This document provides an overview of setting up Salesforce for a new Sales Cloud implementation. It discusses defining sales processes and mapping the core objects like Accounts, Contacts, Opportunities and Activities to the sales cycle. It also covers configuring fields and page layouts, using record types and permission sets for security, and considering automation and duplicate management. The document emphasizes starting with out-of-the-box functionality and mirroring Salesforce configuration to business processes for easy adoption. It also provides resources for implementation best practices and ongoing success support.

1. Getting Started: Sales Cloud
Admin Fast Start

3. Forward-Looking Statement
"Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This presentation contains forward-looking statements about the company's financial and
operating results, which may include expected GAAP and non-GAAP financial and other operating and non-operating results, including revenue, net income, diluted earnings
per share, operating cash flow growth, operating margin improvement, expected revenue growth, expected current remaining performance obligation growth, expected tax rates,
stock-based compensation expenses, amortization of purchased intangibles, shares outstanding, market growth, environmental, social and governance goals and expected capital
allocation, including mergers and acquisitions, capital expenditures and other investments. The achievement or success of the matters covered by such forward-looking statements
involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s results could differ materially
from the results expressed or implied by the forward-looking statements it makes.
The risks and uncertainties referred to above include -- but are not limited to -- risks associated with the effect of general economic and market conditions; the impact of geopolitical
events, natural disasters and actual or threatened public health emergencies, such as the ongoing Coronavirus pandemic; the impact of foreign currency exchange rate and interest
rate fluctuations on our results; our business strategy and our plan to build our business, including our strategy to be the leading provider of enterprise cloud computing applications
and platforms; the pace of change and innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; the competitive nature of the market in which we
participate; our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth in our customer base and operations, including
as a result of acquisitions; our service performance and security, including the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate
potential security breaches; the expenses associated with our data centers and third-party infrastructure providers; additional data center capacity; real estate and office facilities
space; our operating results and cash flows; new services and product features, including any efforts to expand our services beyond the CRM market; our strategy of acquiring or
making investments in complementary businesses, joint ventures, services, technologies and intellectual property rights; the performance and fair value of our investments in
complementary businesses through our strategic investment portfolio; our ability to realize the benefits from strategic partnerships, joint ventures and investments; the impact of
future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions that may affect the publicly traded companies within our
strategic investment portfolio; our ability to execute our business plans; our ability to successfully integrate acquired businesses and technologies; our ability to continue to grow
unearned revenue and remaining performance obligation; our ability to protect our intellectual property rights; our ability to develop our brands; our reliance on third-party
hardware, software and platform providers; our dependency on the development and maintenance of the infrastructure of the Internet; the effect of evolving domestic and foreign
government regulations, including those related to the provision of services on the Internet, those related to accessing the Internet, and those addressing data privacy, cross-border
data transfers and import and export controls; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax
assets in the future; the impact of new accounting pronouncements and tax laws; uncertainties affecting our ability to estimate our tax rate; uncertainties regarding our tax
obligations in connection with potential jurisdictional transfers of intellectual property, including the tax rate, the timing of the transfer and the value of such transferred intellectual
property; the impact of expensing stock options and other equity awards; the sufficiency of our capital resources; factors related to our outstanding debt, revolving credit facility and
loan associated with 50 Fremont; compliance with our debt covenants and lease obligations; current and potential litigation involving us; and the impact of climate change.
Further information on these and other factors that could affect the company’s financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings it makes
with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of the company’s
website at.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Third party trademarks are the property of their owners.

4. Event Information and Logistics
Post your questions in the
GoToWebinar panel during the
event, and the Trailblazer
Community once it’s concluded.
First things first
Connect with the Trailblazer Community
1-on-1 Follow-Up Call
Premier customers can request a 1-on-1
follow-up session with a Salesforce Success
Guide through a survey you will receive after
this webinar concludes.

5. In this session, we’ll go over setting up fields
and page layouts on the Standard Sales Cloud
Objects and review best practices so you can
get the most out of your Salesforce investment.
Welcome to this
Accelerator Webinar!

