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계획 최적화: 영업 담당자 및 KPI 평가 지침

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">영업 관리자는 특정 영업 시나리오에 다양한 리드 및 기회 문서 유형을 사용하여 영업 담당자에 대한 가이드라인을 명확하게 정의할 수 있습니다. 이러한 문서 유형에 따라 영업 관리자는 리드 또는 기회를 처리할 때 영업 담당자를 추적하고 조언하는 플레이북을 생성할 수 있습니다.</p><p tabindex="0">또한 통화 리스트 및 설문 조사를 활용하여 새로운 거래를 모색하고 개발할 수 있습니다.</p><p tabindex="0">통화 리스트 메트릭을 모니터링하여 팀 성과에 대한 인사이트를 얻고 진행 상황을 계속 업데이트할 수 있습니다.</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="영업 관리자를 위한 리드 및 기회 인사이트" alt="영업 관리자를 위한 리드 및 기회 인사이트" src="/service/media/C4H47B_2405_ko-KO_media/C4H47B_2405_ko-KO_images/Unit_3_Lesson_2_C1_001.png" tabindex="0"></div></div></div>

영업 관리자를 위한 리드 및 기회 인사이트

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">영업 관리자는 모든 영업 담당자가 리드 생성에서 기회로 전환한 다음 기회를 관리하는 단계부터 승리까지 영업 프로세스를 알고 있어야 합니다. 영업 팀은 특정 회사 프로세스에 대한 다양한 경험과 지식을 가지고 있으므로 판매 플레이북을 설계하면 영업 담당자를 안내할 수 있습니다.</p><p tabindex="0">SAP Sales Cloud 버전 2에서는 리드 및 기회에 대한 플레이북을 생성할 수 있습니다. 영업 관리자는 이 기능을 사용하여 영업 프로세스를 정의하고 표준화할 수 있습니다.</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="플레이북 디자인" alt="플레이북 디자인" src="/service/media/C4H47B_2405_ko-KO_media/C4H47B_2405_ko-KO_images/Unit_3_Lesson_2_C2_001.png" tabindex="0"></div></div><div class="parentsection"><div class="section"><div tabindex="0"><h3>리드를 위한 플레이북 구성</h3></div><p tabindex="0">영업 관리자인 Eduard는 리드를 위한 플레이북을 생성하고 구현하려고 합니다.</p><p tabindex="0">SAP Sales Cloud 버전 2에서 리드를 위한 플레이북을 구성하는 방법을 알아보려면 아래 비디오를 시청하십시오.</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>기회를 위한 플레이북 구성</h3></div><p tabindex="0">지금까지 리드를 위한 플레이북을 구성하는 방법을 학습했습니다. 다음 동영상에서는 Eduard가 기회에 대한 플레이북을 구성하는 방법을 살펴보겠습니다.</p><p tabindex="0">기회를 위한 계획 예시를 살펴보겠습니다.</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="기회를 위한 플레이북." alt="기회를 위한 플레이북." src="/service/media/C4H47B_2405_ko-KO_media/C4H47B_2405_ko-KO_images/Unit_3_Lesson_2_C2_004.png" tabindex="0"><p tabindex="0">진행률 표시줄에는 각 영업 단계에서 다음 정보가 표시됩니다.</p><ul style="list-style-type:disc"><li tabindex="0">활동 및 액션과 함께 적용된 플레이북</li><li tabindex="0">수동으로 추가된 액티비티</li><li tabindex="0">관계 인텔리전스 권장사항</li></ul></div></div></div>

플레이북 디자인

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">영업 관리자는 <strong>플레이북 효과를</strong> 사용하여 실제 환경에서 플레이북을 통해 기회를 확보하는 방법을 확인할 수 있습니다. 이 피드백을 사용하여 더 효과적으로 플레이북을 업데이트할 수 있습니다. 플레이북 효과 는 다음 섹션으로 구성되어 있습니다.</p><ul style="list-style-type:disc"><li tabindex="0">인사이트</li><li tabindex="0">실제 평균 사용량</li><li tabindex="0">유효성 점수</li><li tabindex="0">기회 리스트</li></ul><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="플레이북 유효성" alt="플레이북 유효성" src="/service/media/C4H47B_2405_ko-KO_media/C4H47B_2405_ko-KO_images/Unit_3_Lesson_2_C3_001.png" tabindex="0"><p tabindex="0">유효성 계산을 위해 현재 추적되는 액티비티는 다음과 같습니다.</p><ul style="list-style-type:disc"><li tabindex="0">플레이북 액티비티 - 스케줄, 태스크, 전자메일, 설문조사</li><li tabindex="0">수동으로 생성된 액티비티(위와 동일) 및 후속 판매 견적</li></ul><div class="note"><div class="noteTitle"><span class="noteIcon"><img title="노트" src="/icons/note.svg"></span><span class="noteTitleText">노트</span></div><div class="noteBody">유효성 점수 및 사용 정보는 일별로만 업데이트됩니다.</div></div></div></div></div>

플레이북 유효성

Exploring SAP Sales Cloud Version 2 | KO

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!