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优化实战手册：销售代表指导和 KPI 评估

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">销售经理可以通过将不同的线索和机会单据类型用于特定销售场景，明确定义销售代表的指导原则。根据这些单据类型，销售经理可以创建实战手册，以便在销售代表处理其线索或机会时对其进行跟踪和建议。</p><p tabindex="0">他们还可以利用电话清单和调查寻求并进一步开发新交易。</p><p tabindex="0">通过监控电话清单指标，他们可以深入了解团队绩效，并了解其进度。</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="面向销售经理的销售线索和机会洞察" alt="面向销售经理的销售线索和机会洞察" src="/service/media/C4H47B_2405_zh-CN_media/C4H47B_2405_zh-CN_images/Unit_3_Lesson_2_C1_001.png" tabindex="0"></div></div></div>

面向销售经理的销售线索和机会洞察

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">对于销售经理而言，所有销售代表都必须了解销售流程，从线索创建到转换为机会，然后管理机会，再到赢得机会。由于销售团队对特定公司流程有不同的经验和知识，因此设计销售剧本可以指导销售代表。</p><p tabindex="0">在 SAP Sales Cloud 版本 2 中，可以为线索和机会创建实战手册。此功能允许销售经理定义和标准化销售流程。</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="设计剧本" alt="设计剧本" src="/service/media/C4H47B_2405_zh-CN_media/C4H47B_2405_zh-CN_images/Unit_3_Lesson_2_C2_001.png" tabindex="0"></div></div><div class="parentsection"><div class="section"><div tabindex="0"><h3>配置线索的剧本</h3></div><p tabindex="0">销售经理 Eduard 想要创建并实施销售线索手册。</p><p tabindex="0">观看下面的视频，了解如何在 SAP Sales Cloud 版本 2 中为线索配置实战手册。</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>配置机会的剧本</h3></div><p tabindex="0">您刚刚学习了如何为线索配置剧本。在以下视频中，让我们了解 Eduard 如何为机会配置剧本。</p><p tabindex="0">让我们看一个机会实战手册的示例。</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="机会手册。" alt="机会手册。" src="/service/media/C4H47B_2405_zh-CN_media/C4H47B_2405_zh-CN_images/Unit_3_Lesson_2_C2_004.png" tabindex="0"><p tabindex="0">进度条显示每个销售阶段的以下信息：</p><ul style="list-style-type:disc"><li tabindex="0">与活动和操作一起应用的剧本</li><li tabindex="0">手动添加的活动</li><li tabindex="0">关系情报建议</li></ul></div></div></div>

设计剧本

<div id="content"><div class="parentsection"><div class="section"><p tabindex="0">通过使用<strong>实战手册有效性</strong>，销售经理可以了解其实战手册在实际中的表现，从而赢得机会。他们可以使用此反馈更新其实战手册，以提高效率。剧本有效性由以下部分组成：</p><ul style="list-style-type:disc"><li tabindex="0">分析</li><li tabindex="0">实际平均使用</li><li tabindex="0">有效性评分</li><li tabindex="0">机会清单</li></ul><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="剧本有效性" alt="剧本有效性" src="/service/media/C4H47B_2405_zh-CN_media/C4H47B_2405_zh-CN_images/Unit_3_Lesson_2_C3_001.png" tabindex="0"><p tabindex="0">当前跟踪以下活动以进行有效性计算：</p><ul style="list-style-type:disc"><li tabindex="0">剧本活动 - 预约、任务、电子邮件、调查</li><li tabindex="0">手动创建的活动（同上）和后续销售报价</li></ul><div class="note"><div class="noteTitle"><span class="noteIcon"><img title="注意" src="/icons/note.svg"></span><span class="noteTitleText">注意</span></div><div class="noteBody">有效性评分和使用信息仅每天更新。</div></div></div></div></div>

剧本有效性

Exploring SAP Sales Cloud Version 2 | ZH

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!