6. Agenda
01 Salesforce Core Objects
What are the basics to start with Sales Cloud?
02
03 Other Considerations
Duplicate management, automation considerations.
04
Setup Best Practices
Begin with the basics, then see Demo #2.
Resources
Start with the right foot on your path to excellence.

7. Achieving Your Business Outcomes
with Accelerators

8. You’re a Salesforce customer who wants to:
● Understand why setting up the layout of your
core objects is crucial to the sales process.
● Start with out-of-the-box functionality.
● Deliver a more streamlined end-user
experience.
● Learn how to do basic field creation,
modification, and page layouts for Leads,
Opportunities, or Accounts.
● Understand other considerations like
Multi-Factor Authentication, data importing,
and Record Types.
Overview
What challenge are we solving for you?

9. Salesforce Core Objects
What are the basics to start with Sales Cloud?

10. Define Your Sales Process
Create a sales strategy for your Sales Cloud implementation
Goals & Objectives Accountability User Focus Keep It Simple Review
These help dictate KPIs,
process, and continuous
improvement
Hold people
accountable to ensure
process consistency
Technology should
simplify and support
user process
Complex processes
hinder adoption
Adjust the process as
business changes
RESOURCE: Sales Cloud Rollout Strategy

11. The Elements of a Sales Process
See how objects can help build your relationships
Leads Accounts Contacts Opportunities Activities
Anyone who may be
interested in your
products or services
Organizations that
already have a
relationship with your
company
Individuals associated
with an Account (and
one or more
Opportunities)
Any potential
revenue-generating
sales deals or events
you want to track
Detailed information
about a call, follow-up
task, or calendar event
RESOURCE: Sales Cloud Basics

12. Leads vs. Accounts, Contacts, and Opportunities
Leads are people and companies who could be your customer
RESOURCE: Learn to power your sales with Leads and Opportunities
Contact Nurture
Unqualified
Leads
Accounts Contacts
Opportunities

13. Configuring Salesforce to Your Business
Your contacts might work with
more than one company.
Learn more:
Help & Training: Object
Relationships Overview
Link Accounts and Contacts when they should belong together
RESOURCE: Strategies for Managing Account Data
Parent Account
Contact
Account
CEO
Donor to
non-
profits
Consultant

14. The opportunity stage is used to help track an
opportunity through your pipeline. Each stage
should align to these four components:
● A meaningful stage name with definition
● A type
● An associated probability
● A forecast category
When determining which stages you will use,
consider bringing together some of your sales
leaders and key team members to map out
your sales process.
Track deals through your pipeline
Opportunities
RESOURCE: Sales Process Map

15. Opportunity Stages
Opportunities are deals in progress
Qualify
Discovery
Scoping
Proposal
Negotiate
Closed
Lost
Closed
Won
Opportunities
RESOURCE: Learn to power your sales with Leads and Opportunities

16. Prepare
● Customer interactions (for a complete view of
Activities)
Log
● Completed customer interactions (calls, emails, etc.)
Schedule
● Follow-up tasks
Open Activities track what needs to be done.
Activity History tracks what has been done.
An essential part of every customer interaction
Activities

17. Demo
Let’s see Salesforce
in action!

18. Setup Best Practices
Begin with the basics, then see Demo #2.

19. Help Save Time
● Salesforce is customizable with its
out-of-the-box features to help save
time, so your sales people can focus
on what they do best: Sell!
Always Up to Date
● With our three major releases a year,
let us worry about the technology, so
you can focus on your process and
people.
Increase Productivity
● Your success is tied directly to how
well you’ve mirrored your sales
processes to how you set up
Salesforce.
Save time, always stay up to date, and increase productivity
Salesforce Is Easily Configured Out of the Box

