(22B) Oracle CX Sales: Sales Implementation

Course Introduction

• Learning Objectives
• Course Audience
• Course Prerequisites
• Course Goal
• Course Objectives
• Course Methodology
• Course Materials
• Course Agenda
• Resources

Sales Users

• Learning Objectives
• What's It All About?
• Sales Resources: What's Different?
• Resource Organizations
• The Resource Abstract Role
• Preliminary Administrative Stuff
• 1. Set the Unique Email Profile Option
• 2. Configure Password Notification
• 3. Plan Your Implementation
• Create the Resource Hierarchy
• 1. If Necessary, Create Resource Roles
• 2. If Necessary, Create Provisioning Rules
• 3. Create the Top-Level Sales Resource
• 4. Provision Roles
• 5. Verify the Results
• 6. Import the Remaining Users
• The Sales User Quick Import Macro
• Lesson Highlights
• Practices

Accounts and Contacts

• Learning Objectives
• What's It All About?
• What You Should Know About Accounts
• Account Hierarchy
• Account Example
• What You Should Know About Contacts
• Contact Example
• How Do Accounts and Contacts Work?
• One More Idea: The Trading Community Model
• Why Should You Care About TCM?
• What Do You Need To Do?
• Configure the UI
• Configure the UI Example
• Configure Account and Contact Settings
• Example 1: Add an Independent Contractor Type
• Example 2: Set the Default Account Type to Prospect
• Import Accounts and Contacts
• Purge Inactive Sales Accounts and Contacts
• Delete Child Records for Inactive or Merged Parent Records
• Lesson Highlights

Leads

• Learning Objectives
• What's It All About?
• Lead Features
• Processing Leads
• Lead Lifecycle
• 1. Add Leads to the System
• 2. Assign Leads
• 3. Evaluate and Qualify Leads
• 4. Convert Leads to Opportunities
• What Do You Need To Do?
• Set Lead Profile Options
• Import Leads
• Create Lead Rules
• UI Configuration Example: Redirect to Opportunity
• UI Configuration Example: Predictive Lead Scoring
• Lesson Highlights
• Practices

Opportunities

• Learning Objectives
• What's It All About?
• Opportunity Features
• Opportunity Lifecycle
• What Do You Need To Do? Sales Methods and Sales Stages
• Sales Methods
• Sales Stages
• The Sales Stage Header
• Process Steps
• Manage Process Steps
• Additional Required Fields
• Recommended Documents
• Activity Templates
• Manage Activity Templates
• Assessment Templates
• OK, Got It! What Else Is There To Know?
• The Opportunity Quick Setup Page
• The Manage Opportunity Profile Options Task
• Recommended Actions
• Configure Recommended Actions
• Lesson Highlights
• Practices

Assessment and Activity Templates

• Learning Objectives
• What's It All About?
• Assessment Features
• Example: Qualify a Lead
• Example: Evaluate an Opportunity
• Saved Assessments
• What Do You Need To Do?
• Ratings
• Questions
• Question Weight
• Responses
• Response Score and Rating
• Assessment Score
• Final Score Ranges and Feedback
• Got It! What are the Steps?
• 1. Create an Assessment Template
• 2. Deploy the Template
• 3. Test the Template
• Another Kind of Template: Activity Templates
• Create an Activity Template
• Lesson Highlights
• Practice

Assignment and Access

• Learning Objectives
• What's It All About?
• First, Understand the Default Behavior
• Second, Don't Create Roles If You Don't Have To
• What's Available
• Advantages and Disadvantages
• Access Groups
• Access Groups Example
• Territories
• Assignment Rules
• What's Next?
• Lesson Highlights

Territory Overview

• Learning Objectives
• What's It All About?
• Review: Three Available Methods
• Why Not Use Access Groups For Everything?
• Things You Should Know About Territories
• Dimensions
• Ownership and Membership
• Inclusion and Exclusion
• Territory Types
• The Hierarchy
• How Do Territories Work?
• Territory Assignment
• Resource-Based Territories
• Create Resource-Based Territories
• OK, Got It! What's Next?
• Lesson Highlights
• Practice

Classification Categories

• Learning Objectives
• What's It All About?
• Working Example
• Classification Category Features
• Classification Groups
• Add an Auxiliary Dimension
• 1. Create a Classification Category and Set its Options
• 2. Add Hierarchy Nodes
• 3. Add the Category to a Group
• 4. Add the Category as an Auxiliary Dimension
• 5. Expose the Category in the User Interface
• 6. Use the Auxiliary Dimension in your Territories
• Got it! What Else Is There?
• Organization Type
• Account Industry
• Support an Indexed Lookup
• Lesson Highlights
• Practices

