Salesforce Sales Cloud Consultant (SU20)

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Universal Containers wants to record information about the conferences it holds and people who attended them. An attendee could potentially attend multiple conferences. The Company would like to display this information on the contact layout using the standard configuration.

How the system should be designed to meet the company’s requirement?

Create a custom object for conferences and a custom object to record attendee information.

Utilize campaigns for conference and a custom object to record attendee information.

Create a custom object for conference and a custom lookup field to conference on Contact.

Utilize campaigns for conferences and add Campaign member to record attendee information.

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Universal Containers sells three unique products and each product has its own sales process. The company qualifies prospects for the three products in a consistent manner; however, once the customer has shown interest, the sales representatives must follow the relevant products sales process.

What solution should a consultant recommend to meet these requirements?

Define sales processes to map to each opportunity record type.

Configure opportunity record types for each sales process.

Create sales stages that align with opportunity record types.

Define the default opportunity teams for each opportunity record type.

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Universal Container generates the sales proposal for each opportunity and needs to share it with the customer. All members of the sales team are able to update and comment on the proposal. It is important that customer does not see the earlier version of the proposal or the team comments.

Which solution should a consultant recommend to meet this requirement?

Upload proposal as Chatter file on the opportunity record and share with customer using a link.

Save the proposal as an attachment on the opportunity record and share with customer using with the link.

Save the proposal as chatter file on opportunity record and add the customer as follower.

Upload the proposal in the private chatter group accessible to the sales team and invite the customer to join.

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Universal Containers currently uses the customizable forecasting feature. A sales representative at Universal Containers has four opportunities for the current quarter that are detailed below:
– $3,500 opportunity in the Best Case forecast category
– $2,000 opportunity in the Commit forecast category
– $1,000 opportunity that has been dosed/won
– $1,000 opportunity that has been lost

What are the sales representatives Best Case forecast for the current quarter?

$6,500

$2,000

$5,500

$3,500

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UC needs to show a dashboard with forecast by product family with quotas.

What solution should consultant recommend?

Customize Quotas with product report and add necessary fields.

Build a joined report with closed opportunities, forecasting items, and quotas.

Build a custom report with closed forecasting quotas with forecasting items.

Create an analytical snapshot to capture the opportunity forecast.

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The VP of sales at Universal Containers wants to be able to see a visual representation of sales by month for each account in salesforce1 mobile app.

What should a consultant recommend to meet this requirement?

Create a dashboard component and use chatter feed on the account on salesfroce1.

Embed a chart on the account page, no other customization needed.

Embed a chart on the account page and use a custom link to filter by account.

Create a of visualforce page with an embedded chart component for each account.

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Universal Containers North American and European sales teams have different business requirements related to creating new of opportunities in Salesforce. As a result, each team must complete a set of geographically specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should NOT be able to report on the others region-specific fields.

What solution should a consultant recommend to satisfy this scenario?

Utilize Visual force to build an opportunity page that dynamically checks the users region to determine which fields to display.

Create separate page layouts and record types for each of the regional sales teams.

Build a custom object with private sharing to capture the additional fields as a separate record.

Implement field-level security to allow access to fields for the respective regional sales teams.

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A customer needs chatter, a custom mobile layout, and custom branding for its mobile users.

Which solution should a consultant recommend?

Salesforce1

Mobile classis

chatter for mobile

Custom mobile

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Sales representatives at Universal Containers log activities on accounts, contacts, and opportunities. The sales manager wants to create a report to see all activities on all of the accounts that the manager owns, including activities on contacts and opportunities.

Which report should be recommended to the sales manager?

Activities report on accounts the manager owns.

Activities report on accounts, contacts, and opportunities the manager owns.

Activities report on accounts and contacts the manager owns.

Activates report on accounts and opportunities the manager owns.

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Universal Containers wants to prevent sales users from modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However sales directors must able to edit these fields in case last minute updates are required.

Which solution should a consultant recommended?

