SAM 5.2 Admin Tool Online Help September 2014

Transcription

1 SAM 5.2 Admin Tool Online Help September 2014

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3 Table of Contents WELCOME TO MILLER HEIMAN'S SALES ACCESS MANAGERSM... 1 WHAT IS SALES ACCESS MANAGER?... 1 HOW IT WORKS... 1 WHAT'S NEW... 3 SAM 5.2 AUGUST All Platforms... 3 Microsoft Dynamics CRM and Oracle CRM On Demand... 3 Salesforce... 3 Resolved Issues... 3 SAM 5.1 APRIL Salesforce... 3 SAM 5.0 SEPTEMBER Microsoft Dynamics CRM and Oracle CRM On Demand... 4 VERSION MARCH Version March Version April Version March Version February Version January Version SYSTEM REQUIREMENTS END USER REQUIREMENTS SUPPORTED CRMS ABOUT THE SAM ADMIN TOOL USER MAINTENANCE ABOUT USER MAINTENANCE ASSIGNING USER LICENSES IN THE CRM Creating the SAM licensing fields in the CRM Mapping the User fields in the SAM Admin Tool ASSIGNING USER LICENSES IN SAM SETTING USER LANGUAGE AND FORMAT PREFERENCES EDIT USER PROFILE PAGE EXPORTING USER LIST DATA REFRESH USER LIST REFRESH USER LIST ERRORS REFERENCE DATA MAINTENANCE WORKING WITH PICKLISTS About SAM Picklists Entering Picklist Values iii

4 SAM 5.2 Admin Tool Online Help August, 2014 Changing Picklist Values Deleting Picklist Values Localizing Picklist Values Setting Up Multiple Picklists BLUE SHEET REFERENCE DATA Blue Sheet Reference Data Blue Sheet Rating Descriptions Label Customization GREEN SHEET REFERENCE DATA GOLD SHEET REFERENCE DATA PLATINUM SHEET REFERENCE DATA FUNNEL REFERENCE DATA Maintain ScoreCard Criteria Sales Process Funnel Stage Allocation Sales Process Funnel Thresholds ORGANIZATION OPTIONS FIELD MAPPING ABOUT FIELD MAPPING About Field Mapping About Field Mapping Columns How to Map a Field BLUE SHEET MAPPING Blue Sheet Mapping Ideal Customer Criteria Mapping Buying Influences Mapping GREEN SHEET MAPPING GOLD SHEET MAPPING Gold Sheet Mapping Selling Team Mapping Strategic Player Mapping Revenue Target Mapping GOLD SHEET FIELD OF PLAY MAPPING PLATINUM SHEET MAPPING FUNNEL SCORECARD MAPPING SALES PROCESS FUNNEL MAPPING ACTION PLAN MAPPING USER MAPPING CONTACT MAPPING REFRESH FIELD LIST FROM CRM LOCK MANAGER SYSTEM MONITOR ADVANCED SETUP IPAD CONFIGURATION iv

5 Table of Contents PRODUCT REGISTRATION GENERAL ADMINISTRATOR INFORMATION CUSTOM REPORTS Blue Sheet Reports Green Sheet Custom Reports Gold Sheet Reports ADDING A NEW WORKSHEET TO YOUR CRM BLUE SHEET CUSTOM OBJECT MAPPING FREQUENTLY ASKED QUESTIONS ADMIN FAQ USER FAQ CONTACT SUPPORT PHONE WEB IDEAL CUSTOMER CRITERIA LABELS ADVANCED OPTIONS CUSTOMIZING THE WORKSHEET HEADERS HIDING IDEAL CUSTOMER CRITERIA LINES UPLOADING A CUSTOM LOGO FILE v

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7 Welcome to Miller Heiman's Sales Access ManagerSM What is Sales Access Manager? How It Works Sales Access Manager (SAM) integrates Miller Heiman's sales methodologies with your Customer Relationship Management (CRM) system. SAM provides organizations a practical way to use technology to leverage sales process for improved collaboration and planning. Available to Miller Heiman clients who have Strategic Selling, Conceptual Selling, Large Account Management Process SM or Channel Partner Management SM methodologies in place, this software is the premium version of the Blue, Green, Gold and Platinum Sheet sales tools, respectively. SAM delivers these methodologies electronically via a hosted web service accessed through web integration links installed on the appropriate pages within the CRM application. Depending on which CRM you are using, the links could be text links, s-controls, visual force pages, or web applets. New features are added in either a micro-release or macro-release depending on the feature set available. Users access the worksheets by clicking the links in CRM. If a user is not an alumni of Miller Heiman and has not been given a license for a specific worksheet, the user will receive a message to contact their System Administrator. The dynamic worksheets are linked to the Opportunity, Account and/or Activity (Task) records. Every data field within each worksheet is available to be saved to a standard or custom field within the CRM (if the CRM offers this flexibility via the API Web Services). If you are a new client to Sales Access Manager, the implementation has been set up as a standard integration. If you are an existing client and received an upgrade, new options may now be available. 1

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9 What's New SAM 5.2 August 2014 All Platforms Enhanced Print Routine the print routine has been re-written to handle printing sheets with over five pages of data. Microsoft Dynamics CRM and Oracle CRM On Demand Salesforce Resolved Issues New Funnel ScoreCard, Relationship Maps and Sales Process Funnel tools have been added. New Auto-Mapping option in the SAM Admin Tool for use when setting up a new SFDC org. MHSAM Blue Sheet Revenue field wasn t printing when changed to a nonnumeric field type. SAM 5.1 April 2014 Salesforce The following new enhancements have been added to Sales Access Manager v5.1: New Relationship Maps tool The opportunity level Relationship Maps graphically display the reporting and influence structure of the contacts within an opportunity. It is available to any Blue Sheet or Green Sheet licensed user and is launched from the opportunity record. New Funnel ScoreCard tool - The Funnel ScoreCard allows the rating and scoring of the business and opportunity criteria of an opportunity, and is launched from the opportunity record. The Funnel ScoreCard totals can be mapped out to the opportunity record and also in to the Blue Sheet. Separate licenses are required to access this tool. Please inquire with your SC or the Miller Heiman Products Team at sam@millerheiman.comfor more information. 3

10 SAM 5.2 Admin Tool Online Help August, 2014 New Sales Process Funnel tool The Sales Process Funnel visually displays the opportunities in your funnel grouped by sales stage. It has multiple filter options available to view the funnel in different ways and is accessed from a separate tab in the CRM. Thresholds can be set by your administrator for specific stages and opportunities which will color-code the opportunities red when they are outside the pre-determined thresholds. Separate licenses are required to access this tool. Please inquire with your SC or the Miller Heiman Products Team at sam@millerheiman.com for more information. New Blue Sheet enhancement allowing Suggested Actions to be imported from the Sales Process Funnel stage Allocation section The administrator can add an asterisk in front of a selling or customer action in the Sales Process Funnel stage Allocation section of the Admin Reference Data, to allow those actions to be imported into the Blue Sheet. By checking the new Show recommended actions for stage checkbox which has been added to the Suggested Actions dialog, a pick list displays for each stage a recommended action has been created for. These actions can then be selected for import to the Possible Actions section of the Blue Sheet. Resolved Issues WS07340 & WS07373 Blue Sheet issue resolved when mapping the revenue field to a text field. WS07498 Blue Sheet issue resolved where Adequacy of current position text wrapped to a second line when viewed in the following languages: French, German, Spanish Latin, Spanish Europe, Danish or Russian. WS06251, WS06604 & WS Green Sheet issue resolved where the SSO was not populating. SAM 5.0 September 2013 Microsoft Dynamics CRM and Oracle CRM On Demand The following new enhancements have been added to Sales Access Manager v5.0: New HTML5 version compatible with tablet devices the flash applet has been rewritten in HTML5 to be compatible with tablet devices. Note: SAM 4.9 requires the 4.9 ipad version, and SAM 5.0 requires the 5.0 ipad version. The CRM & ipad versions must be the same. Enhanced Print Layout New print layout expands fields vertically and wrap to ensure all data is visible. Where this expands the height of any section, all sections below the expanded section move downwards to ensure that they always started at the same vertical point. The groups which should always start at the same vertical point are shown below. Thick lines indicate where sections should be treated as all starting at the same point. 4

11 New in V A new Created Date can now be mapped from the Sheets to the CRM There is a new Mapping option for each of the sheets to map the date the sheet was created. Two ways to edit table items: Inline Entry or Dialog Method Single clicking any field in a table will allow the user to enter information directly into that field. Double clicking on any cell in any table row will open the relevant EDIT DIALOG for that item. Note: Double clicking will not be possible on touchscreen devices. When the sheets are used on these devices, a single click will be treated as a double click, and there will be no inline editing All EDIT DIALOGs include a SAVE & NEW button Clicking this button will add the item, and reset the dialog with defaults so that another item can be added. Failing to complete any mandatory fields before selecting the SAVE & NEW button will result in the same warning as per the SAVE button. Table rows can be rearranged by dragging & dropping up or down All sections with tables should allow the user to drag and drop rows creating a user defined row order. The initial sort order will be defined by the order in which rows are added to a table. The user sort order is saved when the user saves the sheet. Clicking the column header will toggle between sorting the column in ascending alphanumerical order / descending alphanumerical order and back to user saved sort order. The saved sort order will always be the order the user has created by dragging and dropping the rows. Visibility to New Table Rows When a row item is added to a table, the application will scroll the table if necessary to ensure that the new item is visible. Tooltips Hovering over any field in a table will display a tooltip with the value of the cell in it. User prompts added with checkboxes to Not Show this Message Again A number of user prompts have been added to the Blue Sheet in V5. In order to minimise intrusion, users will be able to prevent these pop ups from appearing by selecting a Do Not Show this Message Again checkbox. There will be one checkbox on each separate warning prompt. For example, if a user is prompted to update their Adequacy of Current Position, they will be able to suppress further prompts of this message. However, they will still see any other automatic warnings until they choose to suppress those other warnings. An admin function allows administrators to reenable each type of warning message for any particular user. The default format for all numeric and currency fields is zero decimal places For example, numbers display as 47,000 rather than 47, For currency fields display the currency symbol or text in the field label e.g. [Label:"Volume ($)"] [Value:" "], [Label:"Volume (chr)"] [Value:" "]. This functionality is required for the following fields: Blue Sheet Current Volume, Potential Volume, Revenue, Product. Green Sheet Sales Rev/Other Units. Gold Sheet Rev Target 5

