Getting Started Workbook

Getting Started
Workbook
Table of Contents
Step 1: Prepare for Success .......................................................................................................................................................................... 4
A. Determine your key players ................................................................................................................................................................... 4
B. Consider the type of implementation support you need ........................................................................................................................ 5
C. Get feedback and determine your validation approach ........................................................................................................................ 5
D. Get the word out - Create your communication plan ............................................................................................................................ 6
E. Identify and prioritize your business objectives ..................................................................................................................................... 7
F. Define your success metrics ................................................................................................................................................................ 11
Step 2: Create the User Experience ............................................................................................................................................................ 14
A. Define your sales process ................................................................................................................................................................... 15
B. Set-up Users........................................................................................................................................................................................ 16
C. Set-up Leads ....................................................................................................................................................................................... 17
D. Set-up Opportunities ........................................................................................................................................................................... 23
E. Set-up Activities ................................................................................................................................................................................... 29
F. Utilize Chatter ...................................................................................................................................................................................... 34
G. Download & Leverage Salesforce1..................................................................................................................................................... 35
H. Set-up Accounts .................................................................................................................................................................................. 35
I. Set-up Contacts .................................................................................................................................................................................. 40
J. Align Salesforce to your business ....................................................................................................................................................... 44
Step 3: Enable the User Experience with Data .......................................................................................................................................... 45
A. Identify Data and Prepare Data for Import .......................................................................................................................................... 45
B. Import Data .......................................................................................................................................................................................... 46
C. Manage your Data ............................................................................................................................................................................... 47
Step 4: Deploy and Empower your Users................................................................................................................................................... 49
A. Plan your training ................................................................................................................................................................................ 49
B. Drive user adoption ............................................................................................................................................................................. 52
C. Track and measure success ............................................................................................................................................................... 54
D. Track achievement of business outcomes .......................................................................................................................................... 55
E. Continue the momentum ..................................................................................................................................................................... 55
Welcome to Salesforce!
This Getting Started Workbook was designed to help you get off to a great start and fast track your deployment in 4 steps:
Step 1: Prepare for Success – determine who is involved and how to focus your journey
Step 2: Create the User Experience - adapt Salesforce to enable and improve your business processes
Step 3: Enable the User Experience with Data - import clean data and create valuable reports
Step 4: Deploy and Empower your Users - train, support, motivate, and engage your users by driving business
outcomes
Use this workbook to capture your goals, track your set-up checklist, and link to relevant Salesforce resources.
Visit the Getting Started Quickstart, the central hub of resources aimed at getting you up and running on Salesforce including:
 Getting Started Webinar Series – This interactive webinar series shares best practices and proven approaches to help
you implement Salesforce. The four steps outlined in this workbook align to the four webinars in the series.
 Getting Started Videos – The Getting Started series is available as on demand videos and align with the steps
outlined in this workbook.
 Getting Started Community – Join this forum specifically created for new customers to ask questions and get answers
from Salesforce experts.
If you have a Premier Success Plan, be sure to visit the Premier Toolkit for additional resources, including the premier training
catalog and role based learning paths. If you have Premier Success & Administration, be sure to review the Admin Services
section for guidance on how to submit a request to your premier administrator to assist with common tasks.
Step 1: Prepare for Success
Watch the Prepare video or attend the Prepare webinar to learn how to define your vision, inspire your team and plan your
journey with the following activities:
A. Determine your key players
B. Consider the type of implementation support you need
C. Gather feedback and determine your validation approach
D. Get the word out and create your communication plan
E. Identify and prioritize your business objectives
F. Define your success metrics
A. Determine your key players

Use this worksheet to identify the people who will be critical to making Salesforce a success at your company. Individuals
can have multiple responsibilities.
Key Responsibilities
Executive Business Process System Data Champion

Sponsor Owner Administrator Analyst
Champions the Knows the sales Configures Understands current Serves as liaison to
project and sets the process steps and Salesforce and data and owns the users to ensure
business vision for maps them to manages it day to consolidation and Salesforce meets
Key Players deployment. Salesforce. day. mapping of data. day-to-day needs.
Sample X X
Individual 1
Individual 2
B. Consider the type of implementation support you need
Determine if you are going to leverage a partner or self implement. Use the resources below to help you.
 Recommended ways to find a partner: Local user groups, your Account Executive, and/or the AppExchange
 Resource to help successfully implement with Salesforce partners - Link
C. Get feedback and determine your validation approach

A successful implementation includes ways to gather feedback and end user validation to determine if you are meeting your
objectives. Think about who will be involved and what you will need for user validation.
My Validation Plan (SAMPLE)
Key Questions Approach
Sales Reps – John Scott, Helen Campbell
Who will validate the Salesforce solution (consider who is Sales Managers – Ted Taylor
most capable of testing the business processes)? Sales Assistants – Joe Zurich
Executives – Joanne Hunt
Test sandbox with configuration, user set-up, and small
What are my environment needs?
amount of data
Avoid end of quarter
What are the key timing considerations?
Work around Spring Break and April conference
My Validation Plan
Who will validate the Salesforce solution (consider who is

most capable of testing the business process)?
D. Get the word out - Create your communication plan

Determine the timing, owners, and key topics to build enthusiasm and keep users updated on the Salesforce initiative.
My Communication Plan (SAMPLE)
Timing Key Topics
Program vision
Key players
Pre-Launch Business goals
Note: Many of the pre-launch topics can be sharing the information you’ve
captured in Step 1 of this workbook
Instructions on how to access Salesforce
Launch
How to get help (questions, training)
User recognition
Post Launch User Tips/Tricks
Reminder of how to get help/ask questions
My Communication Plan
Timing Key Topics
E. Identify and prioritize your business objectives

Set the destination for Salesforce by defining your vision, identifying the pain points to address, capturing & prioritizing your
goals and defining measurements to determine if you are achieving your goals.
1. Define your vision statement

Define a clear purpose for your Salesforce initiative, drive ongoing commitment, and provide a way to measure and prove
results. Questions to ask: What will your business look like in 3 to 5 years from now? What future customer needs do you
want to satisfy?
My Vision Statement (SAMPLE)
“Build and maintain long-term relationships with valuable customers by creating personalized experiences across all touch
points and by anticipating customer needs and providing customized service.”
“Customer loyalty is our highest priority.”
“Provide the highest level of personalized service and give customers the communication channels they want.”
My Vision Statement
2. Identify your pain points

As a preliminary step, capture the issues various groups face.
My Pain Points (SAMPLE)
Pain Point Group
Need better pipeline visibility Sales
Difficult to quantify why deals are lost to key competitors Sales
Need a better way to track leads Sales/Marketing
Need a way to track the ROI of marketing efforts Marketing
Unable to track forecasted revenue from all profit centers Management
Need ability to identify top performers in every group Management
Limited knowledge of last time I spoke to someone; I repeat the same information Prospect
Didn’t follow-up when promised Prospect
My Pain Points
Pain Point Group
3. Capture & prioritize your goals and define measurements

Define your goals in terms of the hoped-for solutions for each target group. Set the priority to help focus your Salesforce
implementation efforts going forward. Think through the ways in which you would measure the achievement of these goals.
My Business Goals & Priorities (SAMPLE)
Goal Metric Priority
What does the executive team hope to get out of Salesforce?
Identify top performers Reps with highest revenue closed Important
Identify top customers Top deals by revenue Must Have
Capture leads from the website x% increase in leads Nice to Have
What do the managers hope to get out of Salesforce?
Better visibility into the pipeline 100% of deals are shown in Salesforce Important
Know why key deals are lost Count by closed lost reason Must Have
Increase close rates Increase close rate by x% Must Have
Relevant reports for top management CRM pipeline reports Must Have
Make sure leads are not dropped Reduce dropped leads from x to y Important
What are the goals for your end users of Salesforce?
Easy access to collateral Document consistency Important
Ability to work “on the go” Increase effectiveness by x% Must Have
Get credit for work Reduced employee attrition Important
What are the goals for your customers related to the Salesforce solution?
Know history of interactions Higher customer satisfaction scores Must Have
Use my time wisely Increase close rate Important
My Business Goals & Priorities
F. Define your success metrics
Understand what you will use to measure the success of your Salesforce implementation across usage and data quality, user
satisfaction and business performance.
1. Usage and Data Quality

