STR301 – Implementing an Analytics Strategy for the Sales Cloud

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3 Days Course
Users Essentials

Classroom + Online

Course Details

The STR301 – Implementing an Analytics Strategy for the Sales Cloud course is a must for anyone responsible for using Salesforce Analytics to drive business results in a sales organisation. In this course, you will learn how to implement an Analytics Strategy for the Sales Cloud and acquire the skills and knowledge needed to gather for analytics requirements, design and build custom reports, dashboards, and deploy them to your users.

 

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Objectives

By the end of this course, you’ll 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

Outline

Discovery

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

 

Defining Your Analytics Infrastructure

  • Determine permissions and folder access
  • Define a report and dashboard architecture
  • Clean up reports and dashboards

 

Analyzing Opportunity Pipeline

  • Analyze executive requirements
  • Design an executive dashboard solution
  • Build reports to analyze pipeline
  • Build top 10 opportunity reports
  • Analyze opportunity size

 

Closed Business Analysis

  • Report on won opportunities against targets
  • Compare closed business month over month
  • Build top 10 won opportunities reports
  • Build a top sales rep leaderboard
  • Analyze win rates

 

Analyzing Pipeline Trends

  • Report on opportunity trends with stage history
  • Analyze opportunity trends with analytic snapshots

 

Forecasting Analysis

  • Analyze the company’s sales forecast
  • Analyze sales reps’ quotas and forecasts

 

Lead Performance Analysis

  • Analyze which types of leads perform best
  • Monitor lead conversion times
  • Monitor lead qualification performance
  • Compare sales rep conversion performance

 

Sales Team Management Reporting

  • Identify stuck opportunities and bottlenecks
  • Identify opportunities at risk
  • Analyze sales rep activities
  • Monitor data quality

 

Reports and Dashboards for Sales People

  • Monitor individual pipelines
  • Manage activities
  • Analyze individual quotas

 

Validate and Deploy Your Analytics Solution

  • Validate that a solution meets requirements
  • Provide guidance on how users can use a solution to meet their objectives
  • Maximize the consumption of reports and dashboards

Target Audience

Implementing an Analytics Strategy for the Sales Cloud course is ideal for anyone responsible for developing and maintaining reports and dashboards for their sales organisation, such as:

  • Sales Operations Analysts
  • Business Analysts
  • Sales Managers
  • System administrators
  • Power Users may also benefit from this course

Prerequisites

The prerequisites include a solid understanding of basic Salesforce concepts and sales functionality, such as:

  • Navigating Salesforce
  • Salesforce objects and their relationships to one another
  • Creating reports with the report builder
  • Creating dashboards with the dashboard builder