12 SAM 5.2 Admin Tool Online Help August, 2014 (Low, Realistic, High), SSO Rev/Units Column. Platinum Sheet Revenue Targets (Exist, Est From Proposed Programs, Total Target Revenue). Different sets of ICC descriptions are allowed by Blue Sheet type. Last Updated information now displays as days, hours, and minutes ago As specific dates and times cannot be used due to timezones, when the sheets are updated the information appears as Last Updated: 477 days, 7 hours and 27 minutes ago. Inactive users are not displayed in drop list for new Actions To ensure actions are not assigned to inactive users, only Active user names will display when assigning users for new Actions. Historical data will remain. Inactive users are no longer pulled into the SAM Admin tab To reduce the user list in the SAM Admin tab, only active users will be pulled in from the CRM. Because of this change, the CRM Active option within user maintenance of the SAM Admin tab will no longer be shown. Allow users to select multiple roles Users can select multiple roles in the following sections: Blue SheetBuying Influences, Green SheetGetting Started, Gold SheetField of Play & Strategic Players, Platinum SheetSituation Appraisal, Key Players, Team Members. Competitor Positioning can be entered against each competitor Competitor section is now a table that allows the Positioning (Only Alternative, Front Runner, Shared, Zero) to be entered for each competitor listed. Checkboxes added to "Summary of my Position Today" for Possible and Best Actions Checkboxes have been added to the table rows to allow the action to be automatically added to the "Possible Actions" and "Best Actions" sections. The "Best Action" checkbox is only enabled when the "Possible Action" checkbox is checked. For all values from 5 to +5 (except 0) the value must be preceded by its sign value This applies to the "Ideal Customer Criteria" and "How Well is the Base Covered" sections in the Blue sheet. Editing Managers Notes saves username and date stamp Whenever Managers Notes are edited and saved, the username and date/time stamp are saved and display in the dialog. The Admin User list can be exported to a CSV which can also be printed The User List on the User Maintenance screen will output all of the active users (inactive users are excluded). Auto delete users no longer in the CRM system and determined when user list is refreshed. Create Action in CRM checkbox added to Gold Sheet & Blue Sheet A checkbox has been added to the Gold & Blue Sheet (Account & Opportunity record) that allows users to create actions directly in the CRM and autoadd to the associated sheet. Green Sheet Admin option added for SSO section Mapping option allow either 1) pull the data from CRM as Read Only into the Green sheet (default) or 2) allow the user to edit the data in Company / Specific Area, Sales Revenue / Other Units and Product / Service. Note: for option 2, the data will not be pulled from or written back to CRM. Green Sheet pick lists added Pick list values can be defined for the following fields: 'Valid Business Reason', 'Credibility', 'Giving Information', 'Getting Information', 'Getting Commitment' 6

13 New in V4.5 Green Sheet Debrief Icon changes color when data entered Debrief icon displays in grayscale with no data, and pencil is colored when data entered, the same as the Manager and Additional Notes icons. Resolved Issues WS02154 Remove the inactive users from the CRM in the SAM Admin tab WS02159 Update mapping in SAM Gold Sheet for Additional Notes to be Bi directional WS02160 Update mapping in SAM Blue Sheet for Additional Notes to be Bi directional WS02161 Update mapping in SAM Green Sheet for Additional Notes to be Bi directional WS02245 Add a "status" column on best action plan section (blue sheet) WS02318 Allow for mapping to tasks and appointments for Green Sheet WS02833 Possible Actions showing completion dates WS02933 ecoaching button and elearning links in Platinum Sheet do not work WS03010 Buying Influence information truncated on Blue Sheet Printout WS03182 PDF Green sheet header does not match Green Sheet header WS03234 Add the ability to display both Product and Opportunity Name in Blue Version March 2013 New HTML5 version compatible with tablet devices the flash applet has been re-written in HTML5 to be compatible with tablet devices. Note: SAM 4.9 requires the 4.9 ipad version, and SAM 5.0 requires the 5.0 ipad version. The CRM & ipad versions must be the same. Enhanced Print Layout New print layout expands fields vertically and wrap to ensure all data is visible. Where this expands the height of any section, all sections below the expanded section move downwards to ensure that they always start at the same vertical point. The groups which should always start at the same vertical point are shown below. Thick lines indicate where sections should be treated as all starting at the same point. A new Sheet "Created Date" can be mapped to the CRM There is a new Sheet Mapping option to map the date the Blue, Green, Gold, or Platinum Sheets were created. Two ways to edit table items: Inline Entry or Dialog Method - Single clicking any field in a table will allow the user to enter information directly into that field. Double clicking on any cell in any table row will open the relevant EDIT DIALOG for that item. Note: Double clicking will not be possible on touchscreen devices. When the sheets are used on these devices, a single click will be treated as a double click, and there will be no inline editing. 7

14 SAM 5.2 Admin Tool Online Help August, 2014 All EDIT DIALOG windows include a SAVE & NEW button - Pressing this button will add the item, and reset the dialog with defaults so that another item can be added. Failing to complete any mandatory fields before selecting the SAVE & NEW button will result in the same warning as per the SAVE button. Table rows can be rearranged by dragging & dropping up or down - All sections with tables should allow the user to drag and drop rows creating a user defined row order. The initial sort order will be defined by the order in which rows are added to a table. The user sort order is saved when the user saves the sheet. Clicking the column header will toggle between sorting the column in ascending alphanumerical order / descending alphanumerical order and back to user saved sort order. The saved sort order will always be the order the user has created by dragging and dropping the rows. Visibility to New Table Rows - When a row item is added to a table, the application will scroll the table if necessary to ensure that the new item is visible. Tooltips - Hovering over any field in a table will display a tooltip with the value of the cell in it. User prompts added with checkboxes to Not Show this Message Again - A number of user prompts have been added to the Bluesheet in V5. In order to minimise intrusion, users will be able to prevent these pop ups from appearing by selecting a Do Not Show this Message Again checkbox. There will be one checkbox on each separate warning prompt. For example, if a user is prompted to update their Adequacy of Current Position, they will be able to suppress further prompts of this message. However, they will still see any other automatic warnings until they choose to suppress those other warnings. An admin function allows administrators to re-enable each type of warning message for any particular user. The default format for all numeric and currency fields is zero decimal places For example, numbers display as 47,000 rather than 47, For currency fields display the currency symbol or text in the field label - e.g. [Label:"Volume ($)"] [Value:" "], [Label:"Volume (chr)"] [Value:" "]. This functionality is required for the following fields: Blue Sheet - Current Volume, Potential Volume, Revenue, Product. Green Sheet - Sales Rev/Other Units. Gold Sheet - Rev Target (Low, Realistic, High), SSO Rev/Units Column. Platinum Sheet - Revenue Targets (Exist, Est From Proposed Programs, Total Target Revenue). Different sets of ICC descriptions are allowed by Blue Sheet type. Last Updated information now displays as days, hours, and minutes ago - As specific dates and times cannot be used due to timezones, when the 8

15 New in V4.5 sheets are updated the information appears as Last Updated: 477 days, 7 hours and 27 minutes ago. Inactive users are not displayed in drop list for new Actions - To ensure actions are not assigned to inactive users, only Active user names will display when assigning uers for new Actions. Historical data will remain. Allow users to select multiple roles Users can select multiple roles in the following sections: Blue Sheet-Buying Influences, Green Sheet-Getting Started, Gold Sheet-Field of Play & Strategic Players, Platinum Sheet-Situation Appraisal, Key Players, Team Members. Competitor Positioning can be entered against each competitor Competitor section is now a table that allows the Positioning (Only Alternative, Front Runner, Shared, Zero) to be entered for each competitor listed. Checkboxes added to "Summary of my Position Today" for Possible and Best Actions Checkboxes have been added to the table rows to allow the action to be automatically added to the "Possible Actions" and "Best Actions" sections. The "Best Action" checkbox is only enabled when the "Possible Action" checkbox is checked. For all values from -5 to +5 (except 0) the value must be preceded by its sign value - This applies to the "Ideal Customer Criteria" and "How Well is the Base Covered" sections in the Blue sheet. Editing Managers Notes saves username and date stamp - Whenever Managers Notes are edited and saved, the username and date/time stamp are saved and display in the dialog. The Admin User list can be exported to a CSV which can also be printed The User List on the User Maintenance screen will output all of the active users (inactive users are excluded). Auto delete users no longer in the CRM system and determined when user list is refreshed. Create Action in CRM checkbox added to Gold Sheet & Blue Sheet A checkbox has been added to the Gold & Blue Sheet (Account & Opportunity record) that allows users to create actions directly in the CRM and auto-add to the associated sheet. Green Sheet Admin option added for SSO section Mapping option allow either 1) pull the data from CRM as Read Only into the Green sheet (default) or 2) allow the user to edit the data in Company / Specific Area, Sales Revenue / Other Units and Product / Service. Note: for option 2, the data will not be pulled from or written back to CRM. 9

16 SAM 5.2 Admin Tool Online Help August, 2014 Green Sheet pick lists added Pick list values can be defined for the following fields: 'Valid Business Reason', 'Credibility', 'Giving Information', 'Getting Information', 'Getting Commitment'. Green Sheet Debrief Icon changes color when data entered Debrief icon displays in grayscale with no data, and pencil is colored when data entered, the same as the Manager and Additional Notes icons. The following bugs have been resolved in this release: WS Remove the inactive users from the CRM in the SAM Admin tab WS Update mapping in SAM Gold Sheet for Additional Notes to be Bi directional WS Update mapping in SAM Blue Sheet for Additional Notes to be Bi directional WS Update mapping in SAM Green Sheet for Additional Notes to be Bi directional WS Add a "status" column on best action plan section (blue sheet) WS Allow for mapping to tasks and appointments for Green Sheet WS Possible Actions showing completion dates Version March 2012 Blue Sheet one click enhancement of Buying Influences The Buying Influences section of the Blue Sheet has been redesigned so that there is only one dialog window for entering or editing data, instead of the three separate dialogs previously (Contact information, Key Win Results, and How Well is Base Covered). Clicking into any one of the three Buying Influence sections launches the same single dialog. Blue Sheet formatting of the Single Sales Objective for labels and field types Labels and field type format can be changed in the Administrative functions for the Current Volume, Potential Volume and Revenue fields, and the label can be changed for the Product field. Valid field type formats for the Volume and Revenue fields are: Text, Numeric, Currency, and Percent. Blue Sheet printing updated The Blue Sheet print report has been updated to incorporate the changes to the SSO field types, as well as new headers. New Green Sheet Meeting Plan with Enhanced Printing The Green Sheet has been redesigned to incorporate the following changes: Credibility section has been expanded to allow designation of yes or no via radio buttons, in addition to the text input. 10

17 New in V4.5 Buying Influence Concept section has been expanded to allow selection and input of the Contact Name, Role and Concept. Getting Information and Getting Commitment sections have been streamlined so that all entries are input into the same dialog and are differentiated via radio buttons at the top of the dialog (for Confirmation, New Information, or Attitude in Getting Information; and for Best, Minimum, or Question in Getting Commitment). Post Call Assessments have been renamed to Debrief Notes, and the Debrief icon is now located in the header tool bar at the top, on left of the Managers Notes icon. Printing stretches from top to bottom to reduce the number of printed pages. New Green Sheet Mapping Options The Green Sheet Mapping options in the SAM Admin Tab have changed with the new design and require updates within your org. Please check your Green Sheet Mapping and apply any updates as needed per the details below: Prior Version Green Sheet Mapping Item Basic Buying Influence Concept Best Action Commitment Minimum Acceptable Action Commitment Possible Basic Issues Basic Issues n/a Post Call Assessment Post Call Assessment Exists Version 4.9 and above Green Sheet Mapping Item No longer mappable to CRM removed from list Best Commitments Minimum Commitments Commitment Questions No longer mappable to CRM removed from list Should now map to Possible Basic Issues New Basic Issue Questions field map to Basic Issues Debrief Notes (Field name change within the Sheet) Debrief Notes Exist (Field name change within the Sheet) 11

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19 New in V4.5 Prior Version Green Sheet Mapping Mapping Version 4.9 and above Green Sheet For an in depth recording of the new version changes, click here, or else go to this link: For additional instructions on playback of the recording, click here, or else go to this link: Note: Recording playback requires Flash. If you do not have Flash installed, you will be prompted to install it before playback begins. Bug Fixes in this release: The following known issues have been resolved: Case WS02957 Blue Sheet pick list issues handling the ampersand character properly. 13

