Plan Your Sales Features

Implementation
Build Your Team
Identify the people who are critical to making Salesforce a success at your company.

Role What this person does Team member

Executive Sponsor Lends influence to the project by becoming
the champion. Sets the business vision for
the implementation.

Sets the business vision for the

implementation.

Project Owner Guides the project to successful completion.

Understands all business process and maps

process to the Salesforce implementation.

Administrator Gets Salesforce up and running and

manages it day-to-day.

Power User Serves as liaison to the users to ensure the

application meets day-to-day needs.

Draft a Release Timeline

Identify deadlines you need to meet for you to release your initial implementation on time. Depending on
your deadlines, you may need to limit what you can set up in your first release.

Project phase Owner Deadline

Version 1.1 Salesforce | 1

Identify Key Aspects of Your
Business Process
Personalize this worksheet to include the key components associated with your business process.
Customize this table with your own processes.

Business process
Which of these do we want to track?  Prospects

 Customers (businesses)

 Customers (individuals)

 Partners

 Vendors

 Competitors

What key characteristics are used to profile  Industry

or segment customers?
 Number of employees

 Revenue

 Location

What characteristics define the contacts  Title

we interact with?
 Role

What types of partners do we work with?  Value-added sellers

How do they help uncover opportunities for  Original equipment manufacturers

business?
 Indirect sales channel

 Implementers/installers

Stages in the sales cycle and the  Lead

percentages of closing certainty at each
 Qualified
stage
 Presentation

 Proposal

 Closed won

 Closed lost

Version 1.1 Salesforce | 2

 Documents we often send throughout the 
sales cycle


Who are our competitors? 

Why do we lose to our competitors? 

Identify Your Pain Points

As a preliminary step, capture the issues various internal groups face.

Pain point Group

Version 1.1 Salesforce | 3

Identify Your Business Goals
Define your goals in terms of the hoped-for solutions for each target group. Also define how those goals
can be measured. After you complete the step related to defining your business process, return to the last
item in this worksheet to complete it.

Group Business goals Measures

Prioritize Your Goals

Using the completed Business Goals worksheet, copy and paste each of the goals you defined into the
appropriate priorities in the My Business Priorities worksheet. Replace the sample text with your own.

Priority level Goal

Must have Identify top performers

Important  Reps get credit for work

 Better visibility into pipeline

Nice to have Capture leads from web site

Define Needed Reports

Link the business goals you defined earlier to standard Salesforce reports.

Role Business Goal Standard Report

Executive Team

Sales Managers

Sales Reps

Version 1.1 Salesforce | 4

If a standard report doesn’t support your goal, identify a custom report that does.

Role Business Goal Custom Report

Executive Team

Sales Managers

Sales Reps

Communication and Training

Make the project successful by keeping users in the loop. Replace the sample text with your own.

Group Opportunity Resource Time

Executives Monthly Exec Meeting Project Update (slides) Monthly

Sales Reps Project Intro Email #1 3 months before

release

Version 1.1 Salesforce | 5