The purpose of this step is to configure Salesforce to create a great user experience in support of the Sales Processes and KPI Performance management.

This step includes configuring Salesforce and all the processes defined:

1. Configuration of Salesforce, set up users, reports, dashboards
2. Configuration of each of the defined sales processes
3. Creation of KPI’s and a performance scoreboard for each of the functional roles
4. Configuration of KPI’s, reports and dashboards to provide accurate forecasting as defined in design session

#1 – Sales Process Optimizer (SPO)
The key area of focus will be around best practice activities and expected achievements (outcomes of those activities)