20 SAM 5.2 Admin Tool Online Help August, 2014 Version April 2011 Green Sheet Subject Field Mapping The Green Sheet subject field (added March 2011) defaults to pull from the Task Subject in the CRM, and can be mapped to any other task field. It is locked within the Green Sheet so it cannot be edited and has been added to the Green Sheet Print Routine (WS01557). Bug Fixes in this release: The following known issues have been resolved: Case WS02148 Blue Sheet print issues with Japanese text. Case WS02097 & WS02096 Green Sheet print dialog not defaulting to all options selected. Case WS02066 Blue Sheet ICC rating description not displaying apostrophes correctly. Case WS02016 Green Sheet Prove It! label always displaying in English, verses correct language translation. Case WS01998 Sheets not displaying Blue, Gold, Green icons with Unlimited Licenses. Language Translation The latest Language Translation files have been updated. Version March 2011 Exclusion of Opportunities in Gold Sheet SSO based on a probability of 0% An Admin option within the Reference Data->Organization Options section allows Opportunities with a 0% probability to be included or excluded from the Gold Sheet SSO section. Setting this option allows all opportunities, regardless of probability percentage, to appear in the Gold Sheet SSO section. Exclude "Inactive" Contacts within the Blue Sheet Buying Influence section An Admin option within the Field Mapping->Contact Mapping section allows an Inactive Contact Flag to be mapped to a custom boolean or pick list field on the contact record. When mapped, any contact record with the inactive field set to True or Yes is excluded from the Buying Influence section. Descriptions for the Blue Sheet How well the base is covered pick list values Default descriptions have been added to the pick-list values for the How well the base is covered section, giving additional meaning to the ratings. The descriptions can be further customized within the Reference Data->Blue Sheet Picklists->Base Coverage Rating Descriptions section. 14

21 New in V4.5 Gold Sheet FOP Mapping Options for child data - The ability to map the Field Of Play child data (Revenue Targets, Selling Team and Strategic Players) is now available in the Field Mapping->Gold Sheet Mapping and Gold Sheet Field of Play Mapping section. There are 3 extra mapping options at the end of Field Of Play mapping, where custom tables can be selected. Note that you are able to select the same Custom Objects used by Gold Sheet Account mapping as long as there is a lookup field on these tables pointing back to the Field Of Play object. You are also able to select the same table for mapping of Selling Team and Strategic Player data if you so wish. In this case the table must contain lookup fields to the User and Contact tables respectively. Green Sheet Subject field A new Subject field has been added to the Green sheet which pulls from the Task Subject in the CRM and is locked within the Green Sheet so it cannot be edited. Future enhancements are planned for the ability to map this field in the Admin Field Mapping section, to any other text field on the Task record. Bug Fixes in this release: The following known issues have been resolved: Case WS02108 Gold Sheet FOP Strategic Players were duplicating. Case WS02037 & WS02038 Green Sheet fields Salesperson & Account Name are locked within the applet and can only be edited from the CRM, and not within the Green Sheet. Case WS01978 Blue Sheet Sales Stage wasn t saving within the sheet when a % symbol was present in the Stage pick list. Case WS01968 Gold Sheet title in dialog window for Critical Vulnerability corrected. Case WS01956 Green Sheet tab order corrected. Language Translation The latest Language Translation files have been updated. Version February 2011 Blue Sheet "Product" field Mapping Options The Product field (which displays the Opportunity Name by default) can now be mapped to any other text field in the Opportunity record. Locked Record Auto Release Admin Option Administrators can now set the time interval (in hours) for record locks to auto release. The default is 24 hours and can be set as low as 1 hour. 15

22 SAM 5.2 Admin Tool Online Help August, 2014 New User Licensing Options Three links have been added to the user maintenance table: Full, Read, and Clear. The links can be clicked without opening the user record and will auto-apply a Gold, Blue, and Green Sheet license as Full Read/Write or Read Only to the user. Clear will remove all licenses applied to a user. Green Sheet Mapping Options Green Sheet administrators can now access the Opportunity Mapping options for SSO without needing a Blue Sheet license. System Monitoring Report There is a new Admin option which displays the server availability of the White Springs servers for the last 30 days. Bug Fixes in this release: The following known issues have been resolved: Case WS00935 Gold Sheet Search on "Selling Team" now displays the title of the user in the search results. Case WS01934 Buying Influences column no longer expands into the Key Win-Results section when the columns are manually adjusted and the Blue Sheet window is re-sized. Case WS01963 Green Sheet Best Action prompt Do you want to overwrite the existing entry no longer occurs on new Green Sheets when data is entered into the Best Action Commitment, Minimum Acceptable Action, VBP or Credibility fields. Case WS01983 Unlimited Licensing issue with non-active users resolved so that users with Unlimited Licensing do not need to be set to Active to access the sheets they have licensed. Version January 2011 Unlimited, Enterprise licensing Administrators no longer need to individually license each user by editing every single user record to apply sheet licenses for clients with Enterprise licensing. Error Detection when importing CRM users When an error is detected while importing users from the CRM, a message displays showing the before and the after details of the import, and no changes are made. This provides the Administrator the ability to resolve any issues and then re-load the user data. Blue Sheet Custom Object Mapping Blue Sheets can be associated with non-standard SFDC objects. Please contact Miller Heiman or White Springs for further details. Bug Fixes in this release: 16

23 New in V4.5 The following known issues have been resolved: Case WS00925 Best Actions from a Gold Sheet write out as tasks when attached to a Field of Play (FOP) object, the same way as when the Gold Sheet is attached to an Account. Case WS01583 Query Expression error in User Mapping resolved for Profiles with apostrophe s in the name. Case WS01640 Green Sheet icon no longer appears in Blue Sheet for Best Actions when user is not licensed for the Green Sheet. Case WS01652 Action Plan Mapping can be applied at top level of mapping with only a Gold Sheet license; Blue Sheet license is no longer required to apply Action Plan mapping. Version 4.5 New in SAM V4.5 is the addition of multiple translation languages. All the users in your org can use the same language translation, or some users can use one language while others use another. Current Supported Languages are: English, French, German, Spanish Latin, Spanish Europe, Italian, Japanese, Dutch, Chinese, Portuguese Brazil, Russian, Swedish, Finnish. In order to enable multilanguage functionality, see the following sections: User Maintenance - > User Maintenance Editing in the SAM Admin Panel Reference Data Maintenance -> Organizational Options -> Enable MultiLanguage 17

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25 System Requirements End User Requirements PDF Reader Acrobat Reader 8+ or above Active Internet Connection Operating Systems and Web Browsers: Supported CRMs Microsoft Dynamics CRM Oracle CRM on Demand 19

26 SAM 5.2 Admin Tool Online Help August, 2014 Salesforce.com Unlimited Edition Enterprise Edition Professional Edition NOTE: Salesforce Group Edition does not provide API access, therefore SAM cannot integrate with it. 20

27 About the SAM Admin Tool The SAM Admin Tool is a Web-based application used to customize, maintain, and support your SAM integration. SAM administrators access the tool either via a Tab or a button link, depending on your CRM. Only users who have been designated Administrators in the User Maintenance function of the SAM Admin Tool will be able to access the SAM Admin Tool. The SAM Admin Main Menu may include the following items (depending on your CRM): User Maintenance Refresh User List Reference Data Maintenance Field Mapping Lock Manager System Monitor Advanced Setup ipad Configuration Product Registration 21

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29 User Maintenance About User Maintenance User Maintenance refers to managing license allocation and localization settings for SAM users. The User Maintenance page displays SAM license information for your integration. There are potentially three types of user licenses for each SAM worksheet: Full access (read/write), Read-only, and Manager. A Manager license allows the user to add Manager's notes and edit the Review By date, but access to all other data is Read-only. NOTE: The Manager license type is only applicable to your installation if your product registration agreement includes this type. The Licenses row in the top table displays the total number of each license type for each worksheet type covered by your product registration. NOTE: In some CRMs, Unlimited licensing is available for Unlimited Enterprise clients. This allows every user to access the worksheets without the administrator having to individually license each user. If this has been enabled for your organization, "Unlimited" will appear for Licenses under the sheet, and "N/A" for Active Users. The "Active" 23

30 SAM 5.2 Admin Tool Online Help August, 2014 checkbox does not need to be checked for users with unlimited licensing. The Active Users row displays the total number of each license type currently assigned to CRM users. The bottom table displays the CRM users. By default, this page displays all Active CRM users (CRM Active). You can display users as desired by using the following links: A Z Clicking on a particular letter displays users whose last names start with the selected letter. All Displays both active and inactive Sales Access Manager users. Active Displays all active Sales Access Manager users. You can also display users with Full SAM access by selecting one of the checkboxes in the desired worksheet column. From this page, you can perform the following functions: Allocate user licenses Set user language and format preferences Export user data to a CSV file 24

31 User Maintenance Assigning User Licenses in the CRM You can choose to maintain SAM user licensing in your CRM. To do this, you need to do the following: Create the SAM licensing fields in the CRM and add the fields to the User form/layout. Map the User fields in the SAM Admin Tool. NOTE: Typically this is set up as part of the SAM integration when requested. If CRM user maintenance was not part of your initial integration and you want to implement it, please contact SAM support prior to completing this procedure. Creating the SAM licensing fields in the CRM 1. Create the SAM licensing fields on the User object in the CRM as indicated in the following table. You only need to create the licensing fields you will be using (for example, if you are not using the Manager license type, you do not need to create those fields). Field Name Type Blue Sheet User (Read/Write) Checkbox Blue Sheet Read Only Checkbox Blue Sheet Manager (Partial Write) Checkbox Green Sheet User (Read/Write) Checkbox Green Sheet Manager (Partial Write) Checkbox Green Sheet Read Only Checkbox Gold Sheet User (Read/Write) Checkbox Gold Sheet Read Only Checkbox Gold Sheet Manager (Partial Write) Checkbox Platinum Sheet User (Read/Write) Checkbox Platinum Sheet User Read Only Checkbox Platinum Sheet Manager (Partial Write)Checkbox Funnel Scorecard Checkbox Sales Process Funnel Checkbox NOTE: For MSCRM only: These fields are created automatically in MSCRM during the SAM installation. 2. Add the SAM licensing fields to the User form or layout. 25

32 SAM 5.2 Admin Tool Online Help August, 2014 Mapping the User fields in the SAM Admin Tool 1. At the SAM Admin Tool Main Menu, click Field Mapping and then click Refresh Field Lists from CRM. The message, "Field Definitions have been loaded from CRM" appears. 2. Click User Mapping. The User Mapping page appears. 3. Map the applicable license fields. See About Field Mapping for information on how to map a field. 4. Click Back and click Back again to return to the Main Menu. 5. Click Refresh User List. WARNING: If you mapped the fields but did not place them on the User form and then Refresh the User List, Refresh User List will release all of the licenses previously set in the SAM Admin Tool. 26

33 User Maintenance Assigning User Licenses in SAM There are two ways for you to allocate license types to CRM users within the SAM Admin Tool: Using the User Maintenance page use this if the CRM user will have only one type of access to all available worksheet types. Using the Edit User Profile page use this if the CRM user will have different types of access to each worksheet type. If you have already assigned the maximum number of licenses for a particular license type, you can either free up a license by removing the access from another CRM user and re-assigning it or you can purchase additional licenses. The system will not let you exceed the maximum allowance for each license type. Before allocating licenses, refresh the user list to ensure that all applicable CRM users are available. To use the User Maintenance page to allocate licenses: 1. At the SAM Admin Tool Main Menu, click the User Maintenance link. The User Maintenance page appears. 2. Scroll through the list or use one of the page search methods to locate the desired CRM user. 3. Click one of the <License Type> links next to the user. The page refreshes and displays checkmarks in the applicable <License Type> columns for the user. For example, to assign Full access to a CRM user, click the Full link next to the user. The CRM user is assigned Full access to all available worksheet types. To remove license assignments from a user, click the Clear link next to the desired user. To use the Edit User Profile page to assign license types: 1. At the SAM Admin Tool Main Menu, click the User Maintenance link. The User Maintenance page appears. 2. Scroll through the list or use one of the page search methods to locate the desired CRM user and click on the Edit link. The Edit User Profile page appears. 3. Click the <license type> checkbox(es) next to the desired worksheet type(s). The checkbox to the right of each worksheet type indicates Full access. The check box to the right of (Read) indicates Read-only access. The checkbox to the right of (Manager) indicates Manager access. 27

