During the Discovery Phase of a Sales Cloud Implementation

ABE

During the Discovery phase of a Sales Cloud implementation, there are several important steps that a consultant should complete to prepare for a successful engagement. The three steps that should be completed are as follows:

1. Define sales processes (C): Defining sales processes is crucial to ensure that the Sales Cloud implementation aligns with the specific needs and requirements of the organization. The consultant should work closely with key stakeholders, such as sales managers and representatives, to understand the existing sales processes, identify any pain points or inefficiencies, and gather requirements for the new system. This involves mapping out the different stages of the sales cycle, determining the required data inputs and outputs at each stage, and defining any necessary automation or workflow rules. By thoroughly defining the sales processes, the consultant can tailor the Sales Cloud solution to streamline and optimize the organization's sales operations.

2. Establish project goals (D): Before embarking on a Sales Cloud implementation, it is crucial to establish clear project goals. The consultant should engage with the organization's leadership team and relevant stakeholders to identify the desired outcomes and objectives of the project. This could include increasing sales productivity, improving pipeline visibility, enhancing collaboration between sales teams, or implementing more effective reporting and analytics capabilities. By establishing project goals, the consultant can align the implementation strategy, design, and configuration with the organization's specific needs and priorities, ensuring that the Sales Cloud solution addresses the identified business challenges and drives the desired outcomes.

In addition to the two correct answers, here's an explanation for the other options:

3. Create implementation plan (A): While creating an implementation plan is an essential part of the overall implementation process, it is not specific to the Discovery phase. The implementation plan encompasses the entire project and includes activities such as project scoping, resource allocation, timeline development, and risk assessment. Although it is important to have a well-defined implementation plan, it is not one of the specific steps in the Discovery phase.

4. Set project milestones (B): Setting project milestones is another important aspect of the overall implementation process. Project milestones represent significant stages or achievements within the project timeline and help track progress and ensure timely completion. However, in the context of the Discovery phase, the focus is primarily on gathering requirements, understanding the existing processes, and setting the foundation for the Sales Cloud solution. While project milestones will be established throughout the implementation, it is not one of the specific steps in the Discovery phase.

5. Define success metrics (E): Defining success metrics is an important step in measuring the effectiveness and impact of the Sales Cloud implementation. Success metrics can include key performance indicators (KPIs) such as increased revenue, improved win rates, reduced sales cycle length, or enhanced customer satisfaction. However, in the Discovery phase, the primary objective is to gather requirements, understand existing processes, and establish project goals. While success metrics are important, they are typically defined and refined during later stages of the implementation process, such as the design and configuration phases.

In summary, the consultant should complete the following three steps during the Discovery phase of a Sales Cloud implementation:

• Define sales processes (C)
• Establish project goals (D)
• (Select one more from the options: A, B, or E)

(Note: Since you asked for three steps to be completed, you can select either A, B, or E as the third step.)