My Usage/Data Quality Measures (SAMPLE)
Key Questions Metrics
Are users logging in? % of users logging into Salesforce
# accounts/contacts/opportunities created
Are users using the application? # of active licenses
% of users running pipeline reports
Login leader board
Who is logging in most frequently?
Hall of Fame
Are users interacting with the application? Average # of opportunities associated to an account
Are opportunities up to date? # of open opportunities with close dates in the past
My Usage/Data Quality Measures

2. User Feedback
My User Satisfaction Measures (SAMPLE)
User Survey Questions
Is the training helping you perform your job?
Have you improved lead qualification?
Do you find competitor information quickly?
Is collaboration helping to close deals faster?
My User Satisfaction Measures

3. Business Performance
My Business Performance Measures (SAMPLE)
YTD Sales
How is my team tracking with sales? QTD Sales
Win Ratio for Current & Previous Year
New Business Pipeline
Do I have a sufficient pipeline?
Pipeline by Owner
Lead Conversion Rates
What is the quality of my leads?
Lead Conversion Rates by Source
Are we remaining engaged with our customers? Accounts with no activities last 90 days
My Business Performance Measures

Step 2: Create the User Experience
Watch the Create video or attend the Create webinar to learn how to adapt Salesforce to enable and improve your business
processes by completing the following core steps:
A. Define your sales process
B. Set-up Users
C. Set-up Leads
D. Set-up Opportunities
E. Set-up Activities
F. Utilize Chatter
G. Download and Leverage Salesforce1
H. Set-up Accounts
I. Set-up Contacts
J. Align Salesforce to your business
We will highlight links to the Set-up Salesforce Series throughout this Create section. The Set-up Salesforce Series includes
access to short 2-3 minute demonstration videos where experts guide you through completing baseline customization tasks,
such as setting up users or leads. After watching the demonstration, you can access a step by step walkthrough* which takes
you directly in to your instance of Salesforce to perform the task.
*Note: Walkthroughs are not currently supported in our new Lightning Experience user interface; they are available for
Salesforce Classic.
A. Define your sales process
Define the steps you go through to close a deal (i.e. your sales funnel). Define the criteria required prior to moving to the next
stage.
My Sales Stages (SAMPLE)
Stages Enter this stage when:
Lead Individual is received through lead source, they are not a current customer and
interest is not confirmed
Prospecting Individual is an existing customer with a new opportunity
Qualification Individual has been contacted and expressed interest
Discovery/Scoping Interactions to understand individual needs for a particular deal are in progress
Proposal/Price Quote Proposal/quote is getting developed
Negotiation/Review Individual has proposal and has not made decision
Closed- Won/Lost Individual accepts/rejects proposal
My Sales Stages
B. Set-up Users
1. Set-up your role hierarchy
Key Considerations Action Resources
Role Hierarchy  Identify the roles you want to set-up Help Article:
based on your organization’s  Who Sees What: Data Visibility How To’s
What role hierarchy will ensure that
structure Video
your managers have access to the
same data as their employees?  Create your role hierarchy and set-
up your roles
2. Enter Users
Salesforce Users  Enter users Set-Up Salesforce Series:
 Assign users to roles and profiles  Set-up Users -Videos and Walkthroughs
What employees would benefit with
(Classic UI only)
access to Salesforce?
C. Set-up Leads
1. Adjust the standard fields to match my business
Lead Standard Fields  Define the adjustments to standard Set-Up Salesforce Series:
fields needed using the table below  Leads-Videos and Walkthroughs
What adjustments to standard fields
 Hide unnecessary fields & related (Classic UI only)
would align Salesforce to my business
process? lists Help Article:
 Guidelines for Creating Leads
 Set required fields
 Define Default Settings for Lead Creation
 Update pick list values  Standard Lead fields
 Set default values  How to update a Pick List
 Utilize help text to guide users
 Premier+ Success Plan: Admin
Services: Review the Admin Case
Templates to submit a case to:
 Create/Modify Fields
Salesforce Standard Fields

Standard Field Data Type Pick list Values Default Value Help Text Want
Name (* = required) Field?
Address Address
Annual Revenue Currency (18,0)
Lookup
Campaign
(Campaign)
Company* Text (80)
Created By* Lookup (User)
Long Text Area
Description
(32000)
Do Not Call Checkbox
Email Email
Email Opt Out Checkbox
Fax Fax
Fax Opt Out Checkbox
Industry Pick list -Agriculture
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Transportation
-Utilities
-Other
Last Modified By* Lookup (User)

Last Transfer Date Date
Lookup (User,
Lead Owner
Queue)
-Advertisement
-Employee Referral
-External Referral
-Partner
-Public Relations
Lead Source Pick list -Seminar Internal
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
-Open
-Contacted
Lead Status* Pick list -Qualified
-Unqualified
Mobile Phone
Name Name
-Mr.
-Ms.
Salutation Pick list -Mrs.
-Dr.
-Prof.
First Name Text (40)

Last Name Text (80)
No. of Employees Number (8,0)
Phone Phone
-Hot
Rating Pick list -Warm
-Cold
Title Text (80)

Website URL (255)
2. Add custom fields (if necessary)

Lead Information  Define custom fields needed using Set-Up Salesforce Series:
the table below to drive reporting  Leads-Videos and Walkthroughs
What additional lead information do I
and decisions (common custom (Classic UI only)
need to track for reporting purposes?
Do I need a more robust lead scoring fields provided) Help Article:
approach?  Add custom fields  Defining Validation Rules
 Adjust field location  Examples of Validation Rules
 Create validation rules (as AppExchange App:
 Lead Scoring
appropriate)
 Validation Rule
Custom Field Name Data Type (see Custom Field Types) Values
Service/Product Interest Pick list
Other Lead Source Text
3. Determine your lead import approach & enter leads

Key Considerations Action References
Manually Enter Leads  No set-up required – enter leads Set-Up Salesforce Series:
directly in Salesforce  Leads-Videos and Walkthroughs
Do you receive leads one at a time (i.e.
(Classic UI only)
referrals, business cards)?
Help Article:
Import Leads (optional)  Use Data Import Wizard to import Help Article:
your leads  Data Import Wizard
Do you purchase lists, spreadsheets?
If so
Set Up Web-to-Lead (optional)  Set up Web-to-Lead Help Article:
Do you have leads generated from  Setting Up Web-to-Lead
websites? If so
4. Assign Leads
Manual Lead Assignment  No set-up required – assign leads Set-Up Salesforce Series:
(single or bulk) in Salesforce  Leads-Videos and Walkthroughs
Do you have a low volume of leads?
(Classic UI only)
Help Article:
 Assigning Leads
Lead Queues (optional)  Create lead queues Help Article:
 Creating Queues
Do you distribute leads to a group of
people for selection?
Lead Assignment Rules (optional)  Create lead assignment rules Help Article:
 Premier+ Success Plan: Admin  Creating Assignment Rules
Do you use any a process or set of
rules to distribute leads (i.e. regional, Services Review the Admin Case AppExchange App:
industry, product)? Templates to submit a case for:  Round Robin Assignment
 Assignment Rules
5. Create custom list views
Custom List View  Create custom list view(s) Set-Up Salesforce Series:
 Leads-Videos and Walkthroughs
Are there particular fields that drive the
(Classic UI only)
action you want to perform (i.e.
unassigned leads for ABC product Help Article:
interest)  Creating Custom List Views (Classic UI)
6. Adapt dashboards and reports
Analytics  Install Leads and Opportunity Help Article:
Management Dashboards from the  Modify a Dashboard
What metrics do you need to run your
AppExchange  Reports and Dashboards Quickstart
business? (Reference metrics you
defined in Step 1: Prepare for Success)  Adapt reports & dashboards to AppExchange App:
 Leads and Opportunity Management
align to your business
Dashboards
 Share the Reports & Dashboards
with appropriate users
Services: Admin Case Templates
to submit a case for:
 Dashboard/Dashboard Component
 Create a Report
D. Set-up Opportunities
Opportunity Standard Fields  Define the adjustments to standard Set-Up Salesforce Series:
fields needed using the table below  Opportunity-Videos and Walkthroughs
 Standard Opportunity fields
 How to update a Pick List
 Customize standard field pick list  Working with Forecast Categories
values  Viewing and Editing Contact Roles
 Utilize help text to guide users  Configure Salesforce with Custom Fields
 Set default values
 Define opportunity contact roles
Standard Field Want

