can decided how far they should progress through the sales process. This part of the process is up to the Admin to determine how many and how far each student shall progress. The outcome is the what companies truly experience with sales teams.
Step 3 - Periodically, the Admin should refresh and share the SmartFox Prime Dashboards and Reports with the students as they advance through this sales cycles.
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 - Each student should start with the Prospecting Stage and continue advance through the Sales Cycle to the Closed Won or Lost. The Admin can decided how far they should progress through the sales process. This part of the process is up to the Admin to determine how many and how far each student shall progress. The outcome is the what companies truly experience with sales teams.
Step 3 - Periodically, the Admin should refresh and share the SmartFox Prime Dashboards and Reports with the students as they advance through this sales cycles.
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
Building New Industry Templates with SmartFox Prime Admin - Tutorial - 5:00 minute video
Both Assignment #1 & #2 - Estimated Completion Time - 1:30 - 2 Hours
Step 1 - Trainees should complete assignment number #1.
Step 2 - Once assignment #1 is complete, now it’s time for the class to build their own SmartFox Prime - Industry 4 - Template (this is taught in Admin Lesson #3 from in the Admin Training Lessons) within the SmartFox Prime Admin. The Admin will log in as the SmartFox Prime Admin in the Salesforce Org to accomplish this assignment with the class.
With the Admin's guidance, the students will come up with their own questions and answer types for Industry 4 - Template for each stage and each feature being taught in SmartFox Prime. The Industry #4 Template could be the Sales Process for a new type of widget they would be selling to Boat Manufacturers. To make it easy, use the Record Type Industry 3.
Step 3 - Once the class finishes the exercise, the Admin will deactivate Industry 3 template first and then activate the new Industry 4 - Template within the SmartFox Template Screen. Finally, click to the Template Configuration tab (see below figure 10) and click on the bottom left, blue Update Mapping button to ensure the new stage mapping details is fully updated within the Salesforce Org (these instructions were taught in SmartFox Prime Admin using the instructions provided in the Admin Lesson #3, Figure 1).
Figure 10
Now, the students can build at least 5-10 opportunities using the new Industry 4 - Template using their student credentials to the Salesforce Org. The trainee should start with the Prospecting Stage and continue eventually to the Closed Won or Lost. The Admin can decided how far they should progress through each sales process.
Step 4 - Periodically, the Admin should refresh and share the SmartFox Prime Dashboards and Reports with the students as they advance through this sales cycles.
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.
Step 4 - Periodically, the Admin should refresh and share the SmartFox Prime Dashboards and Reports with the students as they advance through this sales cycles.
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 - Trainees should complete both assignment numbers #1 and #2.
Step 2 - The Admin should spin up versions of SmartFox Prime Salesforce Orgs for each individual student or a group setting for this assignment. The Admin will choose an admin student email where a verification email will be sent to each students to give them Admin rights for that Salesforce Org or one student in a group would be chosen as the System Admin. 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 3 - Admin will tell the student or the group of students to design and make their own Industry #5 Template in SmartFox Prime Admin. The student will make decisions 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.
Trainees can use our pre-built sales process/record types in Salesforce already provided by SmartFox Prime Trial Orgs for selling Boat Widgets to build their design. If the trainee understands how to build Salesforce Sales Processes, they can build their own sales process/record types within Salesforce to use for Industry #5. The easiest route would be to used Industry 3 previously in case assignment #2.
As a reminder to students, that use the prebuilt sales processes, the SmartFox Prime System Admin of that Org will still need to click the blue Update Mapping button (see figure 10) once they are complete (as shown in Admin Lesson 3, Template Configuration Screen, Figure 1) to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. If your trainees decided to create new Sales Processes in Salesforce, they should have at least used fives stages starting with Prospecting to the final stage which is Won or Lost.
Step 4 - Once complete, the trainee will then present to the class or the SmartFox Prime Admin their SmartFox Template Industry #5. They will explain their template design and decisions just as a leader would of a company by logging into their Salesforce Org as the Admin.
The presentation should also include the trainee building assign licenses of Salesforce and SmartFox Prime to at least five Sales Team Members and create 5-10 opportunities for each Sales Team member involved using their Industry #5 Template. The individual or the group should update and share the SmartFox Prime Dashboards and Reports showing the Industry #5 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 Admin defines. The competition can also be setup for group or individual competition if desired. Admin 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 Admin 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.
Step 2 - The Admin should spin up versions of SmartFox Prime Salesforce Orgs for each individual student or a group setting for this assignment. The Admin will choose an admin student email where a verification email will be sent to each students to give them Admin rights for that Salesforce Org or one student in a group would be chosen as the System Admin. 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 3 - Admin will tell the student or the group of students to design and make their own Industry #5 Template in SmartFox Prime Admin. The student will make decisions 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.
Trainees can use our pre-built sales process/record types in Salesforce already provided by SmartFox Prime Trial Orgs for selling Boat Widgets to build their design. If the trainee understands how to build Salesforce Sales Processes, they can build their own sales process/record types within Salesforce to use for Industry #5. The easiest route would be to used Industry 3 previously in case assignment #2.
As a reminder to students, that use the prebuilt sales processes, the SmartFox Prime System Admin of that Org will still need to click the blue Update Mapping button (see figure 10) once they are complete (as shown in Admin Lesson 3, Template Configuration Screen, Figure 1) to ensure the latest details from that Salesforce Org are updated and available into SmartFox Prime for use. If your trainees decided to create new Sales Processes in Salesforce, they should have at least used fives stages starting with Prospecting to the final stage which is Won or Lost.
Step 4 - Once complete, the trainee will then present to the class or the SmartFox Prime Admin their SmartFox Template Industry #5. They will explain their template design and decisions just as a leader would of a company by logging into their Salesforce Org as the Admin.
The presentation should also include the trainee building assign licenses of Salesforce and SmartFox Prime to at least five Sales Team Members and create 5-10 opportunities for each Sales Team member involved using their Industry #5 Template. The individual or the group should update and share the SmartFox Prime Dashboards and Reports showing the Industry #5 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 Admin defines. The competition can also be setup for group or individual competition if desired. Admin 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 Admin 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 Admin review the Admin 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 Admin spin up a new SmartFox Org and start the assignment over.
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