Course:

Course Description

This course is a must for anyone responsible for using analytics to drive business results in a sales organization. Implementing a Reporting Strategy for the Sales Cloud provides you with the skills and knowledge you need to gather for analytics requirements, design and build custom reports and dashboards, and deploy them to your users. Using real-world scenarios, this course gives you the tools to analyze your key sales metrics, including lead generation, pipeline and trends, closed business, and sales team performance.

Outline

Discovery

Establish a process for delivering analytics solutions
Discover high-level requirements

Defining Your Analytics Infrastructure

Define a report and dashboard architecture
Clean up reports and dashboards

Pipeline Analysis

Analyze executive requirements
Design an executive dashboard solution
Analyze pipeline
Determine top 10 opportunities with a row limit filter
Analyze opportunity size with a bucket field

Closed Business Analysis

Compare closed business month over month
Analyze win rates with a joined report

Pipeline Trend Analysis

Understand opportunity trends with stage history
Understand historical trending
Analyze opportunity trends with an analytic snapshot and a combination chart

Forecast Analysis

Understand the capabilities of Collaborative Forecasts
Analyze the company’s sales forecast with a custom report type
Analyze quota attainment with a joined report
Validate that a solution meets requirements

Lead Performance Analysis

Analyze which types of leads perform best
Monitor lead conversion times
Analyze campaign revenue generation

Sales Management Analysis – Opportunities

Identify stalled opportunities and bottlenecks
Identify opportunities at risk with a cross filter and a joined report

Sales Rep Analysis

Monitor individual pipelines
Manage activities

Deploying Your Analytics Solution

Communicate changes to users
Maximize user adoption of reports and dashboards
Improve report performance

Audience

Implementing a Reporting Strategy for the Sales Cloud is for anyone responsible for developing and maintaining reports and dashboards for their sales organization in Salesforce including:

Sales operations analysts
Business analysts
Sales managers
System administrators and power users may also benefit from this course

Prerequisites

The prerequisites include a solid understanding of basic Salesforce concepts and sales functionality. In particular, students should have some knowledge of:

Navigating Salesforce
Salesforce objects and their relationships to one another
Creating reports with the report builder, including filtering, grouping and summarizing data
Creating dashboards with the dashboard builder
Create effective sales reports and dashboards to address the needs of users at all levels
Maximize users’ consumption of sales reports and dashboards

What You Will Learn

When you complete this course, you will be able to:

Establish a process for developing and deploying analytics solutions for your sales organization
Set up an efficient analytics infrastructure to ensure users can find the reports and dashboards they need
Create effective sales reports and dashboards to address the needs of users at all levels
Maximize users’ consumption of sales reports and dashboards

STR301: Implementing a Reporting Strategy for the Sales Cloud