Data Type Pick list Values Default Value Help Text
Account Name* Lookup (Account)
Amount* Currency (16,2)
Close Date* Date
Description Long Text Area
(32000)
Expected Revenue Currency (16,2)
-Omitted
Forecast Category Pick list
-Pipeline
-Best Case
-Commit
-Closed
-Advertisement
Lead Source Pick list -Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
Standard Field Want
-Word of mouth
-Other
Next Step Text (255)
Opportunity Name* Text (80)
Opportunity Owner Lookup (User)
Primary Campaign Lookup
Source (Campaign)
Private Checkbox
Probability Percent (3,0)
Quantity Number (16,2)
Stage* Pick list Recommendation: Recommendation: add the
align stages to definitions as help text as
your sales defined above in “Define
process defined your sales process”.
above in “Define
your sales
process”.
-Prospecting
-Qualification
-Discovery/Scoping
-Proposal/Price Quote
-Negotiation/Review
-Closed Won
-Closed Lost
-Existing Business
Type Pick list
-New Business
Opportunity Stage & Forecast Category Guidance (modify as needed to align to your business)
Stage Probability Forecast Category
Prospecting 10% Pipeline

Qualification 20% Pipeline
Discovery/Scoping 50% Pipeline
Proposal/Price Quote 75% Pipeline
Negotiation/Review 90% Pipeline
Closed Won 100% Closed
Closed Lost 0% Omitted
Contact Role Standard Values (modify as needed to align to your business)
Standard Field Name (* = required) Data Type Pick list Values
Contact Role Pick list -Business User

-Decision Maker
-Economic Buyer
-Economic Decision Maker
-Evaluator
-Executive Sponsor
-Influencer
-Technical Buyer

Opportunity Information  Define custom fields needed using Set-Up Salesforce Series:
the table below to drive reporting  Opportunity-Videos and Walkthroughs
What additional opportunity information
do I need to track for reporting
purposes? fields provided) Help Article:
 Add custom fields  Create Custom Fields
 Adjust field order
 Add validation rules
 Map lead conversion fields
 Validation Rule
Product Interest Pick list
Closed Lost Reason Pick list
3. Set up opportunity products

Opportunity products  If you are not leveraging products & Help Articles:
price books:  Opportunity Products Page Layout Set-up
Do you want to report on product
 Hide the products related list from the  Products & Pricebooks Data Load
interest, sales trends and product
leads? Do you want to send quotes opportunity page
that include line item quotes? If so,  If you are leveraging products &
you may want to leverage products and price books:
price books.  Adjust the opportunity product layout
(as needed)
 Input your products (manual or via
data load)
 Input your standard price book (and
additional price books, as necessary)
4. Create list views
Custom List Views  Create custom list view(s) Set-Up Salesforce Series:
 Opportunity-Videos and Walkthroughs
(Classic UI only)
opportunities past close date)? Help Article:
 Create List View (Classic UI only)
5. Create dashboards and reports
Analytics  Install the Leads and Opportunity AppExchange App:
Management Dashboards from the  Lead and Opportunity Management
AppExchange Dashboards
defined in Step 1: Prepare for Success)  Adapt dashboards and reports Help Article:
 Reports and Dashboards Quickstart
based on your requirements
 Modify a Dashboard
with other users
Templates to submit a case for:
 Create a Report
E. Set-up Activities
Activity Standard Fields  Define the adjustments to standard Help Article:
fields needed using the table below  Activities
 Remove unnecessary fields  Standard Task Fields
 Standard Event Fields
process?  Change field locations
 Update pick list values
Note: Activity Type defaults as hidden
from users. Recommendation is to
update profile visibility, add field to
activity page layout and adjust pick list
values as needed.

Task Standard Fields
Standard Field Want

Assigned To* Lookup (User,
Calendar)
Call Duration Number (8, 0)
Standard Field Want
Call Object Text (255)
Identifier
Call Result Text (255)
Call Type Pick list
Comments Long Text Area
(32000)
Create Recurring Pick list
Series of Tasks
Created By Lookup (User)
Due Date Date/Time
Email Email
Name* Lookup (Contact,
Lead)
Phone Phone
-High
Priority* Pick list
-Normal
Related To Lookup
Send Notification Checkbox
Email
-Not Started
Status* Pick list -Completed
-Waiting on someone
else
-Deferred
Standard Field Want
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
-Administrative
Type Pick list -Call
-Meeting
-Presentation
-Other
-Email
Event Standard Fields
Standard Field Want

All-Day Event Checkbox
Calendar)
Date Date/Time
(32000)
Duration Number (8, 0)
Email Email
End* Date/Time
Last Modified By Lookup (User)
Standard Field Want
Name Lookup (Contact,
Lead)
Location Text (255)
Phone Phone
Private Checkbox
Related To Lookup
Show Time As Pick list
Start* Date/Time
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
Time Date/Time
-Administrative
Type Pick list
-Call
-Meeting
-Presentation
-Other
-Email
2. Set-up Email Integration

Email integration  Define records to sync and Help Article:
Do I need to synchronize Salesforce direction, using the table below  Salesforce for Outlook
with my email provider? If so: (recommendations included in  Email to Salesforce
 Using Gmail in Salesforce
specs below)
 Complete integration set-up
Email Integration Specifications
Item Sync Direction

Email Yes Email provider to Salesforce
Tasks Yes Two way
Events Yes Two way
Contacts No None

Custom List Views  Create list view(s) Help Article:
action you want to perform (i.e. Tasks
due this week)?
Analytics  Modify dashboards and reports Help Article:
based on your requirements  Reports and Dashboards Quickstart
 Set up new reports and dashboards  Modify a Dashboard
defined in Step 1: Prepare for Success) and/or install free AppExchange AppExchange App:
 Sales Activity Dashboard: AppExchange
reports
Services
Admin Case Templates to submit a
case:
 Create a Report
F. Utilize Chatter
1. Utilize Chatter
Opportunity Collaboration  Collaborate on opportunities Set-Up Salesforce Series:

 Chatter-Videos and Walkthroughs
How do your sales teams collaborate
(Classic UI only)
on deals?
Help Article:
 Chatter Quick Start
Chatter Groups  Create Chatter groups Set-Up Salesforce Series:
 Recommended groups:  Chatter-Videos and Walkthroughs
What are groups that would foster
 Salesforce Training, Tips & Support (Classic UI only)
collaboration and help run aspects of
your business?  Company initiative or event Help Article:
 Create Chatter Group
G. Download & Leverage Salesforce1
1. Download & Leverage Salesforce1
Download & Leverage Salesforce1  Have users download Salesforce1 Help Article:
app (via Apple AppStore or Google  Salesforce1 Mobile App: Admin Rollout
How do you enable Salesforce1 to look
Play) Guide
at and edit data on your mobile device?
 Leverage common ways to use
Salesforce1
 View/Modify/Create Contacts,
Accounts, Opportunities, Tasks
 Collaborate with Chatter
 View Reports & Dashboards
 Utilize Today App
Customize Salesforce1 (optional)  Branding Help Article:
 Page layouts  Salesforce1 Mobile Resources
What additional set-up can improve the
Salesforce1 experience?  Navigation menu
 Notifications
 Publisher actions
H. Set-up Accounts
Account Standard Fields  Define the adjustments to standard Set-Up Salesforce Series:
fields needed using the table below  Account-Videos and Walkthroughs
 Account Overview
 Set required fields  How to update a Pick List
 Customize standard field pick list
values
Standard Field Want

