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Otimização de playbooks: orientação para representantes de vendas e avaliação de KPI

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">Um gerente de vendas pode definir claramente as diretrizes para representantes de vendas utilizando diferentes tipos de documento de lead e oportunidade para cenários de vendas específicos. Com base nesses tipos de documento, um gerente de vendas pode criar um playbook para rastrear e notificar os representantes de vendas enquanto eles processam seus leads ou oportunidades.</p><p tabindex="0">Eles também podem aproveitar a Lista de chamadas e as Pesquisas para buscar e desenvolver novos negócios.</p><p tabindex="0">Ao monitorar as métricas de lista de chamadas, eles podem obter insights sobre o desempenho da equipe e se manterem atualizados com seu progresso.</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="Insights de lead e oportunidade para um gerente de vendas" alt="Insights de lead e oportunidade para um gerente de vendas" src="/service/media/C4H47B_2405_pt-BR_media/C4H47B_2405_pt-BR_images/Unit_3_Lesson_2_C1_001.png" tabindex="0"></div></div></div>

Insights de lead e oportunidade para um gerente de vendas

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">É vital para um gerente de vendas que todos os representantes de vendas conheçam o processo de vendas, desde a criação do lead até a conversão em oportunidade e, em seguida, o gerenciamento da oportunidade até a vitória. Como as equipes de vendas têm experiência e conhecimento variados de processos específicos da empresa, o design de um playbook de vendas pode orientar os representantes de vendas.</p><p tabindex="0">No SAP Sales Cloud versão 2, os playbooks podem ser criados para leads e oportunidades. Esse recurso permite que os gerentes de vendas definam e padronizem o processo de vendas.</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="Design de playbooks" alt="Design de playbooks" src="/service/media/C4H47B_2405_pt-BR_media/C4H47B_2405_pt-BR_images/Unit_3_Lesson_2_C2_001.png" tabindex="0"></div></div><div class="parentsection"><div class="section"><div tabindex="0"><h3>Configurando um playbook para leads</h3></div><p tabindex="0">Eduard, o gerente de vendas, quer criar e implementar um Playbook para Leads.</p><p tabindex="0">Assista ao vídeo abaixo para saber como configurar um playbook para leads no SAP Sales Cloud versão 2.</p><div class="kalturaVideoLessonWrapper"><div aria-label="" class="kalturaVideoLessonContainer" data-testid="video" id="1_ybb0loph"></div></div></div></div><div class="parentsection"><div class="section"><div tabindex="0"><h3>Configurando um playbook para oportunidades</h3></div><p tabindex="0">Você acabou de aprender a configurar um playbook para leads. No vídeo a seguir, vamos ver como Eduard configura um Playbook para oportunidades.</p><p tabindex="0">Vejamos um exemplo de Playbooks para oportunidades.</p><div class="kalturaVideoLessonWrapper"><div aria-label="" class="kalturaVideoLessonContainer" data-testid="video" id="1_7xhqp5em"></div></div><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="Playbook para oportunidades." alt="Playbook para oportunidades." src="/service/media/C4H47B_2405_pt-BR_media/C4H47B_2405_pt-BR_images/Unit_3_Lesson_2_C2_004.png" tabindex="0"><p tabindex="0">A barra de progresso mostra as seguintes informações em cada uma das fases de vendas:</p><ul style="list-style-type:disc"><li tabindex="0">Playbooks aplicados juntamente com as atividades e ações</li><li tabindex="0">Atividades adicionadas manualmente</li><li tabindex="0">Recomendações de Inteligência de relações</li></ul></div></div></div>

Design de playbooks

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">Usando a <strong>eficácia do Playbook</strong>, os gerentes de vendas podem ver o desempenho de seus playbooks no mundo real para ganhar oportunidades. Eles podem usar esse feedback para atualizar seus Playbooks para serem mais eficazes. A Eficácia do Playbook é composta pelas seguintes seções:</p><ul style="list-style-type:disc"><li tabindex="0">Análises</li><li tabindex="0">Utilização média real</li><li tabindex="0">Pontuação de eficácia</li><li tabindex="0">Lista de oportunidades</li></ul><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="Eficácia do playbook" alt="Eficácia do playbook" src="/service/media/C4H47B_2405_pt-BR_media/C4H47B_2405_pt-BR_images/Unit_3_Lesson_2_C3_001.png" tabindex="0"><p tabindex="0">Atualmente, as seguintes atividades são rastreadas para cálculos de eficácia:</p><ul style="list-style-type:disc"><li tabindex="0">Atividades de playbook – Compromisso, tarefas, e-mail, pesquisa</li><li tabindex="0">Atividades criadas manualmente (como acima) e cotação de venda subsequente</li></ul><div class="note"><div class="noteTitle"><span class="noteIcon"><img title="Nota" src="/icons/note.svg"></span><span class="noteTitleText">Nota</span></div><div class="noteBody">A pontuação de eficácia e as informações de utilização são atualizadas somente diariamente.</div></div></div></div></div>

