2d (edited) • 🎖️CHALLENGES /ASSIGNMENTS HUB
TEAM GAMMA: PRACTICAL PORTFOLIO PROJECT: Designing a Sales Process, Record Types, and Path for a UK SaaS Company
📌 Deadline
You have less than 1 week to complete this project.
You will present your solution in the next class.
🏢 Company: NexusCloud Technologies Ltd
NexusCloud is a UK based SaaS company that sells CRM and automation software.
They sell to:
• Small businesses
• Large enterprise companies
⚠️ Business Problem
Currently, NexusCloud uses one sales process for all deals, and this is causing problems:
• Small deals are delayed because they follow long processes
• Enterprise deals are rushed and missing important steps
• Sales reps are confused about what to do next
• Managers cannot track deal progress properly
• Deals are being lost due to poor structure
🎯 Objective
You are hired as the Salesforce Admin to:
• Separate sales processes
• Create structured deal stages
• Guide sales reps using Path
• Improve visibility and conversion
🧩 YOUR TASK
You must build the following in Salesforce.
🔹 1. CREATE RECORD TYPES
Create 2 Opportunity Record Types:
Record Type 1
Name: SMB Sales
Description: For small and medium business deals with shorter sales cycles
Record Type 2
Name: Enterprise Sales
Description: For large companies with complex, longer sales cycles
🔹 2. CREATE SALES PROCESSES
Each Record Type must have its own Sales Process with specific stages.
🟢 SMB SALES PROCESS
Use the following stages:
Lead Qualified
Needs Identified
Demo Scheduled
Proposal Sent
Negotiation
Closed Won
Closed Lost
👉 Purpose:
Fast moving deals with minimal complexity
🔵 ENTERPRISE SALES PROCESS
Use the following stages:
Lead Qualified
Discovery Meeting
Solution Design
Demo Completed
Proposal Sent
Legal Review
Negotiation
Closed Won
Closed Lost
👉 Purpose:
Longer, structured deals with multiple stakeholders
🔹 3. CONFIGURE PATH
Create a Path on Opportunity using:
• Record Type
• Stage
For SMB Sales Path
At each stage, include guidance such as:
• Lead Qualified → Confirm budget and decision maker
• Needs Identified → Understand customer pain points
• Demo Scheduled → Book and confirm demo
• Proposal Sent → Send pricing and package
• Negotiation → Handle objections and close
For Enterprise Sales Path
At each stage, include guidance such as:
• Discovery Meeting → Identify stakeholders and requirements
• Solution Design → Align product to business needs
• Demo Completed → Present tailored solution
• Proposal Sent → Send detailed proposal
• Legal Review → Handle contracts and approvals
• Negotiation → Final pricing and agreement
🔹 4. CREATE SAMPLE DATA
Create at least:
• 3 SMB Opportunities
• 3 Enterprise Opportunities
Each must go through different stages.
🔹 5. VALIDATE YOUR SYSTEM
Test your setup:
• Does SMB follow the shorter process?
• Does Enterprise follow the longer process?
• Does Path guide the user clearly?
• Are stages relevant and logical?
📊 EXPECTED RESULT
By the end:
• Sales reps know exactly what to do next
• SMB deals move faster
• Enterprise deals are properly structured
• Managers can track deals clearly
• Salesforce reflects real sales operations
🎤 PRESENTATION REQUIREMENTS
You must explain:
Why you created two record types
Why SMB and Enterprise need different processes
Why you chose those specific stages
How your Path helps sales reps
Show your Opportunities moving through stages
🔥 FINAL NOTE
This is not theory.
This is exactly how companies structure their sales teams.
If you can build this confidently, you are already thinking like a real Salesforce Admin.
If you need instant assistance on this project, get help on Pathway AI here: https://pathwayai.app/
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TEAM GAMMA: PRACTICAL PORTFOLIO PROJECT: Designing a Sales Process, Record Types, and Path for a UK SaaS Company
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