Addresses

• Learning Objectives
• What's It All About?
• The Address Dimension
• How Does The Address Dimension Work?
• How Do You Do It?
• The Exception: Postal Codes
• Matching Postal Codes
• Postal Code Rule Restrictions
• Postal Code Rule Examples
• Advantages of Using Postal Codes in the Address Dimension
• OK! How Do You Set It Up?
• 1. If Necessary, Enable the Address Dimension
• 2. Configure Addresses for Every Territory
• Important Considerations
• Recommended Practices
• Lesson Highlights
• Practice

Automatic Exclusions

• Learning Objectives
• What's It All About?
• Things You Need To Understand
• Territory Coverage
• Customer Inclusions and Exclusions
• Territory Function
• Territory Precedence
• Enable Territory Precedence
• Example Without Territory Precedence
• Example With Territory Precedence
• Example Using Territory Functions Without Territory Precedence
• Example Using Territory Functions With Territory Precedence
• Lesson Highlights
• Practice

Territory Assignment

• Learning Objectives
• What's It All About?
• The Big Idea
• Why Do You Care?
• Assignment Mapping Components
• Assignment Objects
• Assignment Mapping Types
• How Assignment Mapping Types are Processed
• Mapping Sets
• Duties Associated with Mapping Sets
• Enable an Auxiliary Dimension Mapping
• Disable a Dimension Mapping
• Lesson Highlights
• Practice

Build the Territory Hierarchy

• Learning Objectives
• What's It All About?
• Four Phases
• Phase 1: Preliminary Setup
• 1. Plan the Hierarchy
• 2. Perform Any Prerequisite Work Based On Your Plan
• Phase 2: Create the Territory Hierarchy
• 1. Create a Territory Proposal
• 2. Create a Root Territory
• 3. Add Child Territories
• 4. Activate the Territory Proposal
• Phase 3: Manage Territory Assignment
• Territory Assignment for Individual Records
• Automatic Territory Assignment
• Batch Territory Assignment
• Configure Additional Territory Options
• Active Territory Updates
• Manage Territories In Workspace or Work Area Powered by Adaptive Search
• Resolve Gaps and Overlaps with Workspace
• View Gaps and Overlaps by Account
• Identify Gaps and Overlaps with Analytics
• When Do I Need to Update Territories?
• What Else Do I Need To Do?
• Lesson Highlights
• Practices

Rule-Based Assignment

• Learning Objectives
• What's It All About?
• Lots of Different Uses
• Lead Scoring
• Lead Classification
• Resource Assignment
• Territory Filtering
• Organization of Rules
• Rule
• Rule Set
• Rule Category
• When Do Rules Get Processed?
• Batch Assignment
• Implement Rule-Based Assignment
• 1. Design the Rule
• 2. Edit Profile Options to Enable Rule-Based Assignment for the Object
• 3. (Optional) Create Rule Categories for the Desired Assignment Modes
• 4. Create each Rule Set and Associate it with its Rule Category
• 5. Set Rule Set Filtering Options
• 6. Add Rules to each Rule Set
• 7. Schedule Rule-Based Assignment
• 8. Test the Rules
• Lesson Highlights
• Practices

Forecasting

• Learning Objectives
• What's It All About?
• Why Use Forecasting?
• Forecasting Features
• How Do Forecasts Work?
• Why "Parent Territory Owner" Instead of "Manager"?
• How Opportunities Are Included in a Forecast
• What Does A Sales Representative See/Do?
• What Does A Parent Territory Owner See/Do?
• Key Concepts: What You Need To Know
• Forecast Period
• Territory Freeze Date
• First Forecast Due Date
• Submission Window
• Concurrent Forecasts
• Unadjusted Forecast Criteria
• Forecast Criteria Override
• Forecast Criteria Override: Recommended Practice
• Overlay Forecasts
• What Do You Need To Do?
• 1. Verify the Prerequisites
• 2. (Optional) Enable Resource Forecasting
• 3. Set Forecasting Options
• 4. Schedule Forecast Processes
• Considerations
• Lesson Highlights

Quota Management

• Learning Objectives
• What's It All About?
• Sales Quota Features
• How Do Quotas Work?
• Sales Goal
• Sales Goal Quota
• Overview Of What You Need To Do
• Working From The Top Down
• Define a Sales Quota Plan
• 1. Verify the Prerequisites
• 2. Determine the Total Quota for the Organization
• 3. Create the Sales Quota Plan
• 4. Set Sales Quota Plan Options
• Territory Quota Formulas
• Seasonality Factor Groups
• 5. Activate the Sales Quota Plan
• Manage Quotas
• Distribute Quotas and Goals
• Distribute Quotas
• Variance
• Additional Sales Goals
• Create Sales Goals
• Perform Seasonal Adjustments
• What Else Do You Need To Do?
• Set Quota Profile Options
• Schedule Periodic Quota Jobs
• Resources
• Lesson Highlights
• Practice