20. 5 Steps to Getting Started for Admins
Setup best practices
Document Your
Process
Mirror Processes
in Salesforce
Import Your
Data
Set Up
Your Users
Get Actionable
Insights
Document the
processes your team
follows to achieve your
objectives and map out
your sales processes end
to end
Use declarative features
and standard
configuration to ensure
objects and fields in
Salesforce are set up to
match your processes
Clearly define processes
and key executive
support
Create logins, assign
profiles, add permission
sets, and determine
data access
Visualize key business
metrics and make
actionable decisions in
real-time using reports
and dashboards
Article:
3 Ways Sales Leaders Can
Align with Sales Strategy to
Grow the Business
Trailhead:
Sales Operations Processes
and Technology
Trailhead:
Set Up Your Org
Accelerator:
Business Process
Automation
Trailhead:
Data Security
Data Management
Trailhead:
User Management
Data Security
Protect Your Data in
Salesforce
Video Series:
Who Sees What
Trailhead:
Sales Reports for Lightning
Experience
Accelerator:
Design Reports and
Dashboards
1 2 3 4 5

21. Essential Functionality in Salesforce
List Views are a great way to sort, prioritize, and analyze the records
that are most important to you for a particular object.
Empower Users with Quick Actions lets your users quickly do tasks,
such as create records, log calls, send emails, and more. With
custom actions, you can make your users’ navigation and workflow
as smooth as possible by giving them quick access to information
that’s most important.
Page Layouts and Record Types help to determine the business
processes, page layouts, and picklist values users have access to.
Custom Fields allow you to meet business requirements and
facilitate accurate data entry with formulas, picklists, and lookups.
Considerations for getting started

22. Salesforce Visibility
Analyze your security options to ensure all
users are able to access the records they
need in order to be successful.
Resources/Tips:
● Page Layouts
● Record Types
● Profiles
● Permission Sets
Common Challenge: Users don’t have access to all of the records
they need to do their job
Use standard fields and declarative
functionality as a best practice.
Salesforce Object Standard Fields
Account Standard Account Fields
Contact Standard Contact Fields
Lead Standard Lead Fields
Opportunity Standard Opportunity Fields

23. Profiles and Permission Sets
The platform includes a set of standard profiles. Some
examples are:
● Read Only
● Standard User
● Marketing User
● Contract Manager
● System Administrator
Use Profiles to restrict access; Permission Sets can open access
Sales User Profile
Read, create, and edit user
leads
Additional Lead
Permissions
Delete and transfer leads

24. Permission Groups
Permission Sets allow you to:
● Grant access to custom objects or apps.
● Grant permissions to specific fields.
Grant multiple Permission Sets to users in groups
Sales Staff Users
Sales Cloud Einstein
Permission Set
Use Sales Cloud Analytics
templates and apps.
Survey Center
Create, edit, and delete
surveys.
Permission Set based
on the standard user
profile
Read, create, edit, and delete
accounts and opportunities.
Create and customize list views
and reports.

25. Demo #2
Let’s see Salesforce
in action!

26. Other Considerations
Duplicate management, automation considerations.

27. Configure Salesforce to Meet Your Needs
What should you configure?
Tabs and Apps
Quick access to information you
use the most.
Page Layout
Display only necessary fields and
keep it simple!
● Links
● Buttons/Actions
● List Views
1
2
1
2

28. Duplicate Management
Resolve and prevent duplicates to increase user confidence in your data
Standard duplicate management
rules are provided for Accounts,
Contacts, and Leads.
Duplicate management can be
customized to meet your business
needs.
Matching Rules
Define criteria for
matches
Identify Duplicates
Duplicate Rules
Action to be taken when
duplicates are identified
1
2
3

29. Common use cases for our process automation tools
Make Data Entry Easier: Salesforce Automation Suite
Workflow Rules Approvals Process Builder Lightning Flow
● Contact a customer
before their contract
expires.
● Assign a credit check task
for a new customer.
● Notify sales VP about
cases filed for top
accounts.
● Set default account
name.
● Report lost opportunities
on Accounts.
● Approve discounts for an
opportunity, with greater
discounts needing higher
levels of approval.
● Approve time off for team
members.
● Approve the closure of a
case for a Tier 1
customer.
● Approve an account
based on financial
criteria.
● Create a draft contract
record associated with
the opportunity account.
● Congratulate the
Account owner by
posting to the Sales
Chatter group.
● Create a follow-up task
scheduled to execute six
days after the opportunity
close date.
● Perform complex
branching logic.
● After an opportunity is
closed and won, calculate
the discount and apply it
to all related opportunity
products.
● Build a wizard to collect
information from a
customer or sales rep
for Account and Contact
creation.
Need a 1-on-1 consultation on which Business Process Automation Tool to use? Check out the Platform Business Process Automation Accelerator.