Create a Workflow rule to enable field access for the sales directors based on sales stage.

Modify the profile for sales directors to enable the “Modify All” object permission for the opportunities.

Create a validation rule to enforce field access based on the sales stage and profile.

Change the field level security for the sales rep to restrict field’s access based on the sales stage.

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Universal Containers has organization-wide defaults set to private. Sales representative owns an account and would like to collaborate with relevant people from other departments (marketing and product management).

What should a consultant recommend to ensure collaborating team member can report and access relevant data in salesforce?

Use account team to share records to relevant people.

Use Opportunity team to share records to relevant people.

Use chatter to share records with relevant people.

Use custom sharing on account to share specific record.

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Resellers for Universal Containers need access to reports in the partner communities to help manage their opportunities.

How should salesforce be configured to give resellers the correct level of access to reports?

Create a chatter group that allows partner to post item appropriate list view and report.

Create the appropriate list views and report folder, and share with all partner users.

Create the opportunity list view and report folder in the partner communities for all partners.

Create a new tab in the partner communities to display the appropriate list view and report folder.

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Universal Containers uses products in salesforce and has private security model. The product management Employee do not have access to all opportunities but would like to track the performance of a new product after it is launched.

What would a consultant recommend to allow the product management employee to track the performance of the product?

Create a new product and add it to the price book with the product manager as the owner.

Create a trigger to set the product manager as owner for opportunity on the new product.

Create a criteria based sharing rule to add the product management team to relevant opportunities.

Create a trigger to add the product management team to the sales team of the relevant opportunities.

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Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000.

What should a consultant recommend to meet this requirement?

Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.

Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.

Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.

Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.

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Universal Containers has a lead qualification team that qualifies and converts leads into opportunities. During lead conversion, the new opportunity must be assigned to the account owner.

Which solution should a consultant recommend to meet this requirement?

Create a trigger on the opportunity.

Create a workflow on the opportunity.

Create an assignment rule on the account.

Create an assignment rule on the opportunity.

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Universal Containers is moving their legacy Customer Relationship Management (CRM) system to salesforce sales cloud.

What should the consultant recommend to ensure a successful implementation?

Review the current system with all levels of users to understand their requirements.

Review the current system with and configure sales cloud to work in the same way.

Review the current system with executive management to understand their requirement.

Review the current system with IT management to understand their requirement.

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The sales manager at Universal Containers wants to be informed when a lead created from the “Contact Us” form on the corporate website has not been followed up within 24 hour of being submitted.

What salesforce feature should the consultant use to meet the requirement?

Notify using publisher action.

Send an email using lead escalation rule.

Send an email using time based workflow.

Notify using chatter on Lead.

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A premier customer for Universal Software needs access to confidential product roadmap information. To securely send this information using content delivery, what step should a sales representative take?

Remove access to the content after a specified date.

Require the customer to enter a password to view the content.

Require the customer to enter a security token to download the content.

Require the recipient to log into Salesforce to access the content.

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Marketing department at Universal container is migrating from legacy campaign and email management system 2 salesforce want to ensure that its communication material is migrated as well.

What should consultant recommend to migrate the marketing departments email templates?

Create an email template change set or use the Force.com IDE.

Manually recreate the email and mail merge templates in salesforce.

Enable Email to salesforce before sending email templates to salesforce.

Enable Email-to-case and use Import Wizard.

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The sales manager at Universal Containers is concerned that the leads from the marketing department are outdated and poor quality.

What action should be taken to address this issue?

Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.

Create a workflow rule to update the lead rating field based on the lead status field and use assignment rules to route leads to appropriate sales reps.

Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.

Create lead assignment rules to assign leads to sales representatives based on the city and the state in which the lead resides.

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Universal containers purchased a new marketing database list and wants to use it to run an email campaign for launch of a new product. The Sales team will be responsible for evaluating the respondents and identifying the deal maker before going through the sales process with a prospect.

What steps should a consultant recommend in this scenario?

