Summary

At the beginning of this chapter, we started by exploring how the expectations of sales have changed, some of the common challenges sales leaders and teams face, and how Sales Cloud can help solve these. We moved on to learn about the importance of aligning your Salesforce strategy, goals, and values with your company’s and how failure to do this can prevent you from being able to demonstrate overall implementation success.

We went on to define what is meant by adoption when it comes to business applications and how Users’ willingness to use the system determines if they succeed or fail. We also explored some of the common barriers to adoption and how to address them.

Finally, we learned about scope and the importance of clearly defining this at the beginning of an implementation and then managing it throughout to ensure your implementation doesn’t deviate too far from the original expectation. We learned that scope creep can be a reason why implementations run over time and budget expectations and result in you not delivering the original benefits promised.

In the next chapter, we will learn about the decisions you need to make and define how you approach your implementation. This includes your implementation delivery methodology, what environments you use, how you test what you’ve built, and how you prepare your Users to adopt the system.