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training FOR TRAINER

Sales Force Automation. training FOR TRAINER. Customer Assistant Through Automated, Lean & Integrated System. Selasa , 22 April 2014 Hotel Tentrem , Jogjakarta. Agenda Training. BAB 1 : SFA Overview BAB 2 : Lead and Prospect Management BAB 3 : Opportunity Management

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training FOR TRAINER

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  1. Sales Force Automation training FOR TRAINER Customer Assistant Through Automated, Lean & Integrated System Selasa, 22 April 2014 Hotel Tentrem, Jogjakarta

  2. Agenda Training • BAB 1 : SFA Overview • BAB 2 : Lead and Prospect Management • BAB 3 : Opportunity Management • BAB 4 : Quote Management • BAB 5 : Inquiries

  3. BAB1 Sales Force Automation Overview

  4. Objektif Modul Setelahmenyelesaikanmodul Lead and Prospect Management, andadapatmelakukan : • mencatatinformasi prospect pelanggan • mengelola data lead yang diperolehdari third party • kualifikasi lead setelah prospect diverifikasi

  5. Lead and Prospect Management Overview Mass Loader Tools 2.1 Prospect Creation Manual Creation on UI 2.2 Lead Creation 2.3 Lead Qualification Tele Verification Rejected Retired Converted Refused Recall-No Answer, Busy Tone Not Valid Valid OK Recall- Long Tone Contact Person Prospect Opportunity Account Executive

  6. BAB 2 – Lead and Prospect Management 2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

  7. 2.1 Prospect Creation • Prospect adalah target sales yang berisi contact daricalonpelangganmaupun existing pelanggan yang berpotensiuntukberlangganan service Indosat • Prospect creation bertujuanuntukmencatatinformasi: - contact person prospect - Nama CCA dan CA - Address CA - CA Type, Customer Segment, Total# employee, dan Line of Business - Sumber data prospect

  8. 2.1 Prospect Creation – Contoh Kasus • DeskripsiKasus - Tele Verification menerima data lead dari vendor atau third party - Terdapat PT Phintraco Consulting sebagai CA, dan PT Phintraco Group sebagai CCA prospect, dengan Dewi Safitri sebagai contact person

  9. 2.1 Prospect Creation – CATALIST Process Login Aplikasi CATALIST Navigasike Screen Prospect KlikTombol “New” Input Informasi Prospect Tele Verification

  10. 2.1 Prospect Creation – CATALIST Process (UI) • Navigasike Screen List Management • Klik Link Bar Prospects • Kliktombol New untukmembuat prospect baru • Input informasi prospect, dansimpaninformasinya • Klik Prospect Name untuk drill down detail prospect 6. TekanCtrl+Suntukmenyimpan data

  11. 2.1 Prospect Creation – CATALIST Process (UI)

  12. BAB 2 – Lead and Prospect Management 2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

  13. 2.2 Lead Creation • Lead dapatdi-create melalui: - mass loader tools - UI lead screen • Lead berisiinformasi: - contact person/prospect yang akandilakukankualifikasi - lead status - sales team - owner - informasi company - Informasi lead qualification

  14. 2.2 Lead Creation – Contoh Kasus • Tele Verification menginput lead atas Prospect Name : Dewi Safitri, dengan : - CCA : PT Phintraco Group - CA : PT Phintraco Consulting • Lead akanter-create dengan status “Qualified” untukselanjutnyadilakukan lead qualification

  15. 2.2 Lead Creation – CATALIST Process Login Aplikasi CATALIST Navigasike Screen Lead KlikTombol “New” Asosiasi Prospect Pada Lead Tele Verification

  16. 2.2 Lead Creation – CATALIST Process (UI) • Navigasike Screen Lead • Klik Link Bar My Leads • Kliktombol New untukmembuat lead baru • Input informasi lead, asosiasikandengan prospect , lalusimpaninformasinya • Klik Description untuk drill down detail lead • TekanCtrl+Suntukmenyimpan data

  17. 2.2 Lead Creation – CATALIST Process (UI)

  18. BAB 2 – Lead and Prospect Management 2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

  19. 2.3 Lead Qualification • Lead Qualification adalahprosesdimana Tele Verification melakukanvalidasidanverifikasi data lead

  20. 2.3 Lead Qualification – Proses Bisnis

  21. 2.3 Lead Qualification • Lead Status Life Cycle meliputi :

  22. 2.3 Lead Qualification • Qualified Status ketika lead pertama kali dibuat, baikmelalui mass loader tools maupun UI Screen Lead • Rejected Status rejected dikategorikanmenjadi 3 rejected reason code: 1. Rejected Refused 2. Rejected Recall – Busy Tone 3. Rejected Recall – Long Tone

  23. 2.3 Lead Qualification • Retired Setelahdilakukanverifikasi, data prospect tidak valid • Converted Data prospect valid, dansesuaidengankriteria prospect segment sebagai non-Large Enterprise untukkemudiandilanjutkanmenjadi opportunity

  24. 2.3 Lead Qualification Kategorikualifikasi lead dengan lead status sbb:

