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SUPERION – Sales Playbook

Sales Administration/Salesforce

Salesforce is the company’s CRM or Customer Relationship Management system. By definition, a CRM is a
technology for managing all of the company’s relationships and interactions with customers and potential
customers. The goal is simple: Improve business relationships. A CRM system helps the company stay
connected to customers, streamline processes, and improve profitability. It is our official repository of all
information; so if your activities are not entered within Salesforce, it is considered that they never
happened!
For specific online training and guidance using the system:

• Salesforce Guide:
https://superion.litmos.com/admin/courses/714035/CourseModule?moduleId=2736675

• Working with content on Salesforce:
https://superion.litmos.com/course/711544/module/2726622?LPId=0
•
Below are some general notes on using the system.

The Salesforce Account – Explained!

Salesforce is the familiar system of record for Superion prospects and customers, and integrates
to other back-office systems. As the “hub” of Salesforce and all of this integration is the Master
record – the Account. This document explains information tracked on customer and prospect
accounts and where that data originates.

Record Types and Page Layouts
To begin with, there are different types of accounts, which require different fields. You will notice
that a customer account contains far more information than a prospect or partner account. For this
reason, we created various record types that display different fields, depending on the type of
account. The appropriate record type is selected upon account creation.

Account Record Types Who Can Create an Account?

• Standard Record Type (customer and former customers) To ensure accounts are set up
consistently, account creation is limited
• Prospect Record Type (non-customer prospects and to Business Development Reps (BDRs),
suspects) Marketing, and Sales Operations. Reach
• Partner/Vendor/Consultants out to one of these roles if you cannot
find an account in Salesforce and
believe it should be created.
Also, different roles require different views into a record. A customer support representative
requires access to different information about a contact or account than an Account Manager
needs. There are many different page layouts that display required field for different roles.

3/8/2018

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