Account Name* Text (80)
Account Number Text (40)
Account Owner Lookup (User)
Account Site Text (80)
Account Source Pick list
Billing Address Address
(32000)
Employees Number (8,0)
Fax Fax
Standard Field Want
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Utilities
-Other

Ownership Pick list -Public
-Private
-Subsidiary
Standard Field Want
-Other
Parent Account Lookup

(Account)
Phone Phone
Rating Pick list -Hot
-Warm
-Cold
Shipping Address Address

SIC Code Text (20)
SIC Description Text (80)
Ticker Symbol Content (20)
Type Pick list -Analyst
-Press
-Competitor
-Prospect
-Customer
-Reseller
-Integrator
-Investor
-Partner
-Other
Website URL (255)

Account Information  Define custom fields needed using Set-Up Salesforce Series:
What additional account information do the table below to drive reporting  Account-Videos and Walkthroughs
I need to track for reporting purposes? and decisions (Classic UI only)
 Add custom fields Help Article:

 Create Custom Fields
3. Create Account Hierarchy (if necessary)

Account Hierarchy  Create an account hierarchy by Help Article:

associating existing and/or new  Account Settings
Do you track multiple locations,
franchises, subsidiaries, etc. on an Account to a Parent Account
Account? If so:  If loading accounts, include a
column with the parent account ID
and map that to the Parent Account
field in Salesforce
Account Views  Create custom list views Set-Up Salesforce Series:
 Account-Videos and Walkthroughs
(Classic UI only)
Customer Accounts, Competitor Help Article:
Accounts)?  Creating Custom List Views
I. Set-up Contacts
Contact Standard Fields  Define the adjustments to standard Set-Up Salesforce Series:
fields needed using the table below  Contact-Videos and Walkthroughs
 Contacts Overview
Premier Training:
Standard Field
Data Type Pick list Values Default Value Help Text Want Field?
Name (* = required)
Account Name Lookup (Account)
Standard Field
Name (* = required)
Assistant Text (40)
Asst. Phone Phone
Birthdate Date
Contact Owner Lookup (User)
Department Text (80)
(32000)
Email Email
Fax Fax
Home Phone Phone
Last Stay-In- Date/Time
Touch Request
Date
Touch Save Date*
Lead Source Pick list -Advertisement
-Employee Referral
Standard Field
Name (* = required)
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
Mailing Address Address

Mobile Phone
Name* Name
Salutation Pick list -Mr.
-Ms.
-Mrs.
-Dr.
-Prof.

Last Name Text (80)
Other Address Address
Other Phone Phone
Phone Phone
Reports To Lookup (Contact)
Title Text (80)

Contact Information  Define custom fields needed using Set-Up Salesforce Series:
the table below to drive reporting  Contacts-Videos and Walkthroughs
What additional account information do
I need to track for reporting purposes?
fields provided) Help Article:
 Add custom fields
 Adjust field locations on page
layout
-CEO
Level/Role Pick list
-VP
-Director
-Assistant
-Other
-Active (default)
Active Pick list
-Not Active
J. Align Salesforce to your business
1. Take additional steps to align Salesforce to your business
Brand the Home Page  Add your logo Set-Up Salesforce Series:
(Classic UI Only)  Set up custom links  Personalize-Videos and Walkthroughs
 Add a message section (Classic UI only)
Do you want to further align Salesforce
 Display your favorite dashboard Help Article:
to your business and improve the user
experience?  Designing Home Tab Page Layouts
Clear the Clutter  Remove tabs your users will not be Set-Up Salesforce Series:
(Classic UI Only) using from your tab layout  Personalize-Videos and Walkthroughs
(Classic UI only)
Are more tabs showing than what you
Help Article:
will be using?
 Editing App Properties
Improve Usability with Page Layouts  Create new sections with Help Article:
Now that you have your custom fields meaningful section headers  Customizing Page Layouts with the
 Customize related lists (i.e. fields Enhanced Page Layout Editor
added, can you further organize the
page to align field order to your shown, order)
process?  Premier+ Success Plan: Admin
 Page Layout Create/Change
Improve Usability with Search  Add additional fields to make the Help Article:
Modification use of lookup fields easier  Specifying Lookup Filter Fields
 Ensure relevant fields are returned (Classic UI Only)
Are there additional fields that can help
users find the data they need? in search  Customize Search Layouts
Step 3: Enable the User Experience with Data
Watch the Enable video or attend the Enable webinar to improve user confidence in Salesforce and achieve business results
by migrating and maintaining data with the following steps:
A. Identify Data and Prepare Data for Import

B. Import Data
C. Manage your Data
A. Identify Data and Prepare Data for Import

Data Analysis  Determine data that will be Videos:

imported and the source of the data  Data Import Series
What data is appropriate to migrate to
Salesforce? What are the sources of (consider: objects that are relevant
my data? and clean as well as the duration
you should go back)
Data Preparation  Export field name columns from Videos:
Salesforce to create your data  Data Import Series
How clean is my data? Are there
import template (no need to change o Cleaning up your import file
duplicate names, companies, etc. that I
o Cleaning and preparing your data
need to merge? column headers if using ACT, using excel
Outlook, GoldMine, Palm Desktop) Help Article:
 Include the record owner ID  Preparing your data for import
 Populate required fields  Creating export files for import wizard (ACT,
 Use valid pick list values (example: Outlook, etc.)
Not Started, In Review, Complete)  How do I use an External ID to import
related records?
 Include an import batch field
(optional)
 Add Created By and Created Date
fields (optional, requires a opening
a case with Salesforce to open up
fields)
 Include legacy system data ID
(optional)
 Examine data and correct errors
 Delete duplicates
 Correct spelling
 Enforce standards
 Fill-in incomplete fields
Salesforce Preparation  Identify required fields Help Article:
 Create custom fields  How to update a Pick List
Does Salesforce align to my data to
allow for data migration?  Add pick list values
 Add a field or legacy system data
ID
 Open up the “audit fields” like
Created Date to import true values
 Create a batch field to identify each
import
B. Import Data
Data Import Wizard  Chose data to import Videos:

 Edit field mapping  Data Import Series
What is the best approach to load my
 Test on subsets of records before a o Choosing the right tool
data?
o Best practices for importing data
full import
Help Article:
 Review and start import
 Which Data Import/Export Tool Should I
 Premier+ Success Plan: Admin Use
 Create/Update/Delete Data
C. Manage your Data

Educate on Data Quality  Use naming conventions
What standards should I have in place  Use address conventions
to maintain my data?  Prevent duplicates
Set-up Data Quality within  Establish required fields Help Article:
Salesforce  Create default values  Defining Validation Rules
 Use data validation rules  Example Validation Rules
How can I set-up Salesforce to help
with data compliance?
Data Archive Strategy  Determine archive strategy for data