34 SAM 5.2 Admin Tool Online Help August, 2014 NOTE: Assign only one type of user license per worksheet type to a user. If more than one user license type is assigned to a user for a worksheet, the system overrides the lesser access with the greater access. For example, if an administrator assigns both Full access and Read-only access to Blue Sheets for a user, the system overrides the Read-only with the Full access and the administrator wastes a Read-only license allocation. 4. Click Save. The User Maintenance page reappears. 28

35 User Maintenance Setting User Language and Format Preferences You can set user currency, date, and language information as well as licensing information using the Edit User Profile page. You can also set user prompts for certain Blue Sheet data. Before setting user preferences, refresh the user list to ensure that all applicable CRM users are available. To edit user data: 1. At the User Maintenance page, click on the Edit link next to the desired user. The Edit User Profile page appears for the selected user. See the Edit User Profile field table for information on the fields on this page. 2. Edit the information as desired and click Save. The User Maintenance page reappears. 29

36 SAM 5.2 Admin Tool Online Help August, 2014 Edit User Profile Page The following table describes the fields on the Edit User Profile page. Field Name Department Blue Sheet Green Sheet Gold Sheet Description The CRM user selected for edit. The CRM user's address. The CRM user's department identifier. The CRM user's Blue Sheet access level. Check the box to the right of Blue Sheet for full access. The CRM user's Green Sheet access level. Check the box to the right of Green Sheet for full access. The CRM user's Gold Sheet access level. Check the box to the right of Gold Sheet for full access. Platinum Sheet The CRM user's Platinum Sheet access level. Check the 30

37 User Maintenance Funnel Scorecard Sales Process Funnel Mobile Active Admin Language box to the right of Platinum Sheet for full access. The CRM user's Funnel Scorecard access. The CRM user's Sales Process Funnel access. Whether or not the CRM user is a current Sales Access Manager user. Whether or not the CRM user also has SAM Administrator privileges. The CRM user's preferred language translation. Options are: Use CRM Language English French German Spanish Latin Spanish Europe Italian Japanese Dutch Chinese Portuguese Brazil Russian Danish Finnish Korean Select Use CRM Language to apply the language settings from the CRM system. Date Format Number Separator NOTE: If the CRM language is not supported by SAM, the language defaults to English. The CRM user's preferred date format. Options are: Use Org Default (uses default set in Organization Options) mm/dd/yyyy dd/mm/yyyy yyyy/mm/dd The CRM user's preferred number separator. Options are: 1,000,000 31

38 SAM 5.2 Admin Tool Online Help August, 2014 Adequacy of Position? Buying Influences? Whether or not to prompt the user to update the Adequacy of Current Position sliding scale whenever they exit a Blue Sheet. Whether or not to prompt the user to update the Buying Influences whenever they exit a Blue Sheet. 32

39 User Maintenance Exporting User List Data You can export a list of Sales Access Manager users and their associated settings to a CSV file. To export a User List: 1. At the SAM Admin Main Menu, click the User Maintenance link. 2. Scroll to the bottom of the page and click the User List Export button. A message appears indicating how many records were exported and provides you with a link to download the CSV file. 3. Click the Download Extracted CSV File link. Depending on your Web browser, you may be prompted to save the file to your desired location or it may save to your designated download location. 33

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41 Refresh User List The Refresh User List function retrieves a list of active CRM users from the CRM system. When you set up SAM for the first time and whenever you add a new user to your CRM system, you need to execute the Refresh User List function to make the users available for update within the SAM Admin Tool. The Refresh User List function behaves slightly different according to which CRM system you are using. To Refresh the User List (most CRMs): At the SAM Admin Tool Main Menu, click Refresh User List. The message, "User List has been imported from CRM" appears. To Refresh the User List (MS CRM only): 1. At the SAM Admin Tool Main Menu, click Refresh User List. The User Maintenance page appears with a message indicating the system is ready to import and displays the number of record updates, additions, and errors. 2. Click Start Import. The message, "<#> User Records have been imported" appears. Refresh User List Errors If the Refresh User List function detects a licensing error, it displays a message showing the Before and After details of the import, but it does not execute the import. This allows the Administrator to resolve any issues and then run Refresh User List again. 35

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43 Reference Data Maintenance Working with Picklists About SAM Picklists Each Sales Access Manager worksheet can have various picklists associated with it that standardize frequently used information and facilitate the CRM user's data entry. Picklist values appear in Suggested Item dialog boxes when a CRM user clicks the Suggested Items button next to a desired field. When you are planning the Sales Access Manager integration, you need to decide how you want to implement the picklists. You have the following options: Zero picklist values you do not maintain any picklist values and the CRM user enters the data for the applicable fields manually. One set of picklist values you maintain one set of default picklist values for each Sales Access Manager worksheet. Multiple sets of picklist values you can set up different picklists based on the Sales Access Manager worksheet type. For example, a CRM opportunity record might allow the CRM user to choose one of the following four different product types: Consulting Services, Manufacturing, Software, and Design. When the CRM user access the Blue Sheet applet for an Opportunity with a particular product type, the applet will display a set of picklist values specific to that type. See Setting Up Multiple Picklists. If you set up one or more set of picklist values, the CRM user may still edit the values and enter free text as desired (with the exception of the Customer Criteria field) 37

44 SAM 5.2 Admin Tool Online Help August, 2014 Entering Picklist Values You add and update Picklist values for each Sales Access Manager worksheet type using the same procedure. To enter picklist values: 1. At the Sales Access Manager Admin Tool Main Menu, click the Reference Data Maintenance link. The Reference Data Maintenance menu appears. 2. Click the desired <Worksheet>Reference Data link (for example, Blue Sheet Reference Data). The <Worksheet> Reference Data menu appears. 3. Click the Edit link next to the desired field picklist (for example, Red Flags). The <Picklist name> page appears. The above figure displays an example of a Blue Sheet with multiple Picklist sets for Red Flags. The Blue Sheet Type column lists the names of the different Blue Sheet types. In this example, the Blue Sheet Types are named B1, B2, and B3. The Default set will display in the event the CRM user does not select a worksheet type in the corresponding CRM record or if no values have been set for the additional Picklist sets. If the Blue Sheet is not set up for multiple Picklists, the <Picklist> edit page only displays the Default set. 4. If multi-language is enabled, ensure the language box displays the desired language. If it is not displaying the desired language, use the drop-down list to select a language and click Change. See Localizing Picklist Values. 5. Click the desired <Worksheet Type> link. The <field name> edit page appears. 38

45 Reference Data Maintenance 6. Type each Picklist value on its own line in the Edit box (press Enter after typing each picklist value). NOTE: The Picklist Edit box allows plain text entry. It does not allow character formatting. 7. When you have finished adding or updating the values, click Save. 8. Open the applicable worksheet applet and make sure your changes appear. 39

46 SAM 5.2 Admin Tool Online Help August, 2014 Changing Picklist Values You may change picklist data as desired. Changing picklist options does not overwrite any previously saved user data. Once a user has saved a picklist option in a worksheet field, the data remains static. The user can choose to edit the saved option as desired. The following is an example scenario: 1. User 1 opens a Blue Sheet, navigates to the Strengths field and clicks the picklist button. A picklist appears with options 1, 2, and User 1 selects option 2 and saves and closes the Blue Sheet. 3. An Administrator changes the Strengths options to a, b, and c and saves the set. The changes are immediately applied to SAM but will not appear in worksheets that were open at the time of the change. The changes appear the next time a worksheet record is opened. 4. User 1 opens the Blue Sheet from step 1. The Strengths field displays option User 1 navigates to the Strengths field and clicks the picklist button. A picklist appears with options a, b, and c. 6. User 1 selects option a. The Strengths field displays option a in the next available line beneath option 2 40

47 Reference Data Maintenance Deleting Picklist Values Deleting a picklist value deletes the option from the applicable worksheet <field Suggested Items> dialog box. It does not delete it from a data field in a saved worksheet. To delete picklist values: 1. At the Sales Access Manager Admin Tool Main Menu, click the Reference Data Maintenance link. The Reference Data Maintenance menu appears. 2. Click the desired <Worksheet Reference Data> link (for example, Blue Sheet Reference Data). The <Worksheet Reference Data> menu appears. 3. Click the Edit link next to the desired field picklist. 4. Click the Default link or desired <sheet type> link. The Edit page for the picklist appears. 5. In the Edit box, select the option to be deleted and press the Delete key on your keyboard. Make sure to delete any blank lines between options. 6. When you have finished deleting any desired values, click Save. 7. Open the applicable worksheet applet, click the applicable Suggested Items button, and make sure your changes appear in the dialog box. 41

48 SAM 5.2 Admin Tool Online Help August, 2014 Localizing Picklist Values You can add picklist data in all languages supported by your integration. You must enable the multi-language Organization Option to be able to localize picklists. To enter picklist values in a different language: 1. At the Sales Access Manager Admin Tool Main Menu, click the Reference Data Maintenance link. The Reference Data Maintenance menu appears. 2. Click the desired <Worksheet>Reference Data link (for example, Blue Sheet Reference Data). The <Worksheet> Reference Data menu appears. 3. Click the Edit link next to the desired field picklist (for example, Customer Criteria). The <Picklist name> page appears. 4. Select the desired language using the drop-down list and click Change. If no data exists for the selected language, the page appears blank. If data exists for the selected language, the page displays the data. 5. Type the picklist data in the selected language for each applicable <worksheet> type. 6. When you have completed entering data for the language, click Save. 7. Repeat steps 3 6 to enter data in another language. 8. Open the applicable worksheet applet as a user with the applicable language preference and make sure your changes appear. NOTE: When you access a picklist edit page in the Sales Access Manager Admin Tool, the last language set accessed appears on initial view. For example, if you were working on the Spanish Latin set and then exited to the Main Menu, the system will display the Spanish Latin set the next time you access that particular picklist edit page. 42

49 Reference Data Maintenance Setting Up Multiple Picklists If you want to set up multiple picklist sets for a Sales Access Manager worksheet, you need to decide what CRM field to use as the trigger for that worksheet. The following are suggested fields to use: Blue Sheet Opportunity Type, Product Type, Industry, or Customer Type Green Sheet Call Type, Product Type, Customer Type, or Opportunity Type Gold Sheet or Platinum Sheet Account Type, Industry, or Territory To set up multiple picklists: 1. Create a field in the CRM that will list the desired different Sales Access Manager worksheet types. For example, create a Picklist field on the Opportunity table called Blue Sheet Type that has the values Software, Services, and Design. 2. In the Sales Access Manager Admin Tool, use the Field Mapping pages to map the CRM field to the applicable Sales Access Manager <Worksheet> Type field (for example, map Blue Sheet Type to Blue Sheet Type). 3. In the Sales Access Manager Admin Tool, use the Reference Data Maintenance/<Work Sheet> Picklist pages to enter the desired values for each Sales Access Manager picklist. 43

