With a completed business process review document in hand, your administrator can begin to model salesforce.com to your business. One challenge that customers often face is that they aren’t always sure which information goes where.  

For example, what’s the difference between a lead, contact, and account? In Salesforce terminology, a lead is holding pen for unqualified prospects. Leads are used by companies with two-tier sales processes, typical of high volume, business-to-business sales organizations. As soon as there’s enough information to qualify the opportunity it will be converted into a contact with an associated account and opportunity.

There are a number of other business models which would be set up a little bit differently. For example your company might manage relationships with a handful of known accounts or you might work with lots of resellers.

On the Successforce.com website we have a number of different process maps to get you started. If you’re unsure about how to model salesforce.com to your business, it’s important that you talk to your account executive or sales engineer to model it properly.

Downloads

• Modeling Salesforce to Your Business (Breeze Presentation)
• Sales Process Map (PowerPoint File)