Understanding your sales (business) process

To explore the sales process, we’ll start by delving into the common sales frameworks. Understanding the characteristics of these will help you get an initial understanding of your organization’s sales needs and narrow down the Sales Cloud functionality you might be using. For example, if your sales are business-to-business, then you will need to capture information about organizations. Being familiar with the terminology and what it means will also help when you talk to business stakeholders about what they need.

Building on this foundation, we will explore methods of gathering information on the steps your organization takes during a sale, the sales process, and who you should involve. This may already be well documented in your organization, in which case is it simply about familiarizing yourself with the documentation and artifacts. Although there may be some documentation, in practice, the details and variations in the...