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Implementing an Analytics Strategy for the Sales Cloud (STR301)

Course Description Schedule Course Outline

Detailed Course 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