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Universal Containers has been using Sales Cloud for the last 5 years to manage leads, accounts, contacts, and opportunities.
The SVP of sales recently attended a conference and learned about Sales Cloud Einstein features. The SVP is very interested in Einstein Lead Scoring and Einstein Deal Insights. The SVP hired a consultant to create an implementation immediately.
Which step should the consultant take first?
Before implementing Einstein features such as Einstein Lead Scoring and Einstein Deal Insights, it is essential to run the Einstein Readiness Assessor. This tool evaluates the Salesforce org's data to determine whether it meets the requirements for these Einstein features, ensuring that they will provide accurate and actionable insights.
Assessing Data Readiness: The Einstein Readiness Assessor checks if the data quality and quantity are sufficient for Einstein's AI-driven insights, which is crucial for accurate scoring and predictions.
Informed Implementation Planning: Running the readiness assessment in a sandbox allows the consultant to understand any adjustments needed before enabling the features in production.
During the Deploy phase at Cloud Kicks, users are finding it difficult to navigate a new system which is contributing to low adoption.
How should the consultant avoid this issue in the future?
User adoption issues, like difficulty navigating a new system, can often be mitigated through ongoing, role-based training provided throughout the implementation project. Rather than waiting until deployment, offering training at different phases allows users to build familiarity with Salesforce gradually, enabling them to better understand and retain information. This approach, coupled with regular updates and support, ensures users are prepared and more comfortable with the new system by the time it goes live. Consistent training also reinforces the system's benefits and encourages users to engage with Salesforce more confidently and effectively, ultimately leading to higher adoption rates and better productivity in the long run.
Salesforce recommends varied training methods, including hands-on sessions, webinars, and in-app guidance, which cater to different learning preferences and support user engagement at every project stage. Conducting company-wide training can ensure all stakeholders have the skills they need to succeed with the system from day one.
Cloud Kicks has 300,000 account records and 16 million invoices in a custom object with a master-detail relationship to the Account. End users have stated that each account record takes a long
time to display.
What should the consultant do to reduce the amount of time it takes to load pages and increase adoption?
With Cloud Kicks having a large number of Account records and a substantial volume of Invoice records linked via a master-detail relationship, page load performance can be affected when a large related list is displayed. Moving the Invoice related list to a separate tab on the Account record page can help alleviate this issue by reducing the initial data load required when viewing the Account record.
Optimizing Page Layouts for Performance: By placing the related list on a separate tab, Salesforce loads the tab's contents only when accessed, rather than at the initial page load. This can significantly improve page performance, especially with large data volumes.
User Experience and Adoption: Communicating this change ensures that users understand where to find the Invoice information while benefiting from faster page load times.
Cloud Kicks has a Public Read Only Opportunity sharing model. A sales rep noticed they can edit some opportunities associated with accounts they own, but are unable to edit other opportunities associated with accounts they own.
Which reason explains the sales rep's experience?
Cloud Kicks has a Public Read Only sharing model for Opportunities. A sales rep can edit some opportunities associated with accounts they own but cannot edit others.
Account Teams:
Definition: Account Teams allow multiple users to have access to an account and its related records, such as opportunities, cases, and contacts.
Access Levels: Team members can have varying levels of access (Read Only, Read/Write) to the account and related records.
Scenario Analysis:
Editable Opportunities: The sales rep can edit opportunities where they are a member of the Account Team with Read/Write access on Opportunities.
Non-Editable Opportunities: For opportunities where they are not on the Account Team or have Read Only access, they cannot edit those opportunities, even if they own the account.
Why Other Options Are Less Suitable:
Option A: Ownership of the account does not grant edit access to all related opportunities if the opportunities are owned by other users and sharing settings are restrictive.
Option B: Sharing rules for managers would not directly impact a sales rep's ability to edit opportunities unless they are part of that public group, which isn't indicated in the scenario.
Salesforce Sales Cloud Reference:
Account Teams Overview: Salesforce Help - Account Teams
Setting Up Account Teams: Salesforce Help - Set Up Account Teams
Opportunity Access via Account Teams: Salesforce Help - Grant Access Using Account Teams
By being a member of an Account Team with Read/Write access on Opportunities, the sales rep gains the ability to edit certain opportunities associated with accounts they own.
Cloud Kicks has organization-wide defaults set to Private for Account.
With the rollout of Opportunity Teams, what should a consultant consider?
With Opportunity Teams, Salesforce provides implicit sharing of related records. When an Opportunity is shared with a team, members gain Read access to the associated Account, even if the Account is set to Private in organization-wide defaults. This implicit sharing allows team members to have the necessary context on the Account without changing broader Account access permissions.