  25. 2.3 Lead Qualification – Contoh Kasus • Tele Verification melakukanverifikasi lead atas prospect PT Phintraco Consulting denganmenghubungi Dewi Safitri sebagai contact person PIC Corporate • Setelah lead diverifikasi, data valid dengan customer segment bukansebagai Large Enterprise, maka lead dapatdikonversimenjadi opportunity • Setelah lead dikonversi: - Lead status berubahdari “Qualified” menjadi “Converted” - CCA Name PT Phintraco Group ter-create dengen status “Prospect” - CA Name PT Phintraco Consulting ter-create dengen status “Prospect” - Dewi Safitri sebagai Prospect Name pada prospect berubahmenjadi contact atas CA tsb

  26. 2.3 Lead Qualification – CATALIST Process KlikTombol “Reject” Navigasike Screen Lead Pilih Lead Record yang akandilakukankualifikasi KlikTombol “Retire” Tele Verification KlikTombol “Convert” CCA Auto-Assignment Manager • Prospect Info: • CCA • CA • Prospect Name Opportunity CA Convert CA Contact Account Executive

  27. 2.3 Lead Qualification – CATALIST Process (UI) • Qualified  Converted • Navigasike screen Lead • Pilih lead record yang akandilakukan lead qualification • KlikTombol “Convert” jika prospect valid

  28. 2.3 Lead Qualification – CATALIST Process (UI) • 2. Qualified  Rejected • Navigasike screen Lead • Pilih lead record yang akandilakukan lead qualification • KlikTombol “Reject” • Pilih Reject Reason Code : Recall – Long Tone, atau Recall – No Answer, busy tone, atau Refused • Kliktombol OK

  29. 2.3 Lead Qualification – CATALIST Process (UI) • 3. Qualified  Retire • Navigasike screen Lead • Pilih lead record yang akandilakukan lead qualification • KlikTombol “Reject” • Pilih Reject Reason Code : Not Valid, dan input retire comment • Kliktombol OK

  30. BAB 3 – Opportunity Management 3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

  31. Objektif Modul Setelahmenyelesaikanmodul Opportunity Management, andadapat: • memahamisetiap sales stage pada sales method Short Sales Cycle dan Long Sales Cycle • mengetahui activity template danmencatat sales activity disetiap sales stage • mengeloladan tracking opportunity sales • memahami quote creation melalui opportunity

  32. Opportunity Management Overview 2.3 Lead Qualification Tele Verification Sales Method: Short Sales Cycle 3.2 Opportunity Sales Stage 3.4 Upload Opportunity Attachment Account Executive 3.3 Opportunity Activity Order Management 3.1 Opportunity Creation Sales Method: Long Sales Cycle 3.2 Opportunity Sales Stage 3.4 Upload Opportunity Attachment Mass Loader Tools Manual Creation on UI 3.3 Opportunity Activity Quote Management Order Management

  33. BAB 3 – Opportunity Management 3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

  34. 3.1 Opportunity Creation • Opportunity dapatdi-create melalui: - mass loader tools - UI Opportunity screen • Sebelum opportunity creation, CCA, CA dan Contact sudahdi-create sehingga CCA dan CA tsbakandiasosiasikandengan opportunity

  35. 3.1 Opportunity Creation

  36. 3.1 Opportunity Creation • Opportunity dikategorikansebagai Long Sales Cycle jikamembutuhkan solution design melalui quote, berlakuuntuk product MIDI, danIphone • Opportunity dikategorikansebagai Short Sales Cycle jikatidakmembutuhkan solution design, sehinggadapatdiproseslangsungmenjadi order, tanpamelalui quote. Hal iniberlakuuntuk product mobile

  37. 3.1 Opportunity Creation – CATALIST Proses Navigasike Screen Opportunity KlikTombol “New” Input Mandatory Field Asosiasi CCA dan CA Pada Opportunity Account Executive

  38. 3.1 Opportunity Creation – CATALIST Proses (UI) • Navigasike Screen Opportunity • Klik Opportunity List Link Bar • KlikTombol “New” • Input mandatory field : Opportunity Name, Currency (IDR, USD) • Pilih Sales Method: Long Sales Cycle, atau Short Sales Cycle • Asosiasidengan CCA jika customer type : Corporate, SME Formal 7. Asosiasi CA tanpa CCA jika customer type: SME Entrepreneur, Corporate Reference 8. TekanCtrl+Suntukmenyimpan data

  39. 3.1 Opportunity Creation – CATALIST Proses (UI)

  40. BAB 3 – Opportunity Management 3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity

  41. 3.2 Opportunity Stage • Opportunity stage merupakanproses sales yang dibedakanberdasarkan sales method. • Sales stage untuk Short Sales Cycle:

  42. 3.2 Opportunity Stage • Matrik Sales Stage vs Opportunity Probability

  43. 3.2 Opportunity Stage – Short Sales Cycle

  44. 3.2 Opportunity Stage – Short Sales Cycle

  45. 3.2 Opportunity Stage – Short Sales Cycle

  46. 3.2 Opportunity Stage • Sales stage untuk Long Sales Cycle:

  47. 3.2 Opportunity Stage – Long Sales Cycle

  48. 3.2 Opportunity Stage – Long Sales Cycle

  49. 3.2 Opportunity Stage – Long Sales Cycle

  50. BAB 3 – Opportunity Management 3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity

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