Eficácia do playbook

Exploring SAP Sales Cloud Version 2 | BR

Configuring a Playbook for Leads

Hello. In this video, you’ll learn  how to configure playbooks for leads.   When creating a playbook,  the entity type is a required field.  Depending on the entity type either Lead or Opportunity,  activities and actions will be grouped together.    For leads, a playbook is grouped by lead status. For opportunities, a playbook is grouped by the sales cycle phase.   Using flexible routing rules,  sales managers or sales representatives can dynamically assign playbooks to the right lead, or opportunity, based on various accounts or certain fields,  such as lead source for example, or opportunity type.     Eduard, the sales manager, has decided to implement a playbook for leads.   This playbook will apply to leads  in All Statuses  and it is valid until the end of the year.   First, he navigates to the Playbooks app   and clicks on the plus icon  to create a new playbook.   Select “Leads”,  set a date,   and enable the button  “Apply to All Status”.  Eduard wants to create some activities and actions  that sales representatives will be prompted to perform.  Let’s create an activity.   Choose “Appointment” for an activity type.   Then fill in the information such as a title, description,  priority,   suggested completion days, and category.   Once done, save it.   You can see the activity for the deal proposal is created.  He continues to create two more activities  for deal confirmation  and lead qualification survey like he just did.    Now, he’ll create an action.   This time he selects “Create Action”.   Choose “Update Field” for an action type  and give it a title.  Then select the fields to be updated.   He has created 3 activities and 1 action.  Let’s look at each of them. Deal Proposal.  This will encourage the sales representatives  to create an appointment with the account’s contact person.   Deal Confirmation.  This will then be assigned to the Lead owner.   Lead Qualification Survey.  This will record the Lead qualification data  in survey form for better analysis.   Lastly, Update Fields.  This will show specific fields which need to be updated manually by the sales representatives.   When adding rules, any attribute  of the entity type can create a condition  for when the rule is used.    Please note that for survey creation,  there is only one survey category  that is used for Call Lists in Playbooks.   Categories CallScript is provided in the tenant and is unable to be deleted.  Eduard also set the rules to be  based on the Lead source.  Such that Leads created by any source will apply to this playbook.  This particular playbook is open  to all accounts and organizations.  This can be limited to one or more accounts or organizations if needed.   That’s it!   Eduard successfully configured the playbook  for leads and now sales representatives can use it to keep track of sales activities  and meet their prospects and customers’ needs.  Thank you for watching!

Configuring a Playbook for Opportunities

Hello. In this video, you’ll learn  how to configure playbooks for opportunities.  In addition to creating a playbook for leads,  Eduard has also decided to implement a playbook for opportunity handling.   This playbook is based on the sales cycle and phases. Eduard wants to define a new playbook  for opportunities so that as soon as Victoria,  one of the sales representatives working in his team, starts pursuing her deals,  she will be prompted with the suggestions from the playbook.  As a first suggestion, Eduard defines to schedule an appointment  with the Account’s Contact Person  to discuss the upcoming deal. Now you can create the appointment in the Playbook. In the Identify Opportunity Sales Phase,  click the + icon and choose an activity.   Then, select “Appointment” as an activity type.   You can also choose Task, Survey, and Email as an activity type for your playbook.  and Email as an activity type for your playbook.   Fill in the information needed such as a title, description,   description,  and suggested completion days,  and select appropriate entries for priority and category.   Eduard wants also to make a specific suggestion for Victoria when she works on her opportunities.  In fact, he can set up an action in the Playbook  that will tell Victoria to update certain fields  within the opportunity.   The action types that can be triggered in a playbook are Update Field,  Add Sales Quote, and Add Mashup.  In this example, Eduard selects “Update Field”.   Then he maintains the fields he wants Victoria  and the other sales representatives to update  while working on their opportunities.  These fields are used when opportunity scoring is enabled,  so it is important they are as close  to exact as we know them.  In this playbook, Eduard gave no rules.  But he created a specific assignment for a few accounts. Let’s see how he did that.  Click the Add or Search & Add button and add accounts.  Done!   You can also add sales organizations,  below Accounts but we’ll skip this step for now.    Once done, click Save & Activate.  The mandatory flag isn’t checked,  but the status is set to Active.   Enable the Mandatory switch  to make all activities and actions defined as mandatory steps,  which cannot be skipped.  All done! Great job!  In this video, we’ve learned how  Eduard configured Playbooks for opportunities  and how sales representatives  working in his team  can leverage the suggested actions and activities to improve efficiency.    Thank you for watching!