Salesforce Best Practice: Start at the End

There are many things to take into consideration when designing a lead lifecycle in Salesforce, but understanding the reports you ultimately want to deliver should always be the first salesforce lead lifecyclestep in the process. This doesn’t have to be a fancy requirements document or a well designed PowerPoint slide. It can be as simple as a sketch on a piece of paper or screenshots from existing dashboards with your new fields pasted on top.

Some things to consider when designing a lead lifecycle may be:

  • Are we interested in tracking lead volume by rep?
  • Are reps compensated on how many leads they pass? If so, do we have the mechanisms in place to track when they have passed a lead?
  • Do we have SLA’s that we are measuring against? How will I know if a rep is out of compliance?
  • Are we measuring the % of Marketing Qualified responses that turn in to Sales Accepted? If so, can we accurate capture those stages?
  • Are we tracking engagement on the contact database? If so, how will we know when a rep follows up with a contact?

Starting with the end game in mind guarantees that your process supports capturing all of the data you need.  And of course, you shouldn’t define your reporting requirements in a vacuum. Engaging key stakeholders and management in this part of the process is a great way to create alignment across Marketing & Sales to ensure successful adoption of the data post launch.

Check out our whitepaper on Best Practices for Designing a Lead Lifecycle in Salesforce.

Andrea Wildt

About Andrea Wildt

Andrea is an advisor to Full Circle Insights. Formerly Director of Product Management for the Marketing product line, Andrea has nearly 10 years of experience with organizations of all sizes. She is a salesforce marketing enthusiast who is passionate about sales and marketing processes and all things data.