Module 6: Get started with Sales Insights

Practice Lab 6.1: Build a sequence

Scenario

Sellers suggest that sales could be improved if organizational “best practices” were easier to follow. The sales managers have determined the ideal sequence of sales events for sellers, and they want to enforce best practices by setting up the set of consecutive activities for sellers. To make these practices easily available to sellers to follow during the course of their day, you suggest creating a sequence.

In this lab, we will create a simple sales sequence for your sellers to follow.

Task 1: Create new sequence

Change the area to Sales Insights settings using the bottom left ˅ drop-down menu icon.
In the Sales Insights group, select Global settings.
In the Sales accelerator sub-group, select the Sequences tab.
If necessary, select Enable on the notification to enable workflow for sequences to work properly.
If necessary, select Setup workspace, then select Quick setup. Select Publish on the flyout pane.
On the Sequences tab, select + New sequence.
You have the option to create a sequence from a number of common templates. You can explore the templates available. When you’re ready, select Start from blank.

Task 2: Create basic information about the sequence

Assign name, description and choose the type of table that the sequence will be available for.
In the Sequence name text box, type the sequence name, Sequence.
In the Description text box, enter sequence description: “This is a test sequence for my test customer.”
In Record type, select Lead (if it is not already selected).
Click Next.

Task 3: Choose the first activity for seller to take

Choose the first step for your sellers to take. This can be either sending an email, making a phone call or add a task of your own. In our example, we will start with an email.

Underneath the Sequence start tile, select the + button to add an action or other element.
Click on Send an email.
For Title, enter: Introduction email.
For Description optionally, enter a description: Introduce lead to the sales team.
If email templates, table specific or global templates, are available in your organization, you can choose an email template. In this case, we will assume that the seller will write their own introduction email.
Click Save.

Task 4: Add additional activities for your seller to take

Add additional activities for your sellers to take in an ordered manner, i.e. seller needs to take the first activity first, then the second and third and so on.

To persist changes, after adding an activity, click on the Save button.

Click on the + button.
Choose the next activity for the seller to take, can be either sending an email, making a phone call or add a task of your own. Select Set wait time to define a time-interval between activities.

In our example we will add a time-interval of 1 hour.
Click Save.
In a similar manner, add a phone call activity. Select the + sign and select Phone call. For name, type Follow-up call. Add a description.
Select Save on the command bar.

Task 5: Activate the sequence

To make the sequence available for sellers to use, activate the sequence.

Select Activate on the command bar.
Select Activate in the pop-up.
Your sequence will now have a green bar at the top telling you that the sequence was successfully activated.

Task 6: Connect the sequence to records

Change the area using the bottom left dropdown menu, select the Sales area.
Select Leads from the site navigation menu.
Open the Lead you created earlier in the course. If you have more than one, select one randomly.
Select Connect sequence from the command bar.

The list of available sequences includes sequences created by you for the Lead table.
Select the Sequence you created and select Connect.
A confirmation message appears at the bottom of the page, and the sequence is connected to the selected lead record. Now, sellers who have access to the lead record can see the activities connected with it.