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Handbook editor pass - Sales (#6155)

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handbook/sales.md
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@ -10,11 +10,11 @@ Our one-pager offers a summary of what Fleet does. It can help stakeholders beco
Fleet's intro deck adds additional detail to our pitch. Find it in [Google Slides](https://docs.google.com/presentation/d/1sMCld6OPPG-LzJojmoSPxnOt17H-KYYfl5QFbBO29Fk/edit?usp=sharing).
## Salesforce contributor experience check ups
## Salesforce contributor experience checkups
In order to maintain a consistent contributor experience in Salesforce, we log in to make sure the structure of Salesforce data continues to look correct based on processes started elsewhere. Then we can look and see that the goals we want to achieve as a business are in line with our view inside Salesforce by conducting the following checkup. Any discrepancies between how information is presented in Salesforce and what should be in there per this ritual should be flagged so that they can be fixed or discussed.
1. Make sure the default tabs for a standard user includes a detailed view of contacts, opportunities, accounts, and leads. No other tabs should exist.
1. Make sure the default tabs for a standard user include a detailed view of contacts, opportunities, accounts, and leads. No other tabs should exist.
2. Click the accounts tab and check for the following:
@ -22,16 +22,16 @@ In order to maintain a consistent contributor experience in Salesforce, we log i
* Click on a customer and make sure billing address, parent account, LinkedIn company URL, CISO employees (#), employees, and industry appear first at the top of the account.
* "Looking for meeting notes" reminder should appear on the right of the screen.
* Useful links section should include links to Purchase Orders (POs), signed subscription agreements, invoices sent, meeting notes, and signed NDA. Clicking these links should search the appropriate repository for the requested information pertaining to the customer.
* Additional information section should include fields for account (customer) name first, account rating, LinkedIn sales navigator URL, LinkedIn company URL, my LinkedIn overlaps. Make sure the LinkedIn links work.
* Additional information section should include fields for account (customer) name first, account rating, LinkedIn sales navigator URL, LinkedIn company URL, and my LinkedIn overlaps. Make sure the LinkedIn links work.
* Accounting section should include the following fields: invoice sent (latest), the payment received on (latest), subscription end date (latest), press approval field, license key, total opportunities (#), deals won (#), close date (first deal), cumulative revenue, payment terms, billing address, and shipping address.
* Opportunities, meeting notes, and activity feed should appear at the right.
* Opportunities, meeting notes, and activity feed should appear on the right.
3. Click on the opportunities tab and check for the following:
* Default filter should be all opportunities. Open an opportunity to continue.
* Section at the top of the page should include fields for account name, amount, close date, next step, and opportunity owner.
* Opportunity information section should include fields for account name, opportunity name (should have the year on it), amount, next step, next step's due date, close date, and stage.
* The accounting section here should include: up to # of hosts, type, payment terms, billing process, term, reseller, effective date, subscription end date, invoice sent, and the date payment was receive.
* The accounting section here should include: up to # of hosts, type, payment terms, billing process, term, reseller, effective date, subscription end date, invoice sent, and the date payment was received.
* Stage history, activity feed, and LinkedIn sales navigator should appear at the right.
4. Click on the contacts tab and check for the following:
@ -53,7 +53,7 @@ Directly Responsible Individuals (DRI) engage in the ritual(s) below at the freq
| Ritual | Frequency | Description | DRI |
|:-----------------------------|:-----------------------------|:----------------------------------------------------|-------------------|
| Sales huddle | Weekly | Agenda: Go through every [open opportunity](https://fleetdm.lightning.force.com/lightning/o/Opportunity/list?filterName=00B4x00000CTHZIEA5) and update next steps. | Alex Mitchell
| Sales huddle | Weekly | Agenda: Go through every [open opportunity](https://fleetdm.lightning.force.com/lightning/o/Opportunity/list?filterName=00B4x00000CTHZIEA5) and update the next steps. | Alex Mitchell
[Salesforce contributor experience checkup](./sales.md#salesforcecontributorexperiencecheckups)| Monthly | Make sure all users see a detailed view of contacts, opportunities, accounts, and leads. | Nathan Holliday |
| TODO | TODO | TODO | TODO
| TODO | TODO | TODO | TODO