Getting Started With Sales Path

  June 18, 2015       Erin Elliott

sales cloud

With so many new feature releases from Salesforce happening year on year, it’s easy to lose track of what’s available. In this series of blogs I am going to cover some of the best bits from the Sales Cloud. Today’s topic…Sales Path.

What is Sales Path?

Sales Path is a feature that came from Salesforce in their Spring 15 release. The tool is designed to guide your sales reps through the sales process from within Salesforce1, to ensure that at each stage of the sales cycle, they can focus on getting the right information together to make sure the deal is won!

How do I set it up?

You need to enable Sales Path from the Setup menu:

Customize | Sales Path | Settings, then click Enable

Once you have enabled the Sales Path, you can then proceed to set up your Sales Path. Each Sales Path is specific to a record type and is reflective of the sales process assigned to that record type.

sales-path-pic1Step 1: Setting up Sales Path

Consider, for example, that you have two Opportunity record types – one for New Sales Contracts and one for Renewal Contracts. The sales process for a first sale, as opposed to a renewal sale, can often be very different. For this reason, you may have 2 different record types, with different information required as well as different sales stages within the sales cycle. In this scenario, you would require two different Sales Paths to be set up, one for new sales contracts and one for renewal contracts. This will give you the flexibility to customise the sales path to be most appropriate for the type of sale in question.sales-path-pic2Step 2: Add in Fields and Guidance Help Text for each stage

When setting up a Sales Path, you can specify against each stage the fields you want the sales rep to complete, as well as some guidance text. The guidance text could be ideas on how to complete each field correctly, or could include useful links to chatter posts or best practices. Once you have completed this for every sales stage, you are ready to activate and get started!

sales-path-pic5Sales Path on Salesforce1

Why should I set up Sales Path?

  • Many of our customers require a way in which their sales reps can be more easily guided through the sales process. Sales Path is good for this because it basically informs the sales rep what needs to be done at each sales stage, step-by-step.
  • The interface on Salesforce1 looks great. As you can see above, the way to progress an opportunity and the visual elements of the page design make the screens and the application much more appealing to use.
  • Information will be completed – Sales Path encourages the sales teams to enter the data as and when it becomes essential to do so. This means it is more likely that more will be completed on the record (and Sales Path will also work with your validation rules!). More information on the opportunity = better insight into sales!

 
Any known limitations?

There’s one main downside: at the moment, Sales Path is only available in Salesforce1, and isn’t available in the desktop web version. This isn’t ideal, since the inconsistent look and feel between desktop and mobile could put some users off. However, the good news is that an idea has already been added to the success community and is already under review. From previews we have seen from Salesforce, we think it is highly likely that Sales Path will be included in an imminent release – fingers crossed for Winter 16!

Anything else?

  • Sales Path is only available in orgs where Record Types and Sales Processes are available. This means that it is not currently available in Contact Manager, Group, and Professional Edition organisations.
  • Salesforce indicates that more than 20 stages of a sales process could affect the performance of Sales Path functionality. I wouldn’t consider this a major downside – it is highly unlikely to have a sales process of 20 or more stages anyway.

For more information on setting up Sales Path or for any other Sales Cloud queries, please contact makepositive here.