How should I store the data that I am you do not migrate
not migrating to Salesforce? What  Determine ongoing archive strategy
data should I archive and how for data
frequently?
Create Data Quality Dashboards  Install Data Quality Analysis Help Article:
Dashboards from the AppExchange  Reports and Dashboards Quickstart
How can I monitor data quality and
 Adapt reports & dashboards to  Modify a Dashboard
take action?
align to your business AppExchange App:
 Share the Reports & Dashboards  Data Quality Analysis Dashboards
 Create a report
Back up Data  Options include: Help Article:
 Weekly Data Export Service  Exporting backup data
What is my approach to back up
o Included with Enterprise and
Salesforce data to protect from internal
above.
mistakes? o Available for a fee for
Professional Edition Customers
 Explore AppExchange for options
available for data backup
Step 4: Deploy and Empower your Users
Watch the Deploy video or attend the Deploy webinar to learn how to engage with your users and take action to achieve your
goals through the following steps:
A. Plan your training

B. Drive user adoption
C. Track and measure success
D. Track achievement of business outcomes

1. Identify your audience
Determine the audience groups that need to be trained and what scenarios are covered by Salesforce. Then map the
processes that are relevant to each audience.
Audience Identification (Sample)
Sales Reps Sales Managers Executive

Training Area (10) (2) (1)
Salesforce Basics X X X
Lead Process X X
Sales Process X X
Activity Tracking X
Account & Contact X

Management
Reports & Dashboards X X X
Audience Identification
Audience 1 Audience 2 Audience 3

Training Area (#) (#) (#)
2. Determine relevant scenarios

Think through the typical processes your users will go through on a daily basis using Salesforce and focus training on these
processes. Document the scenario and the Salesforce functions you will want to cover in training.
Sales Rep Training Scenario (Sample)
Scenario Functionality
1. Runs her weekly sales meetings with the pipeline report • Reports & Dashboards: View and drill down on an
2. Reviews her teams’ completed and scheduled activities opportunity, activity and lead reports
3. Meets with sales rep to review pipeline, activities and lead • Sales Process: Sales stages, update opportunities,
conversion contact roles and products
4. Reviews status of top 10 opportunities for the current month • Lead Process: Lead status, conversion
5. Views selected key opportunities to understand pending • Activity Tracking: Create/update activities
steps for close • Chatter: Post on opportunity and account records
6. Uses mobile device to check on monthly sales targets, • Salesforce1: Today, Dashboards, Post, Opportunities,
collaborates with sales reps on opportunities Collaboration
Sales Manager Training Scenario (Sample)
1. Contacts leads to determine if they are an ideal prospect and  Reports & Dashboards: view and drill down on
convert opportunities
2. Reviews account, opportunity and activity details before  Lead Process: convert leads, update lead status
speaking with customer  Sales Process: Sales stages, update opportunities,
3. After customer meetings, updates opportunity sales stages contact roles and products
and creates an activity for follow up  Activity Tracking: create/ update activities
4. Views Opportunity Management dashboard to prepare for  Chatter: post on opportunity and account records
meeting with manager  Salesforce1: Today, Dashboards, Post,
5. Uses mobile device to view open tasks for the day Opportunities, Collaboration
Training Scenario
1. •
Note: Premier customers should leverage Premier Success Customizable End User Training - Link
3. Define your training paths
Training paths are the sequence of training and type of training you want your users to have. This can vary by the type of
audience (i.e. Sales Rep vs. Executive).
Training Plan (Sample)
Pre-requisite Training Scenario Training Post Go-Live
Basic Salesforce Training Scenario-based Training Refresher & Advanced Topics

(Self Paced) (In Person) (Web-based)
 Getting Started:  Sales Rep Scenarios (above)  Top tips based on questions
Navigating Salesforce  Sales Manager Scenarios (above)  How to leverage reports &
 Reports & Dashboards Quickstart dashboards
 Custom list views
 Lightning Reports & Dashboards
 Chatter Basics
Training Plan
  

Motivate  Leverage executive leadership
How will you encourage users to  Emphasize the value
leverage Salesforce?  Motivate by recognition
 Develop incentives
Support  Utilize super users Help Article:
 Document your support process  Defining Validation Rules
How will you support users if they have
questions on Salesforce? and share
 Address problems quickly and
publicly
 Offer refresher training
Engage  Develop a communication plan Set-Up Salesforce Series:
 Create feedback loops  Chatter-Videos and Walkthroughs
How will you connect with your users
 Reach out to “resistors” (Classic UI only)
and understand feedback they have on
Salesforce?  Utilize Chatter Help Article:
 “Walk the floor”  Create Chatter Group
Measure Salesforce usage  Modify dashboards and reports Help Article:
based on your requirements  Adoption Dashboard AppExchange
How will you know if users are
 Set up new reports and dashboards  Reports and Dashboards Quickstart
leveraging Salesforce? What actions
will you take based on your and/or install free Adoption
observations of usage? Dashboard AppExchange
 Create a Report
Measure Data Quality  Modify dashboards and reports Help Article:
based on your requirements  Data Quality Analysis Dashboards
How will you keep your data up to date
and validate users are using Salesforce
appropriately? and/or install free Data Quality
Analysis Dashboards AppExchange
 Dashboard/Dashboard
Component
 Create a Report
Assess User Satisfaction  Leverage chatter polls Help Article:
 Distribute surveys and leverage  Chatter Polls
How will you determine if pain points
Survey Tools AppExchange  Survey Tools AppExchange
are being addressed and if Salesforce
is helping users reach their goals?
Success metrics  Review the metrics defined in Step Help Article:
1: Prepare for Success (Usage/data  Salesforce CRM Dashboards
Are all the metrics defined in Step 1:
quality, User Satisfaction, Business  Sales Activity Dashboards
Prepare for Success reflected in the
 Service & Support Dashboards
reports and dashboards? performance)
 Salesforce Mobile Dashboard for iPad
 Add/modify reports and dashboard  Reports and Dashboards Quickstart
to have access to relevant metrics  Modify a Dashboard
to manage your business and take
action
 Install adoption dashboards to track
usage of Salesforce
 Create a Report
E. Continue the momentum

Be sure to continue to build upon your Getting Started success. Refer to the “Go Further” section on the Getting Started
quick start for recommended next steps.
Getting Started
Workbook
Table of Contents
B. Set-up Users........................................................................................................................................................................................ 16
C. Set-up Leads ....................................................................................................................................................................................... 17
H. Set-up Accounts .................................................................................................................................................................................. 35
I. Set-up Contacts .................................................................................................................................................................................. 40
B. Import Data .......................................................................................................................................................................................... 46
outcomes
G. Determine your key players
H. Consider the type of implementation support you need
I. Gather feedback and determine your validation approach
J. Get the word out and create your communication plan
K. Identify and prioritize your business objectives
L. Define your success metrics
G. Determine your key players


Sample X X
Individual 1
Individual 2
H. Consider the type of implementation support you need
I. Get feedback and determine your validation approach

amount of data
My Validation Plan

J. Get the word out - Create your communication plan

Timing Key Topics
Program vision
Key players
Launch
User recognition
Timing Key Topics
K. Identify and prioritize your business objectives


want to satisfy?
My Vision Statement

Pain Point Group
My Pain Points
Pain Point Group

L. Define your success metrics

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2. User Feedback

YTD Sales
Pipeline by Owner

K. Define your sales process
L. Set-up Users
M. Set-up Leads
N. Set-up Opportunities
O. Set-up Activities
P. Utilize Chatter
Q. Download and Leverage Salesforce1
R. Set-up Accounts
S. Set-up Contacts
T. Align Salesforce to your business
Salesforce Classic.
I. Define your sales process
stage.
My Sales Stages
J. Set-up Users
structure Video
up your roles
2. Enter Users
(Classic UI only)
K. Set-up Leads

Address Address
Lookup
Campaign
(Campaign)
Company* Text (80)
Long Text Area
Description
(32000)
Email Email
Fax Fax
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Transportation
-Utilities
-Other

Lookup (User,
Lead Owner
Queue)
-Advertisement
-Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
-Open
-Contacted
-Unqualified
Mobile Phone
Name Name
-Mr.
-Ms.
-Dr.
-Prof.