30. Summary
● Make better decisions so you can deliver on your goals.
● Set customer expectations.
● Improve customer communication.
● Focus customer responsibilities by Role or Accountability.
● “If it’s not in Salesforce, it doesn’t exist.”
Tips and tricks in configuring Sales Cloud to
increase efficiency

31. Resources
Start with the right foot on your path to excellence.

32. Salesforce Customer Success 360
Achieve your goals with offerings tailored to your success
Premier Success
Personalized guidance
to boost adoption and
productivity
Professional Services
Accelerate your path to value
with the world’s leading
Salesforce experts
DO IT MYSELF DO IT WITH ME
Standard Success
Learn Salesforce with
on-demand resources
SHOW ME HOW

33. Learn More
See All of Our
Salesforce Services
Accelerate your path to success
Getting Started with Sales Cloud
● Take a guided journey designed to help
you deliver business value, faster.
● Newer to Salesforce? Learn the basics:
Log In, Navigate, Customize, and Manage
your Salesforce org.
Sales Cloud Rollout Strategy
Create a blueprint for successful Sales Cloud
implementation.
Getting Started with Sales Cloud Community
Join today for your central location for
information to start your Salesforce journey.
Getting Started Online Training Videos
● Administering Salesforce
● Navigating Salesforce
● Using the Sales Cloud
● Reports and Dashboards
● View Recordings
Circles of Success
Hosted by a Salesforce expert, meet with
fellow customers to talk about your
experiences and share best practices on a
variety of topics. Offered virtually and in
person.
Admin Assist
With Premier+, have a Salesforce admin help
configure and maintain your Salesforce
solution.
Implementation Architect
A designated single Cloud expert will be the
Salesforce lead on your deployment, providing
expertise and oversight for your architectural
needs.
Lightning Boost
Accelerate your Lightning transition with
expert guidance on Lightning readiness,
feature usage to maximize ROI, and a tailored
transition plan.
Do It Myself Show Me How Do It with Me
See All Trails
See Our Complete Portfolio
of Salesforce Accelerators
See All Success Resources
See Upcoming Circles of
Success

34. Blaze Your Path to Success, Faster
Standard Premier
Guided Journeys
Success Community
Trailhead
Accelerators and 1-on-1 Follow Up
Developer Support
Success Management
Circles of Success
Interactive Webinars
Admin Assist Optional Upgrade
Support 12/5 Online / 2-Day Response 24/7 Phone & Online / 1-Hour Critical Response
Success plans to take you further
Learn more about Premier Success

35. Next Steps
Let’s schedule dates and get started
01 Join the Salesforce Productivity Trailblazer Community.
02
03
04
Take the Sales Productivity Trailhead Module.
Premier customers: Request your 1-on-1 with a Salesforce
Success Specialist and plan your next Accelerator.
(1-on-1 follow-up invitations will be sent after you complete the survey.)
Not a Premier customer but interested in learning more?
Reach out to your Salesforce Account Team for more details.

36. Questions?

37. Send Us Your Feedback!
Need additional support?
Premier customers can
request a 1-on-1 follow-up
through the survey.
Resource requirements for follow-up
● Participation of your admin with a clear
understanding of their sales processes into your
Salesforce instance.
● Complete a brief questionnaire to help narrow
the scope of our conversation.
● Time commitment of one hour.
After this webinar, you’ll receive a pop-up with
a survey asking you to rank today’s
presentation.
And request a 1-on-1 (Premier customers)