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Exploring the sales portals

Introduction

Pega Sales Automation™ comes with three main application personas: sales representative, sales manager, and sales operations. Each persona has its own portal. 

Video

Transcript

There are three main default application personas: sales representative, sales manager, and sales operations.

The sales portals provide a comprehensive workspace and are where the sales team perform their day-to-day activities.

The landing pages and features available depend on the persona, selling mode, and enabled features in the application. The selling mode can be business-to-business (B2B), business-to-customer (B2C), or a mix of the two.

Terry Mason, a sales representative, logs in to the portal.

The Home screen provides Terry with an overview of what is going on, which helps Terry prioritize his work.

My worklist displays any work assigned to Terry.

Next best actions uses AI models to surface actionable insights helping the sales representative to prioritize work. For example, here, the AI models have concluded that Terry must follow up with two organizations due to negatively trending customer engagement.

On the left, Pulse presents Terry with a personalized information feed and allows him to assess information related to customers and deals. Terry can see recent changes and collaboration between team members.

Filter the Pulse feed to make it more insightful.

The Dashboard displays operational information about the application and key performance indicators.

You can personalize the dashboard with widgets that are relevant to your role to increase productivity.

Spaces are used for collaboration on various topics.

Sales representatives can send Bulk emails to multiple contacts through predefined templates.

Organizations represent the businesses that you are selling to in a business-to-business (B2B) model.

You can personalize the tables on the landing pages by selecting Customize table.

It is possible to show and hide columns.

The settings can be saved for the user across sessions.

In the B2B model, Contacts are employees or are affiliated with the organization to which you are selling.

In the B2C model, Contacts are customers or prospects. 

In the B2B model, Accounts is an extension of the organization, and in the B2C model, it is an extension of the contact.

Households are groupings of contacts with the intent to purchase a common product.

The sales process begins with a lead.

Leads are nurtured through interactions with the prospect.

Opportunities are qualified leads.

Opportunities are the basis of the sales pipeline, goal attainment, and sales forecast.

You can view opportunities by stage or as a list.

In the stage view, it is possible to drag opportunities between stages.

Forecast management improves the sales organization’s ability to predict the sales cycle.

Pega Sales Automation comes with a set of standard Reports.

You can also add your reports.

The Engagement Map is a planning tool that helps you visualize product penetration levels and areas where there is no product engagement.

The Create menu allows you to add prospect and customer data to the application.

The sales manager portal looks very similar to the sales representative portal, but there are a few differences.

Sarah Kendall, a sales manager logs in to the portal.

Sales managers manage sales teams by monitoring performance and collaborating with team members.

For the sales manager, the Dashboard focuses on team metrics.

Many widgets have a My team option that allows the manager to see data for direct reports.

With Workforce Intelligence, the manager can measure employee productivity, understand how and when work is complete, and identify opportunities to optimize productive work and overall efficiency.

Sales operations support the sales team.

The sales operations portal has a few additional landing pages.

In Pega Sales Automation, you can work directly with Partners by granting them access to your application.

Territories are used to organize your sales organization into sales teams.

Operators are users in the Pega Sales Automation application.

There are Tools available for sales operations to manage data, personalize dashboards, and import data.

Sales operations can update Leads and Opportunities in bulk.

You have reached the end of this demo.

You now know how to navigate the sales portals.

 

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