Step By Step

Definition & Objectives

Sales Planning is the process supporting the planning, preparation, execution, and restitution of a Customer Visit. It supports the development of an Opportunity, the execution of a defined Account Plan, the collection of Leads of interest for other BU, or even the continuous management of Competitive.

A visit report captures the outcome of the customer visit. Visit report contains an internal summary of the discussion (for internal reading) and all the required elements to send the minutes to the customer. This visit report can be shared internally and externally from Salesforce by using predefined email templates.

How to create a visit report
Visit reports created from an activity
Create a visit report David wants now create a visit report. For this, he opens the visit and clicks on Visit Report
As David started from the visit, some information are already filled in. So convenient!
Before writing the feedback, David defines the Visit Report visibility and the GBU. He has 3 options: •“Shared”: it means the VR is visible by all the users in Salesforce •“GBU restricted”: it means only the users in the GBU defined below are able to see the VR •“Visit Report Team ”: only the colleagues added in the “Visit Report Team ” will be able to view the VR Due to Legal Anti-trust constraints, a Visit Report can be automatically forced to « GBU Restricted » instead if « Shared ». It happens if the Visit Report concerns some specific products or contains some keywords that are confidential for some other GBUs. For R4.0, this is only activated for AROMA Performance. For Soda Ash & Derivatives, the BU is now mandatory
Once the visibility and the GBU defined, David fills in the Executive Summary (mandatory) and adds additional comments in Internal Visit Report. In “Internal Visit Report”, you can enter rich text like bold, tables, bullets, etc. The field "Additional Notes" has been renamed "Internal Visit Report" => New Winter 17' Release
David can mention in the Visit Report if this concerned a Safety Visit or not. Plus as David record all information at once, he defines the Visit Report Status as Completed.
Finally, David records the Visit Report share with Customer that will be shared with the customer afterwards.
That’s it! David has created his VR in Salesforce. Well done ! For GBU Silica only, a notification is automatically triggered to the users in the Visit Report Team and in Email Mapping Rules matching the Visit Report criterias when a Visit Report status is set to Completed (plus the owner in CC).
If a Visit Report is created on an Account I am following, every time a new Visit Report is created on this Account I will be notified inside my Chatter feed.
You can create and link an opportunity directly from your Visit Report. Click on the "New opportunity" button and the opportunity creation process begins
You can also link your Visit Report to an existing opportunity by clicking on "New Link Opportunity VisitReport" button. Using the Opportunity lookup, search the opportunity you want to link to your Visit Report => New Winter 17' Release A Visit Report can be linked to several Opportunities

Visit Report update (incl. adding products, contacts and users)
Associate a Product to the Visit Report
David opens the visit report for which he wants to associate a product discussed
He hoovers the Product link and clicks on New Associated Product
Once in the Associate Product screen, he clicks on the look icon to search the product in the system. He can choice between a product (level 4) or a material (level 5)
In the new search windows, David selects the product discussed Look! In the new window, you can use filters to limit the results. Filters on the GBU, on the Product family, etc. are available.
David has selected the product in the search window. He now saves his relationship by clicking on Save. User can record either a product (level 4) or a material (level 5) depending of the situation. That’s flexible!
Great! David has associated the product to the VR.
Associate a Customer Contact to the Visit Report
David opens the visit report for which he wants to associate a Customer Contact
He hoovers the Customer Contact link and… Look! John Smith is already linked! That’s because David started his visit report from the visit. That was easy!
David will now associate Michael Baltani to the visit report. He clicks on New Customer Participant.
As he did for the Product, David uses the look icon to search the contact in the system.
In the new search window, David searches for Michael Baltani and then selects the contact
David has finished to select the Customer Contact in the search window. As information, he also can define Michael’s role: •Participants: it means Michael was participating to the meeting •To be informed: in some case, David might want to define some contact to be informed of the visit report outcome.
He now saves his relationship by clicking on Save.
Fantastic! David has associated John and Michael to the visit report
Associate a Solvay Contact to the Visit Report
David opens the visit report for which he wants to associate a Solvay Contact
He hoovers the Visit Report Team link and… Look! People are already linked! That’s because David started his visit report from the visit, where he already invited them. That was easy!
David will now associate Pedro Pinto, his manager, to the visit report. He clicks on New Visit Report Team.
As he did for the Customer Contacts, David uses the look icon to search the contact in the system.
In the new search window, David searches for Pedro Pinto and then selects the contact
David has finished to select the Solvay Contact in the search window. As information, he also can define Pedro’s role: •Participants: it means Pedro was participating to the meeting •To be informed: in some case, David might want to define some colleagues to be informed of the visit report outcome.
He now saves his relationship by putting Pedro as To be Notified and clicks on Save.
Fantastic! David has associated Christian and Pedro to the visit report
Attach a document to the Visit Report
David opens the visit report for which he wants to attach a document
He hoovers the Google Docs, Notes & Attachment link and clicks on Attach File. Don’t use the Google Doc link as your customer won’t be able to read it.
David follow the steps defined at the screen to attach the file
Once the file uploaded, he clicks on Done
Done! David has attached the product documentation to the VR