Overview
Business Requirement
The country manager needs a set of activity/actions as a guided process for his sales employee while they are working on the opportunity and he needs those activities to be completed mandatorily by them for their sales organization. He wants to assign those activities and actions at the Identify Opportunity Phase of opportunity and the when the source of opportunity is campaign.
Activity - Schedule appointment with customer to show them product at Identify Opportunity Phase
Actions: -Update the Field Start Date of opportunity Identify Opportunity Phase
Sales Organization: - Canada North
Document type of opportunity: - Opportunity from Campaign
How To achieve this?
This can be done by creating a playbook and assign the playbook. to opportunities as per the requirement by defining rules or by assigning an account and organization which we will see below.
Create The Play book for opportunity.
Menu Path: Login into the system > Click on the work center List > Playbook.
Click on + icon to create new playbook > Fill the Details as below.
The First Step is to define the activities and actions.
Fill the Basic Details
1)EntityType: - Opportunity
2) Name: - Playbook for Opportunity From Campaign
3) Valid From and Valid to: - Select the Validity period for the play book
4) Opportunity Cycle: - Select for which opportunity cycle you are creating the playbook.
5) Mandatory: - Check the Mandatory field as the above requirement is to complete the activity and action mandatory.
6) Apply To all phase: - Uncheck the toggle button as we need to apply for the Identify Opportunity phase (If we enable the toggle button to apply to all phases during creation of Playbook the phases will be disappeared from the Activities and Action table)
Create one activity for the phase - Identify Opportunity
1) Click on the create activity from the top right corner of the Section Activities and Action where you need to select the Sales Phase.
2)Also we can create Activity by clicking directly on + Button in the line of identify opportunity phase and then create activity where the sales phase will be automatically filled.
Please see below Image.
Define the Rule Assign Playbooks Using Rules.
Now In Step 2 we need to define the conditions for the opportunity that for what all opportunity this playbook needs to be determined and we can add as many OR/AND conditions. We can use different fields to define the rules.
In this case we need to define the actions/activity for the opportunity came from campaign so here we will choose the document type as Opportunity from Campaign and then click on next .
Define Account & Organization
Once the Rules are defined click next to define the Account and Organization in Step 3 and then save and activate the playbook .
Playbook Determination for Opportunity
Input for the playbook created above are: -
Activity - Schedule appointment with customer to show them product at Identify Opportunity Phase
Actions: -Update the Field Start Date of opportunity at Identify Opportunity Phase
Sales Organization: - Canada North
Document type of opportunity: - Opportunity from Campaign
Now sales employee will create an opportunity for the document type = Opportunity from Campaign and for the sales organization Canada North. Then we can see the activity and actions are determined for the opportunity at the Identify Opportunity Phase and these are mandatory task without marking this as complete sales employee can't move it to next sales phase.
All the opportunity for which the playbook is assigned can be seen under the Effectiveness tab of the Playbook and one can filter them by status .
Hope this blog is useful and please comment for any questions.
- A playbook is a customizable set of activity and action proposals tailored to each sales phase or sales cycle in case of opportunity processing and lead status in case of lead processing. Playbooks can also be defined independent of lead status.
- With flexible routing rules, a sales rep can dynamically assign playbooks to the right opportunity and lead based on various account and opportunity/lead attributes.
- The Playbook leads sales employees through a structured sales process and supports them in planning their activities, without restricting their freedom. The playbook provides the sales employees with a checklist of recommended activities and actions that they should execute during the opportunity and lead processing.
- You can adapt the playbook to suit the specific sales processes of your enterprise. If you work with different sales cycles, sales phase in case of opportunity and in case of lead if you have different lead status you can define different activity /actions as guidelines each in the system. For example, you can define one activity/action guideline for business with existing customers and another for business with new customers.
Business Requirement
The country manager needs a set of activity/actions as a guided process for his sales employee while they are working on the opportunity and he needs those activities to be completed mandatorily by them for their sales organization. He wants to assign those activities and actions at the Identify Opportunity Phase of opportunity and the when the source of opportunity is campaign.
Activity - Schedule appointment with customer to show them product at Identify Opportunity Phase
Actions: -Update the Field Start Date of opportunity Identify Opportunity Phase
Sales Organization: - Canada North
Document type of opportunity: - Opportunity from Campaign
How To achieve this?
This can be done by creating a playbook and assign the playbook. to opportunities as per the requirement by defining rules or by assigning an account and organization which we will see below.
Create The Play book for opportunity.
Menu Path: Login into the system > Click on the work center List > Playbook.
Click on + icon to create new playbook > Fill the Details as below.
The First Step is to define the activities and actions.
Fill the Basic Details
1)EntityType: - Opportunity
2) Name: - Playbook for Opportunity From Campaign
3) Valid From and Valid to: - Select the Validity period for the play book
4) Opportunity Cycle: - Select for which opportunity cycle you are creating the playbook.
5) Mandatory: - Check the Mandatory field as the above requirement is to complete the activity and action mandatory.
6) Apply To all phase: - Uncheck the toggle button as we need to apply for the Identify Opportunity phase (If we enable the toggle button to apply to all phases during creation of Playbook the phases will be disappeared from the Activities and Action table)
Create one activity for the phase - Identify Opportunity
1) Click on the create activity from the top right corner of the Section Activities and Action where you need to select the Sales Phase.
2)Also we can create Activity by clicking directly on + Button in the line of identify opportunity phase and then create activity where the sales phase will be automatically filled.
Please see below Image.
Define the Rule Assign Playbooks Using Rules.
Now In Step 2 we need to define the conditions for the opportunity that for what all opportunity this playbook needs to be determined and we can add as many OR/AND conditions. We can use different fields to define the rules.
In this case we need to define the actions/activity for the opportunity came from campaign so here we will choose the document type as Opportunity from Campaign and then click on next .
Define Account & Organization
Once the Rules are defined click next to define the Account and Organization in Step 3 and then save and activate the playbook .
Playbook Determination for Opportunity
Input for the playbook created above are: -
Activity - Schedule appointment with customer to show them product at Identify Opportunity Phase
Actions: -Update the Field Start Date of opportunity at Identify Opportunity Phase
Sales Organization: - Canada North
Document type of opportunity: - Opportunity from Campaign
Now sales employee will create an opportunity for the document type = Opportunity from Campaign and for the sales organization Canada North. Then we can see the activity and actions are determined for the opportunity at the Identify Opportunity Phase and these are mandatory task without marking this as complete sales employee can't move it to next sales phase.
All the opportunity for which the playbook is assigned can be seen under the Effectiveness tab of the Playbook and one can filter them by status .
Hope this blog is useful and please comment for any questions.
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