Create leads, convert them to opportunities, and qualify the respondents on the opportunities.

Create a campaign, qualify the respondents, and create accounts and contacts.

Create both account and contact records, then associate the contacts to the campaign.

Create a campaign, associate the leads to the campaign, and qualify the respondents.

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Universal containers has enabled Advanced Currency Management.

How the converted amount data is reported on a report that spans time periods when the exchange rates was different?

Converted amount are based on the exchange rates entered in the opportunity.

Converted amount are based on exchange rates that use the most current entry.

Converted amount are based on the historical exchange rate associated with the close date.

Converted amount are based on exchange rates that use the oldest entry.

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What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met?

Establish a stakeholder committee and meeting schedule.

Create scheduled dashboard to be sent weekly to all stakeholders.

Acquire the client stakeholders’ key performance indicators.

Ensure the project key performance indicators are profitable.

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Universal Container wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for sales.

What use case will satisfy this requirement?

Need to chat with customer in real time with chatter.

Need to prioritize search results for contacts and opportunities.

Need to add notes quickly or log activities for each record.

Need to see records and related items as tabs under one screen.

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The management at universal container noticed that the lead conversion ratio has remained the same for the hospitality industry despite increase in lead creation.

What steps can help determine the issue?

Report on lead by source.

Industry performance dash board.

Campaign dashboard by industry.

Report on lead lifetime by industry.

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Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g., amount or sales stage). However, individuals would like to control the frequency of their email notifications.

Which solution should a consultant
recommend for this scenario?

Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.

Configure Chatter and its related notification settings to provide relevant updates to interested sales
managers.

Define a workflow rule and email task that is triggered when key fields are updated to new values.

Configure the individual Salesforce for Outlook email settings to control notification frequency.

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When enabling multiple currencies what feature is enabled on all opportunity?

User’s defaults currency overrides the specified opportunity currency.

The selected currency is used for the Amount (Converted) field.

The selected currency is used for the Amount field.

Currency must be specified for the opportunity.

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What are the benefits of enabling territory management?

Ability to generate account sharing rule based on territory membership.

Ability to expand private sharing model using account criteria.

Support to complex and frequently changing sales organization.

Support for multiple forecast per user based on territory membership.

Ability to include opportunity in more than one record.

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Universal containers has recently started using forecasting in collaboration with sales stages to better understand pipeline. All sales reps have submitted their forecasting numbers for approval. The VP pf sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total of $25,000. The VP of sales then notices that there is $15,000 that is not included in the pipeline forecast summary.

What should a consultant suggest as a possible reason for exclusion?

The $15,000 is business that is too new and has been assigned to the Omitted forecast category.

The $15,000 is business that had already been lost and, therefore, is excluded from the pipeline forecast summary.

The $15,000 is business that is in the Best case category, which is excluded from the pipeline forecast summary.

The $15,000 is business that is in the commit category, which is excluded from the pipeline forecast summary.

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Universal Containers wants to restrict access to accounts and contacts. All users should able to access all the accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own.

To meet these requirements, what should be the OWD access for accounts and contacts?

Set Account to public read-only and contacts to private.

Set Account to private and contact to private.

Set Account to private and Contacts to controlled by parent.

Set Account to public read-only and Contacts to controlled by parent.

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Universal Containers wants to integrate the sales cloud solution with accounting system.

What standard objects are likely to be used in the integration?

Account, case and lead.

Account, contact and lead.

Account, contact and contract.

Account, lead and opportunity.

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Universal Containers has implemented account hierarchies with a private sharing model. A sales representative would like to give another user access to one of the accounts she owns and the three child accounts.

How can the sales representative provide this access?

Add the user to each child account team; visibility will then roll up to the parent account.

Add the user to a public group for that account and share all child accounts to this group.

Add the user to the account team on the parent account; the child accounts will inherit access.

Add the user manually to the parent account team and each of the child account teams.

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Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners.

How can this be accomplished?

Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes.

Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.

Update the partner sales process to include stages for managing and submitting partner quotes.

Enable quotes and content in the partner portal to allow partners to store their PDF quotes.

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Universal Containers has launched an initiative to increase the number of leads being qualified each week, the number of activities being created for each opportunity, and the opportunity win rate. The Vice President (VP) of Sales would like to receive a daily update on the progress being made towards these goals.

What solution should a consultant recommend to accomplish this?

Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.

Build a custom report type to display lead, activity, and opportunity information; have the VP of Sales follow the report on Chatter.

Build a joined report to show the lead, Activity and Opportunity information, scheduled it to email daily to VP of sales.

Build three reports for the lead, activity, and opportunity information; have them automatically refreshed daily.

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The marketing Manager at Universal Containers wants to leverage the power of sales cloud to support the sales following requirement:

– monitor website traffic
– Email 1200 leads per day
– capture customer satisfaction survey result on a web form

-Understand (report) the case of marketing exercise vs sales activity

What should a consultant recommend to meet this requirement?

Use site.com campaign web-to lead opportunity, report, and dashboard.

Use mass email, campaign, campaign influence, web-to-lead, opportunity and report.

Use community campaign, web-to-lead, opportunity and report and dashboard.

Use AppExchange marketing app, campaign, web-to-lead, opportunity and report.

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Universal Finance has two sales divisions. Sales Division As customers are individuals: Ind Sales Division 8’s customers are businesses. Of Each division’s sales representatives have their own user profiles, and person accounts are enabled. Sales Division B’s sales representatives should not be able to create person accounts; they should only be able to create business accounts.

What solution should a consultant recommended to
meet these requirements?

Remove person account record types from the Division B sales representative user profile.

Check the “disable person accounts” permission on the Division B sales representative user profile.

Use Divisions to hide person accounts from the Division B sales representative user profile.

Use field-level security to hide the “Is Person Account” Checkbox from the Division 8 sales representative user profile.

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Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation.

Which approach should the task force consider to improve and maintain the quality of lead data?

Use tools like the Lead Import wizard to identify and remove duplicates.

Import the lead data using the Find Duplicates wizard on the lead object.

Use Data.com to clean the existing lead data and new data going forward.

Create a workflow notification when leads are created with poor Quality data.

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Universal Containers Credit department uses the 3rd party application for credit ratings. Credit department manager need to launch an external web based credit application from a customer’s account record in salesforce. The application uses the credit id on the account object.

What should a consultant recommended to meet these requirement?

Create the workflow rule to launch the product fulfilment application and pass the credit Id.

Create a custom button that calls an apex trigger to launch the credit application and pas the credit id.

Create a formula field that uses a hyperlink function to launch the credit application and pass the credit
Id.

Create a custom Credit Id field as an external Id on the account object to lunch the credit application and pass
the credit Id.

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Universal Containers marketing department runs many concurrent campaigns. It has specified that the influence timeframe for a campaign is 60 days.

When a contact is associated to an opportunity in a contact role, what is the impact on the campaign influence for opportunities?

Campaigns in which a contact became a member within the last will be added to the campaign influence related list.

Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.

All contacts associated with campaigns will be added to the campaign influence related list.

All campaigns created within the last 60 days will be added to the campaign influence related list.

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A customer successfully places an order with UC for five widgets. The order is activated in Salesforce and the products are shipped to the customer, One week later the customer return one widget.

What is the effective method of recording the event in salesforce?

Change the quantity value on the order product to 4.

Create a custom field on the order product object.

Create a new sales product with quantity set to -1.

Create a reduction order under the activated order.

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The sales management team at Universal Containers wants to monitor the progress of high-value sales deals and enable collaboration with cross-functional teams to help remove any obstacles.

Which feature should a consultant recommend to meet these requirements?

Enable Big Deal Alerts.

Enable Chatter feed on similar opportunities.

Allow Chatter feed tracking on opportunities.