Last Name Text (80)
Phone Phone
-Hot
-Cold
Title Text (80)

Website URL (255)

 Lead Scoring
appropriate)
 Validation Rule

(Classic UI only)
Help Article:
If so
websites? If so
4. Assign Leads
(Classic UI only)
Help Article:
 Assigning Leads
 Creating Queues
(Classic UI only)
Dashboards
 Create a Report
L. Set-up Opportunities
Standard Field Want

Close Date* Date
(32000)
-Omitted
-Pipeline
-Best Case
-Commit
-Closed
-Advertisement
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
Standard Field Want
-Word of mouth
-Other
Source (Campaign)
Private Checkbox
above in “Define
your sales
process”.
-Prospecting
-Qualification
-Discovery/Scoping
-Negotiation/Review
-Closed Won
-Closed Lost
-Existing Business
Type Pick list
-New Business


-Decision Maker
-Economic Buyer
-Evaluator
-Executive Sponsor
-Influencer
-Technical Buyer

 Validation Rule

(as needed)
data load)
(Classic UI only)
with other users
 Create a Report
M. Set-up Activities
values as needed.

Standard Field Want

Calendar)
Standard Field Want
Identifier
Call Type Pick list
(32000)
Series of Tasks
Due Date Date/Time
Email Email
Lead)
Phone Phone
-High
Priority* Pick list
-Normal
Related To Lookup
Email
-Not Started
-Waiting on someone
else
-Deferred
Standard Field Want
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
-Administrative
-Meeting
-Presentation
-Other
-Email
Standard Field Want

Calendar)
Date Date/Time
(32000)
Email Email
End* Date/Time
Standard Field Want
Lead)
Location Text (255)
Phone Phone
Private Checkbox
Related To Lookup
Start* Date/Time
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
Time Date/Time
-Administrative
Type Pick list
-Call
-Meeting
-Presentation
-Other
-Email

specs below)
Item Sync Direction

Tasks Yes Two way
Events Yes Two way
Contacts No None

due this week)?
reports
Services
case:
 Create a Report
N. Utilize Chatter
1. Utilize Chatter

(Classic UI only)
on deals?
Help Article:
O. Download & Leverage Salesforce1
Play) Guide
Salesforce1
 Notifications
P. Set-up Accounts
values
Standard Field Want

(32000)
Fax Fax
Standard Field Want
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Utilities
-Other

-Private
-Subsidiary
Standard Field Want
-Other

(Account)
Phone Phone
-Warm
-Cold

SIC Code Text (20)
-Press
-Competitor
-Prospect
-Customer
-Reseller
-Integrator
-Investor
-Partner
-Other
Website URL (255)




field in Salesforce
(Classic UI only)
J. Set-up Contacts
Premier Training:
Standard Field
Name (* = required)
Standard Field
Name (* = required)
Assistant Text (40)
Asst. Phone Phone
Birthdate Date
(32000)
Email Email
Fax Fax
Home Phone Phone
Touch Request
Date
Touch Save Date*
-Employee Referral
Standard Field
Name (* = required)
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other

Mobile Phone
Name* Name
-Ms.
-Mrs.
-Dr.
-Prof.

Last Name Text (80)
Other Phone Phone
Phone Phone
Title Text (80)

layout
-CEO
-VP
-Director
-Assistant
-Other
-Active (default)
Active Pick list
-Not Active
K. Align Salesforce to your business
(Classic UI only)
Help Article:
will be using?
D. Identify Data and Prepare Data for Import

E. Import Data
F. Manage your Data
D. Identify Data and Prepare Data for Import


you should go back)
related records?
(optional)
fields)
(optional)
ID
import
E. Import Data

data?
full import
Help Article:
F. Manage your Data


frequently?
take action?
 Create a report
above.

F. Plan your training


Lead Process X X
Sales Process X X
Activity Tracking X
Account & Contact X

Management


Training Scenario
2. •

 Chatter Basics
Training Plan
  
G. Drive user adoption

publicly
H. Track and measure success
 Create a Report
Component
 Create a Report
I. Track achievement of business outcomes
action
usage of Salesforce
 Create a Report
J. Continue the momentum

Getting Started
Workbook
Table of Contents
B. Set-up Users........................................................................................................................................................................................ 16
C. Set-up Leads ....................................................................................................................................................................................... 17
H. Set-up Accounts .................................................................................................................................................................................. 35
I. Set-up Contacts .................................................................................................................................................................................. 40
B. Import Data .......................................................................................................................................................................................... 46
outcomes
M. Determine your key players
N. Consider the type of implementation support you need
O. Gather feedback and determine your validation approach
P. Get the word out and create your communication plan
Q. Identify and prioritize your business objectives
R. Define your success metrics
M. Determine your key players


Sample X X
Individual 1
Individual 2
N. Consider the type of implementation support you need
O. Get feedback and determine your validation approach

amount of data
My Validation Plan

P. Get the word out - Create your communication plan

Timing Key Topics
Program vision
Key players
Launch
User recognition
Timing Key Topics
Q. Identify and prioritize your business objectives


want to satisfy?
My Vision Statement

Pain Point Group
My Pain Points
Pain Point Group

R. Define your success metrics

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2. User Feedback

YTD Sales
Pipeline by Owner

U. Define your sales process
V. Set-up Users
W. Set-up Leads
X. Set-up Opportunities
Y. Set-up Activities
Z. Utilize Chatter
AA.Download and Leverage Salesforce1
BB.Set-up Accounts
CC. Set-up Contacts
DD. Align Salesforce to your business
Salesforce Classic.
Q. Define your sales process
stage.
My Sales Stages
R. Set-up Users
structure Video
up your roles
2. Enter Users
(Classic UI only)
S. Set-up Leads

Address Address
Lookup
Campaign
(Campaign)
Company* Text (80)
Long Text Area
Description
(32000)
Email Email
Fax Fax
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Transportation
-Utilities
-Other

Lookup (User,
Lead Owner
Queue)
-Advertisement
-Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
-Open
-Contacted
-Unqualified
Mobile Phone
Name Name
-Mr.
-Ms.
-Dr.
-Prof.

Last Name Text (80)
Phone Phone
-Hot
-Cold
Title Text (80)

Website URL (255)

 Lead Scoring
appropriate)
 Validation Rule

(Classic UI only)
Help Article:
If so
websites? If so
4. Assign Leads
(Classic UI only)
Help Article:
 Assigning Leads
 Creating Queues
(Classic UI only)
Dashboards
 Create a Report
T. Set-up Opportunities
Standard Field Want

Close Date* Date
(32000)
-Omitted
-Pipeline
-Best Case
-Commit
-Closed
-Advertisement
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
Standard Field Want
-Word of mouth
-Other
Source (Campaign)
Private Checkbox
above in “Define
your sales
process”.
-Prospecting
-Qualification
-Discovery/Scoping
-Negotiation/Review
-Closed Won
-Closed Lost
-Existing Business
Type Pick list
-New Business


-Decision Maker
-Economic Buyer
-Evaluator
-Executive Sponsor
-Influencer
-Technical Buyer

 Validation Rule

(as needed)
data load)
(Classic UI only)
with other users
 Create a Report
U. Set-up Activities
values as needed.