50 SAM 5.2 Admin Tool Online Help August, 2014 Blue Sheet Reference Data Blue Sheet Reference Data The following are the Blue Sheet Reference Data Menu options: Option Customer Criteria Criteria Rating Descriptions Strengths Red Flags Possible Actions Competitors ecoaching URL Definition Base Coverage Rating Descriptions Label Customization Description Allows you to enter established Ideal Customer Criteria picklist options. See Working with Picklists. Allows you to enter the Ideal Customer Criteria rating descriptions. See Blue Sheet Rating Descriptions. Allows you to enter the Strength picklist options. See Working with Picklists. Allows you to enter the Red Flag picklist options. See Working with Picklists. Allows you to enter Possible Action picklist options (for example, Set up a call, Create a proposal, and so on). See Working with Picklists. Allows you to enter Competitor picklist options. To use this picklist instead of your CRM's Competitor table, select Manual as the Competition Mapping option in Organization Options. See Working with Picklists. Allows you to change the ecoaching links that default to Miller Heiman's Knowledge base to links to your own internal sessions and best practices. This menu option is only available if you enable the ecoaching in Organization Options. Options are read-only until you set the elearning/ecoaching Unlock Key in Organization Options. Allows you to enter the Base Coverage Rating Descriptions. See Blue Sheet Rating Descriptions. Allows you to customize certain Blue Sheet field labels. See Label Customization. 44

51 Reference Data Maintenance Blue Sheet Rating Descriptions There are two fields in the Blue Sheet that contain selection lists with rating values of +5 to -5: Ideal Customer Criteria Rating How Well is Base Covered Rating You can enter meaningful descriptions for these ratings as desired. NOTE: If you are using Funnel ScoreCard, you do not need to enter descriptions for Ideal Customer Criteria Ratings. To enter rating descriptions: 1. At the SAM Admin Tool Main Menu, click the Reference Data Maintenance link and then click the Blue Sheet Reference Data. The Blue Sheet Reference Data menu appears. 2. Click the desired <Field> Rating Descriptions item. The <Field> Rating Descriptions page appears. 45

52 SAM 5.2 Admin Tool Online Help August, Click in the text box next to the desired rating and type the desired description. 4. Repeat step 4 for each desired description. 5. Click Save. The descriptions are saved. 6. Open a Blue Sheet and verify the descriptions display correctly. 46

53 Reference Data Maintenance Label Customization Current Volume You can customize labels and attributes for the following Blue Sheet fields using the Label Customization menu option: Total Potential Volume Product Revenue To customize Blue Sheet labels: 1. At the Sales Access Manager Admin Tool Main Menu, click the Reference Data Maintenance link and then click Blue Sheet Reference Data. The Blue Sheet Reference Data menu appears. 2. Click Label Customization. The Blue Sheet Label Maintenance page appears. 3. Click Edit next to the desired label. The Edit page appears for the label. 4. Type the desired label name in the Value text entry box next to the corresponding Default label name and select the applicable Format and Decimals (if applicable). 5. Click Save. The new label is saved. 6. Repeat steps 3-5 for each desired label. 7. Open a Blue Sheet and verify the labels appear as desired. 47

54 SAM 5.2 Admin Tool Online Help August, 2014 Green Sheet Reference Data The following are the Green Sheet Reference Data Menu options: Option Basic Action Commitment Description Allows you to enter a set of Best Action Commitment options for the Getting Commitment section. Minimum Acceptable Action Valid Business Reason Credibility Allows you to enter a set of Minimum Acceptable Action options for the Getting Commitment section. Allows you to enter a set of Valid Business Reason options. Allows you to enter a set of Credibility options. Unique Strengths Confirmation New Information Attitude Getting Commitment Possible Basic Issues Basic Issues Additional Debrief Notes Questions Allows you to enter a set suggested Unique Strength options for the first field in the Giving Information section of the Green Sheet. The user must enter free text in the So What and Prove It fields. Picklists are not provided for these items as the CRM user needs to validate each Unique Strength independently. Allows you to enter a set of Confirmation questions for the Getting Information section. Allows you to enter a set of New Information questions for the Getting Information section. Allows you to enter a set of Attitude questions for the Getting Information section. Allows you to enter a set of Action Commitment Questions for the Getting Commitment section. Allows you to enter a set of Basic Issues Questions for the Getting Commitment section. Allows you to enter a set of Basic Issues for the Getting Commitment section. Allows you to add additional questions to the Debrief Notes dialog box. 48

55 Reference Data Maintenance ecoaching URL Definition Allows you to change the ecoaching links that default to Miller Heiman's Knowledge base to links to your own internal sessions and best practices. This menu option is only available if you enable the ecoaching in Organization Options. Options are read-only until you set the elearning/ecoaching Unlock Key in Organization Options. See Working with Picklists for information on how to enter values for these picklists. 49

56 SAM 5.2 Admin Tool Online Help August, 2014 Gold Sheet Reference Data Trends Opportunities Strengths The following are the Gold Sheet Reference Data Menu options: Critical Vulnerability Charter Statement Focus Investments Stop Investments Sales Support Program Information Needed Activities Additional Actions ecoaching URL Definitions - This menu option is only available if you enable the ecoaching in Organization Options. Options are read-only until you set the elearning/ecoaching Unlock Key in Organization Options. See Working with Picklists for information on how to enter picklist values for these items. 50

57 Reference Data Maintenance Platinum Sheet Reference Data Trends Opportunities Strengths Vulnerability The following are the Platinum Sheet Reference Data menu options: ecoaching URL Definitions - This menu option is only available if you enable the ecoaching in Organization Options. Options are read-only until you set the elearning/ecoaching Unlock Key in Organization Options. See Working with Picklists for information on how to enter picklist values for these items. 51

58 SAM 5.2 Admin Tool Online Help August, 2014 Funnel Reference Data Maintain ScoreCard Criteria You define the Funnel ScoreCard questions and set the applicable score values in the Maintain ScoreCard Criteria page. You can maintain criteria sets for multiple ScoreCards if you have set up a Blue Sheet Type field. To maintain ScoreCard Criteria: 1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel Reference Data. The Funnel Reference Data menu appears. 2. Click the Maintain ScoreCard Criteria link. The Maintain Funnel ScoreCard Criteria menu appears. This menu lists the sets available for update. If you do not have the Blue Sheet Type field set up, you will see one set named Default. If you do have the Blue Sheet Type field set up, you will see a list of Sheet Types as in the following example: 3. Click the desired Sheet Type (for example, Default). The <Sheet Type name> Funnel ScoreCard Criteria page appears. 52

59 Reference Data Maintenance 53

60 SAM 5.2 Admin Tool Online Help August, 2014 This page defaults to 10 Business Criteria and 10 Opportunity Criteria items with default scores of 1 the first time you access this page. The following are explanations of the fields on this page: Option Business Total Opportunity Total ScoreCard Total ID Business Criteria Business Criteria selection list Score Criteria Definitions Opportunity Criteria Opportunity Criteria selection list Description The combined value of all of the Business Criteria scores. This field updates dynamically whenever you change the Score value for a criteria item. The combined value of all of the Opportunity Criteria scores. This field updates dynamically whenever you change the Score value for a criteria item. Business Total plus Opportunity Total. The ScoreCard Total must equal 100 in order to save the criteria. This field displays green when it equals 100. If it is less than or greater than 100, this field displays red. This field updates dynamically whenever you change the Score value for a criteria item. The identifier for the Business or Opportunity Criteria item. Business Criteria IDs are B1, B2, and so on. Opportunity Criteria IDs are O1, O2, and so on. The text to be displayed for the Business Criteria item in the Funnel ScoreCard. The number of items for the Business Criteria section of the Funnel ScoreCard. You can choose from 0-20 items. When you choose a number, this page displays the applicable number of text entry boxes. The numeric value for the associated Business or Opportunity Criteria. Optional text to provide meaningful descriptions of criteria items. When a CRM user hovers the mouse over a question in the Funnel ScoreCard, this text appears as tip text. The text to be displayed for the Opportunity Criteria item in the Funnel ScoreCard. The number of items for the Opportunity Criteria section of the Funnel ScoreCard. You can choose from 0-20 items. When you choose a number, this page displays the applicable number of text entry boxes. 54

61 Reference Data Maintenance 4. Click the down arrow in the Business Criteria selection list and select a number. The page displays the selected number of text entry boxes in the Business Criteria section. 5. Click in the first text entry box under Business Criteria, type the desired criteria text, press Tab, type the desired value in the Score field, press Tab, and type any desired text in the Criteria Definition field. 6. Repeat step 4 for all Business Criteria items. 7. Click the down arrow in the Opportunity Criteria selection list and select a number. The page displays the selected number of text entry boxes in the Opportunity Criteria section. 8. Click in the first text entry box under Opportunity Criteria, type the desired criteria text, press Tab, type the desired value in the Score field, press Tab, and type any desired text in the Criteria Definition field. 9. Repeat step 7 for all Opportunity Criteria items. 10. Ensure that the ScoreCard Total equals 100. If it does not, make adjustments to Scores as needed. 11. When you have completed entering the data, click Save. The message, "ScoreCard Criteria have been updated" appears. 12. Open a test opportunity for the desired Sheet Type, launch a Funnel ScoreCard, and verify that the criteria items appear as desired. 55

62 SAM 5.2 Admin Tool Online Help August, 2014 Sales Process Funnel Stage Allocation You can define the sales stages that appear in the Sales Process Funnel and the Selling Actions and Customer Actions that display for each stage in the Sales Process Funnel Stage Allocation page. To define stage Selling Actions, and Customer Actions: 1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel Reference Data. The Funnel Reference Data menu appears. 2. Click the Sales Process Funnel Stage Allocation link. The Sales Process Funnel Stage Allocation page appears. The following are explanations of the fields on this page: 56

63 Reference Data Maintenance Option CRM Stage Probability Exclude Selling Actions Customer Actions Description Displays the Sales Stage labels from the CRM. Displays the probability values for the corresponding Sales Stage from the CRM. Click this checkbox to exclude the corresponding Sales Stage from the Sales Process Funnel display. Text that describes the Selling Actions for the corresponding Sales Stage. Press Enter after each action to start the next action on a new line. To indicate an action as a Recommended action for the corresponding Sales Stage, type an asterisk before the text as in the following example: * Initial scoping call / meeting CRM users can choose to display Recommended actions in the Possible Actions dialog box in the Blue Sheet. Text that describes the Customer Actions for the corresponding Sales Stage. Press Enter after each action to start the next action on a new line To indicate an action as a Recommended action for the corresponding Sales Stage, type an asterisk before the text as in the following example: * Give Access to Key Stakeholders CRM users can choose to display Recommended actions in the Possible Actions dialog box in the Blue Sheet.. 3. (Optional) Click the Exclude checkbox next to all Sales Stages you wish to exclude from the Sales Process Funnel display. 4. Type the desired text in the Selling Actions and Customer Actions text boxes next to the applicable Sales Stages as desired. 5. When you have completed entering information, click Save. 6. Click the Sales Process Funnel tab and ensure the applicable Sales Stages and actions appear. 57

64 SAM 5.2 Admin Tool Online Help August, 2014 Sales Process Funnel Thresholds You can define the thresholds or limits for opportunity details that drive the Sales Process Funnel such as the number of days an opportunity has been in a particular Sales Stage, what is an appropriate Funnel ScoreCard score for a particular Sales Stage, and so on in the Maintain Sales Process Funnel Thresholds page. You can maintain threshold sets for multiple Opportunity types if you have set up a Blue Sheet Type field. To define Sales Process Funnel Thresholds: 1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel Reference Data. The Funnel Reference Data menu appears. 2. Click the Sales Process Funnel Thresholds link. The Maintain Sales Process Funnel Thresholds menu appears. This menu lists the sets available for update. If you do not have the Blue Sheet Type field set up, you will see one set named Default. If you do have the Blue Sheet Type field set up, you will see a list of Sheet Types as in the following example: 3. Click the desired Sheet Type (for example, Default). The <Sheet Type name> Sales Process Funnel Threshold Definition page appears. 58