Use opportunity update reminders.

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Universal Containers would like to associate some contacts with more than one Account (e.g., a contact is an employee of one account and on the boards of several other Accounts).

What solution should a consultant recommend to meet this requirement?

Add the contacts to the partner related list on the second Account.

Clone the contact record and add to the 2nd account.

Associate the contact to other account using lookup field.

Add the contact to the contacts role related list to the other account.

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Universal Containers has many customers that repeat the same purchase on a regular basis. These customers are classified as a repeat account type. Sales management wishes to use Salesforce to automate repeat opportunities.

What should a consultant recommend to meet this requirement?

Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat a accounts when it reaches closed/won stage.

Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.

Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

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Universal Containers is deploying a formal sales methodology while implementing salesforce.

What should a consultant recommend to ensure the alignment of the sales methodology and Salesforce?

Develop data integration between salesforce and the sales methodology database.

Embed custom components within Salesforce to support the sales methodology.

Configure Salesforce Standard and custom objects to support the sales methodology.

Override Salesforce user interface with the sales methodology user interface.

Consider available sales methodology AppExchange applications.

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Universal publications are a publishing house that sells online subscriptions for its leading magazine. Customers can make a single Payment, or set up to pay weekly, monthly or quarterly. Universal Publications wants to use opportunities to track and report on these subscription deals.

What should a consultant recommend to meet this requirement?

Enable schedules on product object.

Use assets with a lookup to opportunity object.

Enable schedules on opportunity object.

Use contracts with a lookup to opportunity object.

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Universal Containers requires that each of its products is sold with 12 months of product maintenance. This is enter… a separate opportunity product line item on the opportunity. Once an opportunity is closed/won and the order has been shipped to the customer, the service manager manually records the maintenance line item in the assets object and sends an alert 90 days prior to the expiration date.

What should a consultant recommend to streamline this process?

Turn on the sync asset feature from the asset settings to create an asset record once an opportunity is closed/won.

Create a trigger on the asset object once an opportunity is closed/won, and add a button to the opportunity layout.

Request the sync order to asset feature from salesforce to create an asset record once an opportunity is closed/won.

Install an AppExchange app or create a trigger to automatically create an asset record once an
opportunity is closed/won.

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Universal Containers has a large customer base of over 15,000 Accounts and 60,000 contacts. The marketing manager wants to use the customer data for an upcoming new product launch but its concerned contact may have moved to other organization (Contact’s email tec has changed).

What should a consultant recommend to ensure customer data is accurate?

Use data enhancement tool to verify that account and contact data is up-to-date.

Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact.

Create a workflow rule for the account and contact owner to confirm contact data.

Create a vf rule to mass email contacts and capture any email bounce.

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Universal Containers has configured a private sharing model for accounts and opportunities. As part of its sales strategy, each sales representative collaborates with the same set of Individuals for each opportunity.

What should a consultant recommend to grant sales Rep the appropriate access to an opportunity?

Enable opportunity team selling and have each sales representative configure his or her default opportunity team.

Create a public group for each team and have the sales representatives manually share the opportunity with their respective group.

Enable Chatter and configure a customer Chatter group for the opportunity to allow collaboration on ideas.

Create a trigger for each sales representative that would automatically share the opportunity with his or her
default opportunity team.

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Universal Containers representative wants to see forecast amount by all sales representatives and by multiple product group.

What would a consultant recommend to meet these requirement?

Build a forecast list view by product family groups.

Build a custom forecast report showing product groups.

Implement collaborative forecast with quota attainment.

Implement collaborative forecast with product family.

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Universal Containers uses a seven step selling methodology. Each sales stage corresponds with in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should not contribute to the forecast.

What should the consultant recommend for this scenario?

Instruct sales users to enter $0 for the opportunity amount.

Assign 0% probability to the first sales stage.

Configure the first stage with the omitted forecast category.

