Professional Case Assignment
Both Assignment Basic & Professional - Estimated Completion Time - 1:30 - 2 Hours
SmartFox Technology Case - Selling widgets to Boat Dealers
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 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 below 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 you participated in class, watch the professor as they follow the below 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 below 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.
Step #2 - Watch or rewatch the video below 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 you participated in class, watch the professor as they follow the below 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 below 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.
Helpful Case Tutorial Videos
SmartFox Prime Admin Feature Video - 8:45 minute video
Building New Opportunities with SmartFox Prime Tutorial - 5:00 minute video
Step By Step Instructions
A Professor's steps to building
new Smartfox Industry Template
This next step is only for professors to build with students; students will not have access to the Admin environment unless otherwise granted by Professor.
Professor builds new SmartFox Prime Admin Industry Template - Industry 3 - Professor
1. Professor logs in with Salesforce Admin credentials for the Salesforce Org that the class has been using for Basic Case Assignment Work. Please note: If an Admin or the Professor has a password error logging into the Admin, they will need to open up a clean "incognito browser" to erase the cache passwords in your internet browser. This will fix an Admin's log in issues.
2. Professor will go to the “SmartFox Template” Tab. Click on it. (see below Figure 1). Please note: They will change their view from "Recent" to "All SmartFox Template". If they don't pin this view, they will not see all three pre-built SmartFox Templates (see below Figure 7).
1. Professor logs in with Salesforce Admin credentials for the Salesforce Org that the class has been using for Basic Case Assignment Work. Please note: If an Admin or the Professor has a password error logging into the Admin, they will need to open up a clean "incognito browser" to erase the cache passwords in your internet browser. This will fix an Admin's log in issues.
2. Professor will go to the “SmartFox Template” Tab. Click on it. (see below Figure 1). Please note: They will change their view from "Recent" to "All SmartFox Template". If they don't pin this view, they will not see all three pre-built SmartFox Templates (see below Figure 7).
Figure 1
3. Now that the Basic Case Assignment is complete, now it’s time for the class to build their own SmartFox Prime - "Industry 3 - Professor Template" (this is taught in Professor Lesson #3 from in the Admin Training Lessons) within the SmartFox Prime Admin. The template should be named the "Industry 3 - Professor Template" which could be a Sales Process for a new type of widget the company would be selling to Boat Manufacturers. To make it easy, use the Sales Process in Salesforce with the Record Type Industry 3. (see below figure 2).
Figure 2
4. With the Professor's guidance, the students will now come up with their own stage probability ranges, max time to complete, and max time in stage for each stage of a sales process.
5. With the professors guidance, the students will determine the SmartFox Weighted Value, SmartFox Closing Rand, and SmartFox Forecast Value just as a Sales Leader would perform to get more accurate forecast calculations from their team. The goal is to ensure forecasts are objective and determine by milestones/accomplishments rather than subjective guesses by Sales Reps. (see the below figure 3 example).
5. With the professors guidance, the students will determine the SmartFox Weighted Value, SmartFox Closing Rand, and SmartFox Forecast Value just as a Sales Leader would perform to get more accurate forecast calculations from their team. The goal is to ensure forecasts are objective and determine by milestones/accomplishments rather than subjective guesses by Sales Reps. (see the below figure 3 example).
Figure 3
6. Once the milestones to move features are answered, the class can determine the Best Practices, Salesforce Responsibilities, Customer Tracker, and Additional Details optional features with the professor for each stage of the Sales Process.
7. After all stages have been filled out correctly, the professor will save the Industry 3 - Professor Template. The Template will now show up in the view of the SmartFox Industry Templates. The Professor will deactivate the old template named "Industry 3" by double clicking on the "Active" check box until the check mark is no longer shown. The Professor will click the save button which makes the Active column turn from yellow to white without the check mark shown.
7. After all stages have been filled out correctly, the professor will save the Industry 3 - Professor Template. The Template will now show up in the view of the SmartFox Industry Templates. The Professor will deactivate the old template named "Industry 3" by double clicking on the "Active" check box until the check mark is no longer shown. The Professor will click the save button which makes the Active column turn from yellow to white without the check mark shown.
Figure 4
8. The professor will now activate the new "Industry 3 Professor" template by double clicking on the check box in the active column. (see below figure 5). Once complete, click the save button which turns the active column from yellow to white.
Figure 5
9. Once saved, the professor will go to the Template Configuration tab (see below figure 6) 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 Professor Lesson #3, Figure 1).
Figure 6
STUDENT STEPS TO BUILD NEW Opportunities in
New Industry 3 professor TEMPLATE
9. The student will now begin their assignment by building 5-10 new opportunities similar to the task performed in the basic certification case assignment work for the new Industry 3 Professor template which has been activated and updated by the professor.
Building new opportunities can be accomplished once the student has logged into their own Salesforce profile in the Opportunities tab by clicking on the upper right button called "New". Please note: if the student has forgotten or needs a refresher on how to build new opportunities with SmartFox Prime in Salesforce, please have them go back to the basic case assignment elearning tab.
Building new opportunities can be accomplished once the student has logged into their own Salesforce profile in the Opportunities tab by clicking on the upper right button called "New". Please note: if the student has forgotten or needs a refresher on how to build new opportunities with SmartFox Prime in Salesforce, please have them go back to the basic case assignment elearning tab.
10. The student should also complete some of the Best Practices, Salesforce Responsibilities, Customer Tracker, and Additional Details features built in the new Industry 3 - Professor template. (by now the student should understand all of the features if they have had access to Lessons 1 and 2 in the Student Training Center).
11. Once the student has review and acknowledge that their 5-10 opportunities are updated in the Salesforce SmartFox Prime Dashboard and Reports, the professional assignment is complete and the student can now log out of their Salesforce Org. (see figure 7 below). Please note: The student will want to click on the Refresh button in the top right to get the latest Dashboard updates in Salesforce.
11. Once the student has review and acknowledge that their 5-10 opportunities are updated in the Salesforce SmartFox Prime Dashboard and Reports, the professional assignment is complete and the student can now log out of their Salesforce Org. (see figure 7 below). Please note: The student will want to click on the Refresh button in the top right to get the latest Dashboard updates in Salesforce.
Figure 7
lesson goals - FOR professional CERTIFICATION COURSE
Basic 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.
Professional 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.
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