65 Reference Data Maintenance The following are explanations of the fields on this page: Option CRM Stage Days in Stage Description Displays the Sales Stage labels from the CRM. If you have excluded a Sales Stage via the Sales Process Funnel Stage Allocation page, that Sales Stage does not appear in this page. The number of days that an opportunity can remain in the corresponding Sales Stage and still be considered on track. From Score The lowest total Funnel ScoreCard score applicable to the corresponding Sales Stage. To Score Revenue Threshold The highest total Funnel ScoreCard score applicable to the corresponding Sales Stage. A value used to control the opportunity circle color in the Sales Process Funnel. If an opportunity has a revenue amount greater than the threshold value for that Sales Stage and the opportunity does not have a Blue Sheet created for it, the opportunity circle appears red in the Sales Process Funnel. 4. Type the desired Days in Stage, From Score, To Score, and Revenue Threshold values next to the applicable Sales Stage. 5. When you have completed entering the desired data, click Save. 6. Click the Sales Process Funnel tab and verify that the Sales Process Funnel displays as intended. 59

66 SAM 5.2 Admin Tool Online Help August, 2014 Organization Options You can set up different options for the particular instance of CRM used in your Sales Access Manager integration using the Organization Options page. For example, you might have different settings in a test instance than in a production instance. To set up organization options: 1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Organization Options. The Organization Options page appears. The following table describes the fields on the Organization Options page. Field Autosave Description The time interval before the Sales Access Manager applet automatically sends data back to SAM XML 60

67 Reference Data Maintenance Record Locking Lock Time (hours) Debug Mode? Enable Sales Intelligence Platform? blob. This will then enable a user who subsequently loses their session to recover to the point of the last autosave when they next open the applet. Options are: Autosave Disabled 5 minutes 10 minutes 30 minutes 60 minutes Whether or not to set a lock on open Sales Access Manager records so that only one user at a time can update a record. When the first user saves and exits the record, the record is unlocked. If you set Record Locking for your organization, the Lock Manager menu item appears on the Sales Access Manager Admin Main Menu. See Lock Manager. The number of hours a record must be inactive before the record is locked. Whether or not to display failure information to a CRM user to use to troubleshoot a problem in a Sales Access Manager worksheet. The problem may be related to an Account, Opportunity, Action, or Profile for a specific user. If Debug Mode is set, then when the CRM user opens and saves the afflicted Sales Access Manager worksheet, a message appears to the CRM user indicating why the save failed. This option should only be enabled if a problem arises that requires Whites Springs support. Whether or not to allow reporting on specific organization data. Enable Multi Language Whether or not to support multiple language translations in a Sales Access Manager worksheet. Select this option if your integration will support one or more CRM user languages other than English. Default Language The default language translation to be used by the integration. Options are: Use CRM Language English French German Spanish Latin 61

68 SAM 5.2 Admin Tool Online Help August, 2014 Apply Default Language to all users Default Date Format Spanish Europe Italian Japanese Dutch Chinese Portuguese Brazil Russian Danish Finnish Korean The default language is used when there are no individual SAM user language settings for a particular user. The Use CRM language option accesses the user's language settings from the CRM system. NOTE: If Use CRM language is selected but the CRM user's language is not one of the languages supported by SAM, SAM displays English. This field is only available if you select Enable Multi Language. Whether or not to apply the default language to all users. This option is typically used at the beginning of an integration to update all user language settings at one time. CAUTION: If you choose to apply the default language to all users, then any previous language settings for individual users will be overwritten. This field is only available if you select Enable Multi Language. The default date format to be used by the integration. Options are: Use Org Default mm/dd/yyyy dd/mm/yyyy yyyy/mm/dd You can override this format for each applicable user in the User Maintenance page. Include Partner Users? Whether to include partner or portal CRM users in the Refresh User List function. elearning/ecoaching Unlock Key The key provided by Miller Heiman to allow you to change the elearning or ecoaching links to ones 62

69 Reference Data Maintenance Enable elearning? Enable ecoaching? Gold Sheet Closed Opportunity Selection Include 0% Opportunities in Gold Sheet SSO? Enable Multiple Competition Types Competition Mapping Default Action specific to your organization. If you enter a key in this field, the following fields appear on this page: elearning Blue Sheet URL elearning Green Sheet URL elearning Gold Sheet URL The elearning/ecoaching Unlock Key field is not applicable to most integrations. Whether or not the elearning icon in the Sales Access Manager worksheets will launch the Miller Heiman online tutorial for the worksheet. Whether or not the Sales Access Manager worksheet section titles link to specific information about each section. If unchecked, the links will not be active. The links default to the Miller Heiman Knowledge Center. You can change the links to access your own organization's coaching information via the Reference Data Maintenance - <Worksheet> Pick list pages. The number of days from an Opportunity's Closed date to continue to include the Opportunity in the Single Sales Objective Tab of the Gold Sheet applet. Enter a numeric value from 1 to 360 days. Whether or not to include Opportunities that have a 0% probability with Opportunities that comprise the Gold Sheet Single Sales Objectives. Whether or not to allow a CRM user to select more than one value from the Competition Type pick list in the Blue Sheet applet. Whether to automatically map the Blue Sheet Specify Competitors field to the CRM Competitor table or allow users to enter Competitor information manually. Options are: Manual (default) Automatic If you choose Manual, you can set up the Competitors picklist with desired Competitor options. The action description of the first Possible Action 63

70 SAM 5.2 Admin Tool Online Help August, 2014 that appears when a user opens a new Blue Sheet. The default value is "Review Blue Sheet Strategy with Manager." You can edit this description as desired. If you do not want a default Possible Action description to appear, delete the text in this field and click Save. 2. Select the desired options and click Save. The message, "Server configuration details have been saved" appears. 64

71 Field Mapping About Field Mapping About Field Mapping Administrators can set the read/write relationships between any SAM data field and standard or custom CRM database fields. Once you map all desired fields, your CRM data will automatically be updated whenever a CRM user saves a SAM worksheet. Administrators can change the field mapping assignments as needed. However, if an Administrator changes the mapping of an item that has already been in use, it will affect data integrity. For example, an Administrator has bi-directionally mapped SAM Field A to CRM Field A and business has gone on for a period of six months. Then the Administrator changes the mapping of SAM Field A to CRM Field B. When a CRM user opens a record that was previously saved with a CRM Field A data item, the SAM Field A will appear blank. 65

72 SAM 5.2 Admin Tool Online Help August, 2014 About Field Mapping Columns Each Field Mapping page displays the same columns. These columns indicate information about how a particular field is mapped or how it can be mapped. The following figure shows an example of a Field Mapping page. The following table describes the Field Mapping columns: Column Name Description Action <sub menu> Item CRM Item Read IN from CRM Edit Opens an edit page for the corresponding worksheet field. Clear Removes all field mapping settings for the corresponding worksheet field. The name (or label) of the SAM field or table available for mapping. For example, Role. The label of the CRM field that is mapped to the corresponding worksheet field. For example, Title. Whether or not the corresponding field has been or can be mapped to read in from the CRM system. Indicates the field is mapped to read in data from the CRM system. Indicates the field is mapped with other attributes and could be 66

73 Field Mapping Write OUT to CRM mapped to read in from the CRM system but Read In has not been selected.? Indicates the field has not been mapped but could be mapped to read in. - Indicates the field is not available to read in. Whether or not the corresponding field has been or can be mapped to write out to the CRM system. Indicates the field is mapped to write out data to the CRM system. Locked in Sheet Indicates the field is mapped with other attributes and could be mapped to read in from the CRM system but Write Out has not been selected.? Indicates the field has not been mapped but could be mapped to write out. - Indicates the field is not available to write out. Whether or not the corresponding field has been or can be mapped to be locked in the SAM worksheet. If a field is locked, it cannot be updated in a SAM worksheet. Indicates the field is mapped to lock in the SAM worksheet. Indicates the field is mapped with other attributes and could be mapped to be locked in the SAM worksheet but Locked in Sheet has not been selected.? Indicates the field has not been mapped but could be mapped to lock in the SAM worksheet. - Indicates the field is not available to lock in the SAM worksheet. NOTE: Do not lock a field that has both Read In and Write Out mapping. Import List Whether or not the corresponding field has been or can be mapped to import a pick list. This column is only applicable to a few fields within SAM. Indicates the field is mapped to import pick list data from the CRM system. Indicates the field is mapped with other attributes and could be mapped to import pick list data from the CRM system but Import List has not been selected.? Indicates the field has not been mapped but could be mapped to import pick list data. - Indicates the field is not available to import pick list data. 67

74 SAM 5.2 Admin Tool Online Help August, 2014 NOTE: Selecting a picklist field for import will result in an Option node being generated in a subsequent Load Request. 68

75 Field Mapping How to Map a Field You can map SAM data fields to custom or standard CRM database fields. If you are mapping to custom fields, do the following before mapping the fields: Create the custom field(s) in the CRM. Refresh the Field List from CRM. To map a field: 1. In the desired Field Mapping page (for example, the Blue Sheet Mapping page), click the Edit link next to the desired field. The Edit page for that field appears. The following figure displays an example of a Field Edit page. The Edit page will only display options that are available for the selected field. For example, if a field can only be mapped as read in, the Write back to CRM? field will not be displayed in the Edit page. 2. Click the drop-down arrow button in the CRM Field and select the CRM field to which you want to map the selected worksheet field. NOTE: If you do not see the desired CRM field in the drop-down list, try refreshing the field list. 3. Select the desired field mapping options and click Save. The Field Mapping page appears. 69

76 SAM 5.2 Admin Tool Online Help August, 2014 Blue Sheet Mapping Blue Sheet Mapping The Blue Sheet Mapping page lets you map the fields from the Blue Sheet applet to the appropriate fields in your CRM system. To access the Blue Sheet Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Blue Sheet Mapping. The Blue Sheet Mapping page appears. 70

77 Field Mapping IMPORTANT: If you are using the Sales Process Funnel tool, do not map the Blue Sheet Sales Revenue/Units field to a Text field. Although the Sales Revenue/Units field could be mapped to a Text field, Sales Process Funnel requires a numeric data type for this field in order to perform certain calculations. Displaying Funnel ScoreCard Values in the Blue Sheet To display the Funnel ScoreCard values in the Blue Sheet, map the following items as follows in the Blue Sheet Mapping page: ICC Value Line 1 (N) --> Business Score ICC Value Line 2 (N) --> Opportunity Score ICC Value Line 3 (N) --> ScoreCard Total 71

78 SAM 5.2 Admin Tool Online Help August, 2014 Ideal Customer Criteria Mapping The Ideal Customer Criteria Mapping page displays fields available for mapping to a custom Entity used for reporting Ideal Customer Criteria information. If your organization is using Funnel ScoreCard, you will not use the Ideal Customer Criteria Entity. The..Ideal Customer Criteria Mapping menu link is only available if you map the Ideal Customer Criteria item to a custom Entity via the Blue Sheet Mapping page. To access the Ideal Customer Criteria Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click..ideal Customer Criteria Mapping. The Ideal Customer Criteria Mapping page appears. 72