Standard Field Want

Calendar)
Standard Field Want
Identifier
Call Type Pick list
(32000)
Series of Tasks
Due Date Date/Time
Email Email
Lead)
Phone Phone
-High
Priority* Pick list
-Normal
Related To Lookup
Email
-Not Started
-Waiting on someone
else
-Deferred
Standard Field Want
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
-Administrative
-Meeting
-Presentation
-Other
-Email
Standard Field Want

Calendar)
Date Date/Time
(32000)
Email Email
End* Date/Time
Getting Started
Workbook
Table of Contents
B. Set-up Users........................................................................................................................................................................................ 16
C. Set-up Leads ....................................................................................................................................................................................... 17
H. Set-up Accounts .................................................................................................................................................................................. 35
I. Set-up Contacts .................................................................................................................................................................................. 40
B. Import Data .......................................................................................................................................................................................... 46
outcomes
S. Determine your key players
T. Consider the type of implementation support you need
U. Gather feedback and determine your validation approach
V. Get the word out and create your communication plan
W. Identify and prioritize your business objectives
X. Define your success metrics
S. Determine your key players


Sample X X
Individual 1
Individual 2
T. Consider the type of implementation support you need
U. Get feedback and determine your validation approach

amount of data
My Validation Plan

V. Get the word out - Create your communication plan

Timing Key Topics
Program vision
Key players
Launch
User recognition
Timing Key Topics
W. Identify and prioritize your business objectives


want to satisfy?
My Vision Statement

Pain Point Group
My Pain Points
Pain Point Group

X. Define your success metrics

Login leader board
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2. User Feedback

YTD Sales
Pipeline by Owner

EE.Define your sales process
FF. Set-up Users
GG. Set-up Leads
HH. Set-up Opportunities
II. Set-up Activities
JJ. Utilize Chatter
KK.Download and Leverage Salesforce1
LL. Set-up Accounts
MM. Set-up Contacts
NN. Align Salesforce to your business
Salesforce Classic.
V. Define your sales process
stage.
My Sales Stages
W. Set-up Users
structure Video
up your roles
2. Enter Users
(Classic UI only)
X. Set-up Leads

Address Address
Lookup
Campaign
(Campaign)
Company* Text (80)
Long Text Area
Description
(32000)
Email Email
Fax Fax
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Transportation
-Utilities
-Other

Lookup (User,
Lead Owner
Queue)
-Advertisement
-Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
-Open
-Contacted
-Unqualified
Mobile Phone
Name Name
-Mr.
-Ms.
-Dr.
-Prof.

Last Name Text (80)
Phone Phone
-Hot
-Cold
Title Text (80)

Website URL (255)

 Lead Scoring
appropriate)
 Validation Rule

(Classic UI only)
Help Article:
If so
websites? If so
4. Assign Leads
(Classic UI only)
Help Article:
 Assigning Leads
 Creating Queues
(Classic UI only)
Dashboards
 Create a Report
Y. Set-up Opportunities
Standard Field Want

Close Date* Date
(32000)
-Omitted
-Pipeline
-Best Case
-Commit
-Closed
-Advertisement
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
Standard Field Want
-Word of mouth
-Other
Source (Campaign)
Private Checkbox
above in “Define
your sales
process”.
-Prospecting
-Qualification
-Discovery/Scoping
-Negotiation/Review
-Closed Won
-Closed Lost
-Existing Business
Type Pick list
-New Business


-Decision Maker
-Economic Buyer
-Evaluator
-Executive Sponsor
-Influencer
-Technical Buyer

 Validation Rule

(as needed)
data load)
(Classic UI only)
with other users
 Create a Report
Z. Set-up Activities
values as needed.

Standard Field Want

Calendar)
Standard Field Want
Identifier
Call Type Pick list
(32000)
Series of Tasks
Due Date Date/Time
Email Email
Lead)
Phone Phone
-High
Priority* Pick list
-Normal
Related To Lookup
Email
-Not Started
-Waiting on someone
else
-Deferred
Standard Field Want
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
-Administrative
-Meeting
-Presentation
-Other
-Email
Standard Field Want

Calendar)
Date Date/Time
(32000)
Email Email
End* Date/Time
Standard Field Want
Lead)
Location Text (255)
Phone Phone
Private Checkbox
Related To Lookup
Start* Date/Time
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
Time Date/Time
-Administrative
Type Pick list
-Call
-Meeting
-Presentation
-Other
-Email

specs below)
Item Sync Direction

Tasks Yes Two way
Events Yes Two way
Contacts No None

due this week)?
reports
Services
case:
 Create a Report
AA. Utilize Chatter

1. Utilize Chatter

(Classic UI only)
on deals?
Help Article:
BB. Download & Leverage Salesforce1
Play) Guide
Salesforce1
 Notifications
CC. Set-up Accounts

values
Standard Field Want

(32000)
Fax Fax
Standard Field Want
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Utilities
-Other

-Private
-Subsidiary
Standard Field Want
-Other

(Account)
Phone Phone
-Warm
-Cold

SIC Code Text (20)
-Press
-Competitor
-Prospect
-Customer
-Reseller
-Integrator
-Investor
-Partner
-Other
Website URL (255)




field in Salesforce
(Classic UI only)
K. Set-up Contacts
Premier Training:
Standard Field
Name (* = required)
Standard Field
Name (* = required)
Assistant Text (40)
Asst. Phone Phone
Birthdate Date
(32000)
Email Email
Fax Fax
Home Phone Phone
Touch Request
Date
Touch Save Date*
-Employee Referral
Standard Field
Name (* = required)
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other

Mobile Phone
Name* Name
-Ms.
-Mrs.
-Dr.
-Prof.

Last Name Text (80)
Other Phone Phone
Phone Phone
Title Text (80)

layout
-CEO
-VP
-Director
-Assistant
-Other
-Active (default)
Active Pick list
-Not Active
L. Align Salesforce to your business
(Classic UI only)
Help Article:
will be using?
G. Identify Data and Prepare Data for Import

H. Import Data
I. Manage your Data
G. Identify Data and Prepare Data for Import


you should go back)
related records?
(optional)
fields)
(optional)
ID
import
H. Import Data

data?
full import
Help Article:
I. Manage your Data


frequently?
take action?
 Create a report
above.

K. Plan your training


Lead Process X X
Sales Process X X
Activity Tracking X
Account & Contact X

Management


Training Scenario
3. •

 Chatter Basics
Training Plan
  
L. Drive user adoption

publicly
M. Track and measure success
 Create a Report
Component
 Create a Report
N. Track achievement of business outcomes
action
usage of Salesforce
 Create a Report
O. Continue the momentum

Getting Started
Workbook
Table of Contents
B. Set-up Users........................................................................................................................................................................................ 16
C. Set-up Leads ....................................................................................................................................................................................... 17
H. Set-up Accounts .................................................................................................................................................................................. 35
I. Set-up Contacts .................................................................................................................................................................................. 40
B. Import Data .......................................................................................................................................................................................... 46
outcomes
©Copyright 2015 salesforce.com, inc. All rights reserved.

Getting Started Workbook – Page 199 of 51
Y. Determine your key players
Z. Consider the type of implementation support you need
AA.Gather feedback and determine your validation approach
BB.Get the word out and create your communication plan
CC. Identify and prioritize your business objectives
DD. Define your success metrics
Y. Determine your key players


Sample X X
Individual 1
Individual 2

Z. Consider the type of implementation support you need
AA. Get feedback and determine your validation approach

amount of data

My Validation Plan

BB. Get the word out - Create your communication plan

Timing Key Topics
Program vision
Key players
Launch
User recognition
Post Launch
User Tips/Tricks

Timing Key Topics
CC. Identify and prioritize your business objectives


want to satisfy?
My Vision Statement

Pain Point Group
My Pain Points
Pain Point Group




DD. Define your success metrics

Login leader board
Hall of Fame


2. User Feedback


YTD Sales
Pipeline by Owner


OO. Define your sales process
PP.Set-up Users
QQ. Set-up Leads
RR. Set-up Opportunities
SS.Set-up Activities
TT. Utilize Chatter
UU. Download and Leverage Salesforce1
VV.Set-up Accounts
WW. Set-up Contacts
XX.Align Salesforce to your business
Salesforce Classic.

DD. Define your sales process
stage.
My Sales Stages

EE.Set-up Users
structure Video
up your roles
2. Enter Users
(Classic UI only)

FF. Set-up Leads

Address Address
Lookup
Campaign
(Campaign)
Company* Text (80)

Long Text Area
Description
(32000)
Email Email
Fax Fax
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance

-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Transportation
-Utilities
-Other

Lookup (User,
Lead Owner
Queue)
-Advertisement
-Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other
-Open
Lead Status* Pick list -Contacted
-Qualified

-Unqualified
Mobile Phone
Name Name
-Mr.
-Ms.
-Dr.
-Prof.