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Universal Containers allows to its Sales Rep to negotiate up to 5% discount for their opportunities. Discount more than 5% must be send to their Regional Sale Manager (RSM) for the approval. Discount greater than 15% must be able to send to Regional Vice President (RVP) for the approval.

What should a consultant recommended to meet these requirement?

Configure a workflow approval task and email to RSM and RVP

Configure an approval process for the RSM and workflow for the RVP.

Create two step approval processes for the RSM and RVP as approvers.

Create two approval processes one for RSM and one for RVP.

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Universal Containers to plans implement to implement lead management functionality for channel sales representative who needs to push pre-qualified leads to their partner. Partners need the ability to access and update the lead assigned to them.

What solution should a consultant recommend for the scenario?

Create a customized site where partners can self-register and access their leads.

Configure a separate lead record type and page layout for the partner community

Create a task for the partner where a new lead is created and assign it to partner in the Partner Community.

Add the leads tab to the Partner Community and configure partner profile to access leads.

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Universal Containers wants to improve the information profile of its current Contacts in salesforce by using social networking application (e.g. LinkedIn or Twitter) to add the information currently gathered for accounts, contacts and leads.

Which solution should a consultant recommend to meet this requirement?

Define the social network fields and enabled then for account, contacts and leads.

Create custom fields that hold URL links to the social profile of accounts, contacts and leads.

Enable social Accounts and Contacts to link records to social profiles.

Enable the salesforce to Social network API connection to sync records.

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Universal Containers has configured salesforce to store all individual consumer contact under a single account called “Consumer”. The consumer business has grown to more than 500,000 Contacts.Mass update are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported.

What should consultant recommend to improve system performance?

Ensure that no single account has more than 10000 contacts.

Enable person account and migrate the data.

Add an index to the account field on the contact object.

Removes the account assignment for all objects.

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Universal Container has its sales representative enter a new lead whenever they are prospecting a new customer, when qualify the new lead, a new opportunity must be created to track the deal.

What would a consultant recommend to enforce data quality and accuracy?

Enable validation rules on lead.

Create lead conversion process.

Map lead fields to corresponding opportunity field.

Create an apex trigger to perform data quality check.

Enable validation rule on opportunity.

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What features of work.com can managers use to help sales representatives meet their quotas?

Coaching plans to help the sales rep drive results.

Coaching feedback that automatically adjusts the goals.

Coaching feed visible to the entire sales teams.

Coaching dashboards to monitor progress.

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The finance department of Universal Containers is noticing a decline in profitability, which they attribute to excessive number of discounts on opportunities.

What can finance department do to monitor and control opportunity discounting?

Run a report on opportunities showing list price and discounted price.

Ensure that sales management approves discount requests for each opportunity.

Create a customer role-up field to calculate the average product discount for each customer.

Limit the number of discounted products that can be added to an opportunity.

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A Sales Cloud implementation at Universal Containers requires a global design that involves multi-currency, multi-language, region-specific sales processes and workflows.

Which factor is important for optimizing user adoption?

Employing realistic training data in the corporate standard currency.

Developing only a standardized, global training curriculum for all users.

Customizing the training curriculum for each specific region.

Communicating the training plan well in advance of training start date.

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Universal Containers decided to start using salesforce for all its sales automation its current sales database has about 50 million records. These records were all migrated into the database from other legacy systems. After migration to salesforce UC wants to be able to search and cross reference records with the original source system.

What should a consultant recommend to meet the requirement?

Use the standard external Id field and map this to the original record Id value.

Use a custom field named external Id and map this to the current record Id Value.

Use a custom external Id field and map this to the original record id value.

Use the standard external Id field and map this to the current record Id Value.

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Universal containers recently completed the implementation of a new sales cloud solution. The stakeholder committee believes that the user adoption is best measured by the number of daily logins.

What other measures of sales uses adoption should be considered?

Number of reports exported to excel for analysis.

Completeness of records entered into the new system.

Overall effectiveness of mass email campaigns.

Number of neglected opportunities over time by role.

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