79 Field Mapping Buying Influences Mapping The Buying Influence Mapping page displays fields available for mapping to information regarding individuals who can have a positive or negative impact on the opportunity. The..Buying Influence Mapping menu link is only available if you map the Buying Influences table to a CRM table via the Blue Sheet Mapping page. To access the Buying Influences Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click..buying Influences Mapping. The Buying Influences Mapping page appears. 73

80 SAM 5.2 Admin Tool Online Help August, 2014 Green Sheet Mapping The Green Sheet Mapping page lets you map the fields from the Green Sheet applet to the appropriate fields in your CRM system. To access the Green Sheet Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Green Sheet Mapping. The Green Sheet Mapping page appears. 74

81 Field Mapping Gold Sheet Mapping Gold Sheet Mapping The Gold Sheet Mapping page lets you map the fields from the Gold Sheet applet to the appropriate fields in your CRM system. To access the Gold Sheet Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Gold Sheet Mapping. The Gold Sheet Mapping page appears. 75

82 SAM 5.2 Admin Tool Online Help August, 2014 Selling Team Mapping The Selling Team Field Mapping page displays fields available for mapping to information on individuals involved in selling to the account. These fields are displayed in the Selling Organization Team section of the Gold Sheet applet. The CRM user updates these fields in the Selling Organization Team dialog box in the Gold Sheet applet. The..Selling Team Mapping menu link is only available if you map the Selling Team item to a custom table via the Gold Sheet Account Mapping page. To access the Selling Team Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click..selling Team Mapping. The Selling Team Mapping page appears. 76

83 Field Mapping Strategic Player Mapping The Strategic Player Field Mapping page displays fields available for mapping to information on individuals involved in the Field of Play for the account. These fields are displayed in the Field of Play Strategic Players section of the Gold Sheet applet. The CRM user updates these fields in the Field of Play Strategic Player dialog box in the Gold Sheet applet. The..Strategic Player Mapping menu link is only available if you map the Strategic Players item to a CRM table via the Gold Sheet Account Mapping page. To access the Strategic Player Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click..strategic Player Mapping. The Strategic Player Mapping page appears. 77

84 SAM 5.2 Admin Tool Online Help August, 2014 Revenue Target Mapping The Revenue Target Field Mapping page displays fields available for mapping to goal information for the account. These fields are displayed in the Revenue Target tab in the Goal section of the Gold Sheet applet. The CRM user updates these fields in the Revenue Target dialog box in the Gold Sheet applet. The..Revenue Target Mapping menu link is only available if you map the Revenue Target table to a custom CRM table via the Gold Sheet Account Mapping page. To access the Revenue Target Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click..revenue Target Mapping. The Revenue Target Mapping page appears. 78

85 Field Mapping Gold Sheet Field of Play Mapping You can enable more than one Gold Sheet for an Account to accommodate Fields of Play. For example, an Account might be divided geographically into West Coast and East Coast Fields of Play. In this scenario, you could set up two Gold Sheets for one account, with each one capturing data specific to its Field of Play. To access the Gold Sheet Field of Play Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Gold Sheet Mapping. The Gold Sheet Mapping page appears. If you map Selling Team, Strategic Players, and/or Revenue Targets, you will see separate menu options for these items beneath Gold Sheet Field of Play Mapping in the Field Mapping menu. You can map these items the same way you would for the Gold Sheet for the parent account. 79

86 SAM 5.2 Admin Tool Online Help August, 2014 Platinum Sheet Mapping The Platinum Sheet Mapping page lets you map the fields from the Platinum Sheet applet to the appropriate fields in your CRM system. To access the Platinum Sheet Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Platinum Sheet Mapping. The Platinum Sheet Mapping page appears. 80

87 Field Mapping Funnel ScoreCard Mapping The Funnel ScoreCard Mapping page displays fields available for mapping to information regarding the Funnel ScoreCard. Mapping these fields allows the Funnel ScoreCard information to be displayed in the Blue Sheet and/or on the opportunity record and allows you to report off this data. To customize labels for this data in the Blue Sheet, see Advanced Setup. If your organization is not using Funnel ScoreCard, you do not need to map these fields. To access the Funnel ScoreCard Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Funnel ScoreCard Mapping. The Funnel ScoreCard Mapping page appears. NOTE: To display scores in the Blue Sheet, map the score items via the Blue Sheet Mapping page. 81

88 SAM 5.2 Admin Tool Online Help August, 2014 Sales Process Funnel Mapping The Sales Process Funnel Mapping page displays fields available for mapping to display additional filter criteria in the Sales Process Funnel tool. If you map the Industry Type and/or Product Sales Process Funnel items, this will allow you to select a subset of Sheet Type (Opportunity Type) and/or Product filter criteria in the Opportunity Filter dialog box in the Sales Process Funnel tool. If your organization is not using the Sales Process Funnel tool or if you do not want extra filter criteria fields, you do not need to map these fields. To access the Sales Process Funnel Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Funnel ScoreCard Mapping. The Funnel ScoreCard Mapping page appears. 82

89 Field Mapping Action Plan Mapping You can choose to have a new task created in the CRM whenever a CRM user selects an action as a Best Action and saves the applicable Blue Sheet or Gold Sheet. To implement this: 1. If applicable, map the Best Action Plan item to write out to the Task table using the Blue Sheet Mapping page. 2. If applicable, map the Action Plan item to write out to the Task table using the Gold Sheet Mapping page. 3. Map the Action Plan fields to write out to the applicable Task table fields using the Action Plan Mapping page. This mapping ensures that whenever a user changes a Best Action and saves it in Sales Access Manager, the CRM task record will be updated. To access the Action Plan Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Action Plan Mapping. The Action Plan Mapping page appears. 83

90 SAM 5.2 Admin Tool Online Help August, 2014 User Mapping You can maintain Sales Access Manager license assignments using the Sales Access Manager Admin Tool or using the CRM Administrator function. You only need to map user data if you are maintaining license assignments in the CRM. To access the User Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click User Mapping. The User Mapping page appears. 84

91 Field Mapping Contact Mapping The Contact Mapping page allows for extended search capability on Contact information within the worksheets (typically in Buying Influences and Field of Play Strategic Players). All Contact Mapping fields are read in from the CRM. To access the Contact Mapping page: At the Sales Access Manager Admin Tool Main Menu, click Field Mapping and then click Contact Mapping. The Contact Mapping page appears. 85

92 SAM 5.2 Admin Tool Online Help August, 2014 Refresh Field List from CRM When you click on the Refresh Field Lists link in the Field Mapping menu, the Table List and Field List connectors update the Field Mapping pages with any new CRM field(s) to be available for mapping. The message, "Field Definitions have been loaded from CRM" appears. You must refresh the field lists every time you create one or more new fields in the CRM system to which you want to map Sales Access Manager worksheet data. 86

93 Lock Manager Sales Access Manager can lock a record when the user times out or closes their browser incorrectly. The lock does not lock out the user who caused the lock it only locks out other users. The Lock Manager menu item only appears in the Sales Access Manager Admin Tool Main Menu if you enable record locking for your organization via the Organization Options page. The Lock Manager has three menu options: Opportunity / Blue Sheet Locks Account / Gold Sheet Locks Activity / Green Sheet Locks Each <Work Sheet> Lock Manager page displays locked Sales Access Manager records (if any) and allows you to unlock them if necessary. To unlock a record: 1. In the Sales Access Manager Admin Tool Main Menu, click Lock Manager. The Lock Manager page appears. The <Entity> Lock Manager page displays the following fields: Field ID Product Description Displays the Unlock link. Displays the worksheet with which the locked record is 87

94 SAM 5.2 Admin Tool Online Help August, 2014 associated. Item User Lock Time Last Save Displays the Opportunity ID for the locked record. Displays the CRM User Name of the user who was using the record when it was locked. Displays the timestamp of when the lock occurred. Displays the timestamp of when the worksheet was last saved. 2. Click the Unlock link next to the applicable record. A message appears indicating that unlocking the record will result in any unsaved data being unrecoverable. 3. Do one of the following: Click Back to discontinue the unlocking process. Click the Click here link to continue the unlocking process. The Lock Manager page reappears. 88

95 System Monitor The System Monitor option displays the availability of the White Springs servers for the last 30 days. To display more information regarding an issue, click the Performance Issue or Service Disruption icon on the applicable server/day. 89

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97 Advanced Setup Use the Advanced Setup menu to: Customize the Ideal Customer Criteria labels (Blue Sheet only. Used most often to integrate Funnel ScoreCard ) Set Advanced options Upload a custom logo file 91

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99 ipad Configuration Use the ipad Configuration menu to select custom Account, Opportunity, and Contact fields for download to the ipad version of Sales Access Manager. 93

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101 Product Registration The Blue Sheet, Gold Sheet, Green Sheet, and Platinum Sheet applets require a product key that contains licensing information for the applicable organization. The Sales Process Funnel and Funnel ScoreCard tools require an additional product key. Each instance of SAM (for example, Test, Prod, and so on) needs its own unique product key(s). The product key enables you to authorize a number of CRM users for either full usage for the applicable applets or read-only usage. CAUTION: Do not update the product registration key unless specifically instructed to do so. To complete the product registration: 1. At the SAM Admin Tool Main Menu, click Product Registration. The Product Registration page appears. 2. Type or copy and paste the product key in the Product Key field and click Validate Registration. The Product Registration page displays the number of full, read-only, and manager licenses for the worksheets associated with the given product key and displays the license expiration date. 95

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103 General Administrator Information Custom Reports You can create custom reports that include the Associated <worksheet> field to see the Accounts, Opportunities, and/or Tasks that have SAM worksheets associated with them. For information on creating custom reports in your CRM, please see your CRM's online help. The following are recommended reports for the worksheets that leverage information beneficial to a Win-Win Result for a deal and for managing accounts: Blue Sheet Reports Blue Sheets - # of Blue Sheet strategies by rep and when they were last updated (only open opportunities) CRM Module Custom Field Summation Type Opportunity Opportunity Name & Owner Associated Blue Sheet Last Updated Blue Sheet Filter Criteria Count and Total Associated Blue Sheet equals (True or Yes) Open Opportunity Stages. Blue Sheet Competition Type vs. Specify Competition vs. Positioning Against Competition vs. Timing for Priorities CRM Module Custom Field Summation Type Opportunity Competition Type Tabular Opportunity Competition (may be used from CRM Name & Owner sub module on opportunity verify your mapping selection) My Position Vs Competition Timing of Priorities Filter Criteria Associated Blue Sheet equals (True or Yes) 97

104 SAM 5.2 Admin Tool Online Help August, 2014 Blue Sheet All open opportunities, # of E, U, T, C Identified CRM Module Custom Field Report Type Filter Criteria Opportunity Associated Blue Tabular Count and Associated Blue Sheet Opportunity Name & Owner Role Sheet Last Updated Blue Sheet Total equals (True or Yes) Open Opportunity Stages Blue Sheets ICC Criteria Match Open opportunities/ Closed Won/ Closed Lost CRM Module Custom Field Report Type Opportunity Associated Blue Sheet Tabular or Opportunity Ideal Customer Criteria Object Matrix Name Owner Ideal Customer Criteria & Match Stage fields Amount Filter Criteria Associated Blue Sheet equals (True or Yes) Closed Won/Closed Lost stages Blue Sheet Strengths & Red Flags - Open opportunities/ Closed Won/ Closed Lost CRM Module Custom Field Report Type Opportunity Associated Blue Tabular Opportunity Name Sheet Owner Strengths Stage Red Flags Amount Filter Criteria Associated Blue Sheet equals (True or Yes) Open Opportunity Stages Blue Sheet Best Action Plan Items Open Opportunities/ Won opportunities/ lost opportunities CRM Module Custom Field Report Type Activities MH Action (current Tabular Owner clients) Subject Blue Sheet Action (new Priority version) Status Filter Criteria MH Action or Blue Sheet Action equals (True or Yes) 98