Last Name Text (80)
Phone Phone
-Hot
-Cold
Title Text (80)

Website URL (255)


need to track for reporting purposes? and decisions (common custom (Classic UI only)
 Examples of Validation Rules
 Adjust field location
AppExchange App:
 Create validation rules (as
 Lead Scoring
appropriate)
 Validation Rule

(Classic UI only)
Help Article:

If so
 Setting Up Web-to-Lead
Do you have leads generated from
websites? If so
4. Assign Leads
(Classic UI only)
Help Article:
 Assigning Leads
 Creating Queues
(Classic UI only)

Dashboards
 Create a Report
GG. Set-up Opportunities


Standard Field Want

Close Date* Date
(32000)
-Omitted
Forecast Category Pick list -Pipeline
-Best Case
-Commit
-Closed
-Advertisement
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner

Standard Field Want
-Trade Show
-Web
-Word of mouth
-Other
Source (Campaign)
Private Checkbox
above in “Define
your sales
process”.
-Prospecting
-Qualification
-Discovery/Scoping
-Negotiation/Review
-Closed Won
-Closed Lost
-Existing Business
Type Pick list

Standard Field Want
-New Business


-Decision Maker
-Economic Buyer
-Evaluator

-Executive Sponsor
-Influencer
-Technical Buyer

 Validation Rule

(as needed)
data load)
(Classic UI only)

with other users
 Create a Report

HH. Set-up Activities
values as needed.

Standard Field Want

Calendar)

Standard Field Want

Identifier
Call Type Pick list
(32000)
Series of Tasks
Due Date Date/Time
Email Email
Lead)
Phone Phone
-High
Priority* Pick list
-Normal
Related To Lookup
Email
-Not Started

Standard Field Want
-Waiting on someone
else
-Deferred
-Call
Subject* Pick list -Email
-Meeting
-Send Letter/Quote
-Other
-Administrative
-Meeting
-Presentation
-Other
-Email
Standard Field Want

Calendar)
Date Date/Time
(32000)
Email Email

Standard Field Want
End* Date/Time
Lead)
Location Text (255)
Phone Phone
Private Checkbox
Related To Lookup
Start* Date/Time
-Call
Subject* Pick list
-Email
-Meeting
-Send Letter/Quote
-Other
Time Date/Time
-Administrative
Type Pick list
-Call
-Meeting
-Presentation
-Other
-Email

direction, using the table below  Salesforce for Outlook
Do I need to synchronize Salesforce
(recommendations included in  Email to Salesforce
with my email provider? If so:
specs below)
Item Sync Direction

Tasks Yes Two way
Events Yes Two way
Contacts No None

due this week)?

reports
Services
case:
 Create a Report
II. Utilize Chatter

1. Utilize Chatter

(Classic UI only)
on deals?
Help Article:

JJ. Download & Leverage Salesforce1
Play) Guide
Salesforce1
 Notifications
KK. Set-up Accounts

lists Help Article:

process?  Set required fields  Account Overview
 Customize standard field pick list  How to update a Pick List
values
Standard Field Want

(32000)

Standard Field Want
Fax Fax
-Apparel
-Banking
-Biotechnology
-Chemicals
-Communications
-Construction
-Consulting
-Education
-Electronics
-Energy
-Engineering
-Entertainment
-Environmental
-Finance
-Food & Beverage
-Government
-Healthcare
-Hospitality
-Insurance
-Machinery
-Manufacturing
-Media
-Not for Profit
-Recreation
-Retail
-Shipping
-Technology
-Telecommunications
-Utilities
-Other

Standard Field Want
-Private
-Subsidiary
-Other

(Account)
Phone Phone
-Warm
-Cold

SIC Code Text (20)
-Press
-Competitor
-Prospect
-Customer
-Reseller
-Integrator
-Investor
-Partner
-Other
Website URL (255)

the table below to drive reporting  Account-Videos and Walkthroughs
and decisions (Classic UI only)


field in Salesforce

(Classic UI only)
L. Set-up Contacts
Premier Training:
Standard Field
Name (* = required)

Standard Field
Name (* = required)
Assistant Text (40)
Asst. Phone Phone
Birthdate Date
(32000)
Email Email
Fax Fax
Home Phone Phone
Touch Request
Date
Touch Save Date*

Standard Field
Name (* = required)
-Employee Referral
-External Referral
-Partner
-Public Relations
-Seminar Internal
-Seminar Partner
-Trade Show
-Web
-Word of mouth
-Other

Mobile Phone
Name* Name
-Ms.
-Mrs.
-Dr.
-Prof.

Last Name Text (80)
Other Phone Phone
Phone Phone
Title Text (80)

layout
-CEO
-VP
-Director
-Assistant
-Other
-Active (default)
Active Pick list
-Not Active

M. Align Salesforce to your business
(Classic UI only)
Help Article:
will be using?

J. Identify Data and Prepare Data for Import

K. Import Data
L. Manage your Data
J. Identify Data and Prepare Data for Import


you should go back)
related records?
(optional)

fields)
(optional)
ID
import
K. Import Data

o Choosing the right tool

data?  Test on subsets of records before a o Best practices for importing data
full import Help Article:
 Review and start import  Which Data Import/Export Tool Should I
Use
L. Manage your Data


frequently?

take action?  Adapt reports & dashboards to  Modify a Dashboard
 Create a report
above.


P. Plan your training


Lead Process X X
Sales Process X X
Activity Tracking X
Account & Contact X

Management




Training Scenario
4. •


Getting Started Workbook

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Getting Started Workbook

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Getting Started

A. Determine your key players

Executive Business Process System Data Champion

C. Get feedback and determine your validation approach

Who will validate the Salesforce solution (consider who is

What are the key timing considerations?

D. Get the word out - Create your communication plan

Timing Key Topics

E. Identify and prioritize your business objectives

1. Define your vision statement

2. Identify your pain points

3. Capture & prioritize your goals and define measurements

What do the managers hope to get out of Salesforce?

What are the goals for your end users of Salesforce?

1. Usage and Data Quality

My Usage/Data Quality Measures

My User Satisfaction Measures

Key Questions Metrics

My Business Performance Measures

Stages Enter this stage when:

Salesforce Standard Fields

Last Modified By* Lookup (User)

First Name Text (40)

Title Text (80)

2. Add custom fields (if necessary)

3. Determine your lead import approach & enter leads

Standard Field Want

Stage Probability Forecast Category

Prospecting 10% Pipeline

Contact Role Standard Values (modify as needed to align to your business)

Standard Field Name (* = required) Data Type Pick list Values

Contact Role Pick list -Business User

2. Add custom fields (if necessary)

3. Set up opportunity products

 Set default values

Task Standard Fields

Standard Field Want

Event Standard Fields

Standard Field Want

2. Set-up Email Integration

Email Integration Specifications

Item Sync Direction

3. Create list views

Opportunity Collaboration  Collaborate on opportunities Set-Up Salesforce Series:

Standard Field Want

Last Modified By* Lookup (User)

Parent Account Lookup

Shipping Address Address

Website URL (255)

2. Add custom fields (if necessary)

 Add custom fields Help Article:

3. Create Account Hierarchy (if necessary)

Account Hierarchy  Create an account hierarchy by Help Article:

Mailing Address Address

First Name Text (40)

2. Add custom fields (if necessary)

A. Identify Data and Prepare Data for Import

A. Identify Data and Prepare Data for Import

Data Analysis  Determine data that will be Videos:

Data Import Wizard  Chose data to import Videos:

C. Manage your Data

Data Archive Strategy  Determine archive strategy for data

A. Plan your training