105 General Administrator Information Green Sheet Custom Reports Green Sheet- by rep - # of open activities with Green Sheets associated? CRM Module Custom Field Activities Associated Green Owner Sheet Subject Last Updated Green Priority Sheet Date Due Date Status Report Type Filter Criteria Count and Associated Green Sheet equals Total (True or Yes) Optional Opportunity Stages do not equal Closed Values Status does not include Completed CRM Module Activities Owner Subject Priority Date Due Date Green Sheet Best Action Commitment/ Minimum Acceptable Action/ Valid Business Reason Open/ Won/ Lost Custom Field Report Type Filter Criteria Associated Green Sheet Last Updated Green Sheet Best Action Commitment Minimum Acceptable Actions Valid Business Reason Count and Total Associated Green Sheet equals (True or Yes) CRM Module Activities Owner Subject Priority Date Green Sheet Strengths we leverage Open/ Won/ Lost Custom Field Report Type Filter Criteria Associated Green Tabular or Summation Sheet Count and Total Last Updated Green Sheet Credibility Associated Green Sheet equals (True or Yes) Green Sheet Getting Information Questions - Open/ Won/ Lost CRM Module Custom Field Report Type Activities Associated Green Sheet Tabular Owner Last Updated Green Subject Sheet Priority Getting Information Date New Information Filter Criteria Associated Green Sheet equals (True or Yes) 99

106 SAM 5.2 Admin Tool Online Help August, 2014 Attitude Green Sheet Giving Information - Open/ Won/ Lost CRM Module Custom Field Report Type Activities Associated Green Tabular Owner Sheet Subject Last Updated Green Priority Sheet Date Giving Information Opportunity Name Stage Filter Criteria Associated Green Sheet equals (True or Yes) Opportunities with Stages Gold Sheet Reports CRM Module Account Owner Gold Sheet Is a Gold Sheet associated with each Account Type: Strategic Account? When was it last updated? By who? Custom Field Report Type Filter Criteria Associated Gold Sheet Last Updated Gold Sheet Gold Sheet Type Last User Saved Summation or Tabular Count and Total Associated Gold Sheet equals (True or Yes) Gold Sheet What are our Charter Statements? CRM ModuleCustom Field Account Owner Associated Gold Sheet Charter Statement Report Type Filter Criteria Tabular Associated Gold Sheet equals (True or Yes) Gold Sheet Where are we positioned on the Buy Sell Hierarchy for each Strategic Account? Our view vs FOP view? CRM ModuleCustom Field Account Associated Gold Sheet Owner Our View Now Report Type Filter Criteria Tabular Associated Gold Sheet equals (True or Yes) 100

107 General Administrator Information Our View Last Year Our View 1 Yr. Our View 3 Yrs. Field of Play Now Field of Play Last Year Field of Play 1 Yr. Field of Play 3 Yr. Last Updated Gold Sheet Gold Sheet - Charter Statements vs Goal Description & Status CRM ModuleCustom Field Account Owner Associated Gold Sheet Charter Statement Goals Activity Goal Section Report Type Filter Criteria Tabular Associated Gold Sheet equals (True or Yes) Gold Sheet Trends, Opportunity, Strengths, Vulnerability Open, Won, Lost CRM Module Custom Field Report Type Filter Criteria Opportunity Owner Account Name Associated Gold Sheet Tabular Trends Opportunities Opportunity Name Stage Amount Our Strengths Critical Vulnerability Associated Gold Sheet equals (True or Yes) Gold Sheet Goal Actions Open, Won, Lost CRM Module Custom Field Report Type Filter Criteria Activities Associated Gold Sheet Tabular Associated Gold Sheet equals Owner Goal (True or Yes) Account NameActivity Goal Section Subject Date Status Priority 101

108 SAM 5.2 Admin Tool Online Help August, 2014 Adding a New Worksheet to your CRM Depending on your CRM, all three worksheets and their appropriate fields and applet information or text links may have been installed automatically during your initial implementation. If you want to license a new worksheet, it is simply a matter of mapping and applying the web applet or text link to your organization CRM instance. In most situations if you are an existing client, your Customer Success Manager will request access to your implementation to verify if the information was originally created. Clients that have used Sales Access Manager Services for 2-3 years may require this service. If information is not set up within your environment, it is considered a new implementation and our team will set up the new worksheet(s) for you to ensure the sheets are operating properly. Alternatively, if you prefer to set up worksheets by yourself, please contact our support group for the appropriate integration document and licensing information. These very depending on the CRM system. 102

109 General Administrator Information Blue Sheet Custom Object Mapping In Salesforce, the Blue Sheet can be associated with non-standard SFDC objects. This is useful when you wish to launch the Blue Sheet from a Project or other object besides the standard Opportunity object. Please contact Miller Heiman or White Springs for further details on this feature. 103

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111 Frequently Asked Questions Admin FAQ User FAQ Admin FAQ How do I add a new user to SAM? Why can't I see System Monitor, ipad Configuration, or other menu options mentioned in the online help? Why isn't the Sales Process Funnel tool displaying any data? How do I add a new user to SAM? Add the user to your CRM according to your company's add new user process. If you are using your CRM to maintain user licenses, allocate the SAM license(s) on the applicable User Profile record. If you are using the SAM Admin Tool to maintain user licenses, do the following: In the SAM Admin Tool, execute Refresh User List and then allocate the license in the User Maintenance page. Why can't I see System Monitor, ipad Configuration, or other menu options mentioned in the online help? The Administrator menu options that you see are specific to the CRM you are using. Not all menu options apply to all CRM systems. Why isn't the Sales Process Funnel tool displaying any data? Check Blue Sheet Mapping and check the data type of the CRM field you have mapped to the Sales Revenue/Units field. The Sales Revenue/Units field must be mapped to a numeric data type field in order for Sales Process Funnel to perform certain calculations. 105

112 SAM 5.2 Admin Tool Online Help August, 2014 User FAQ When saving a worksheet, why do I get the message, "Cannot validate userid"? Why doesn't the print page appear when I click the printer icon? Why can't I launch a worksheet? Why can't I launch a Green Sheet from a Blue Sheet? When I click a worksheet icon, a Web browser window opens but the page never loads. When saving a worksheet, why do I get the message, "Cannot validate userid"? This error occurs when your CRM session has logged you out due to inactivity. Close your Web browser windows and log back into your CRM system to update your worksheet. Why doesn't the print page appear when I click the printer icon? All print items require Adobe Acrobat Reader. Ensure you have Acrobat Reader installed. You can download it free at Why can't I launch a worksheet? Why can't I launch a Green Sheet from a Blue Sheet? This may occur for the following reasons. You do not have the applicable worksheet license. If you receive a message similar to the following, contact your System Administrator. Your Web browser may not be supported. Check System Requirements to verify the Web browser you are using is supported by SAM. You may need to disable pop up blockers for the CRM Web site and/or the SAM web site. See your Web browser's online help for information on how to disable pop up blockers for a Web site. The SAM Web site to add to your pop up blocker exceptions list is See your System Administrator for information on your CRM Web site. 106

113 FAQ When I click a worksheet icon, a Web browser window opens but the page never loads. For example, if I click the Blue Sheet link, a new window opens and it says Strategic Selling in the header and there is a page loading message way off to the right as in the following figure: You may be using Internet Explorer in Compatibility View. The SAM worksheet applets are written in HTML5 and HTML5 will not render properly in IE if it is running in Compatibility View mode. Do the following: 1. In Internet Explorer, choose Tools and disable Compatibility View (if enabled). 2. If you are running SAM inside an intranet, choose Tools/Compatible View Settings and make sure that Display intranet sites in Compatibility View is disabled. 107

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117 Ideal Customer Criteria Labels You can change the label text in the Ideal Customer Profile section of the Blue Sheet. This is most often done if you are integrating Funnel ScoreCard data with your Blue Sheet. The following image shows how the Ideal Customer Criteria labels appears in the Blue Sheet in a default integration. The following image shows the same section that has been customized for use with the Funnel ScoreCard tool: 111

118 SAM 5.2 Admin Tool Online Help August, 2014 To customize the Ideal Customer Criteria labels: 1. At the Sales Access Manager Admin Tool Main Menu, click Advanced Set up and then click Ideal Customer Criteria Labels. The ICC Field Label Maintenance page appears. 2. Click the Edit link next to the desired label. A text entry box appears in the Value column 3. Type the desired label name and click Update. The value is saved. 4. Repeat steps 2-3 for each desired label. 5. When you have finished customizing the labels, launch a Blue Sheet and verify the labels display correctly. 112

119 Advanced Options You can do the following in Advanced Options: Customize the worksheet headers Choose to hide or display the Ideal Customer Criteria line items Customizing the Worksheet Headers You can customize the worksheet headers to incorporate your company's logo image and/or preferred worksheet title and choose the location for each on the header (right, left, or middle). For example, the following image shows the standard Miller Heiman Blue Sheet header: The following image shows a Blue Sheet header with a custom logo, worksheet title, and the Miller Heiman logo moved to the right: To customize the worksheet headers: 1. In the Sales Access Manager Admin Tool Main Menu, click Advanced Set-up and then click Advanced Options. The Advanced Options page appears. 113

120 SAM 5.2 Admin Tool Online Help August, Click the Enable Custom Logo? checkbox to put a check in it. NOTE: To revert to the standard worksheet header at any time, clear the Enable Custom Logo? checkbox and save the page. 3. Type the desired header text in the applicable worksheet field(s). 4. Use the drop-down arrows to select the desired header positions for the Miller Heiman logo, custom logo, and header text. NOTE: If you want to use a custom logo file, upload it to the CRM via the Upload Custom Logo option. 5. Click Save. The message, "Advanced Configuration Details have been saved" appears. 6. Open a worksheet to verify the changes appear as desired. Hiding Ideal Customer Criteria Lines The standard Ideal Customer Criteria section of the Blue Sheet has 5 lines as in the following example: 114

121 Advanced Options If your organization does not need five lines, you can hide lines as in the following example: If your organization is using Funnel ScoreCard, you will not have an Ideal Customer Profile section. To hide Ideal Customer Criteria lines: 1. In the Sales Access Manager Admin Tool Main Menu, click Advanced Set-up and then click Advanced Options. The Advanced Options page appears. 2. Click the desired Hide Ideal Customer Criteria #<x>? checkboxes as desired and then click Save. The message, "Advanced Configuration Details have been saved" appears. 3. Open a Blue Sheet to verify the changes appear as desired. 115

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123 Uploading a Custom Logo File If you want to add your company's logo to a worksheet header, you need to upload the logo file to the CRM. The maximum image size is 250 pixels width by 100 pixels height. To upload a custom logo file: 1. In the Sales Access Manager Admin Tool Main Menu, click Advanced Set-up and then click Upload Customer Logo. The Logos page appears. 2. Click Click Here to launch a separate Image Upload Window. The Custom Image Upload page opens in a new window. 117

124 SAM 5.2 Admin Tool Online Help August, Click Browse. A Windows File Upload dialog appears. 4. Browse to the desired file and click Open. The Custom Image Upload page displays the file name. 5. Click Upload. The page displays the graphic image. 6. Switch to the Logos page and click Save. The message, "Image position has been saved" appears and the uploaded image file appears on the page. 7. Close the Custom Image Upload page. 8. Position the image as desired in the Advanced Options page. 9. Launch a worksheet and verify the logo file displays correctly. 118