cws core 4 - opportunity worksheet
TRANSCRIPT
Opportunity WorksheetA CWS Core 4 ToolSalesforce Guide
The Mindset = Win Fast, Lose Fast
The Skillset = Qualifying Checklist
Tool = Opportunity Worksheet
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• Getting a list of the issues.
• Making sure the list is complete
• Finding out which issue is most important to the client
• Go into depth - Developing evidence and impact
• Summarizing along the way.
• Did I get it right?
• Did I leave anything out?
ELEMENTS OF THE WORKSHEET
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• Issues: Explain a client problem to be solved or describe a desired client result to
generate.
• Answers the question “What are you seeing, hearing, or feeling that lets you know this is an
issue?” Evidence can be a description of how an issue shows up in an organization and is the
tangible proof of the current problem or the desired proof of success for a future result.
• Answers the question “What makes this so important?” Impact establishes the consequence
of an issue in the organization and can be quantitative (a financial consequence) or
qualitative (reputation, image, and political or personal consequence).
STRUCTURE THE CONVERSATION
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Step 1
Accessing the Opportunity Worksheet from Salesforce.
Select CWS from the Opportunities page.
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Step 2
Accessing the Opportunity Worksheet from Salesforce.
Select CWS from the Opportunities page.
To select a newOpportunity Worksheet, click on the New button.
Step 3
Accessing the Opportunity Worksheet from Salesforce.
Find related records.
Issues• Problems to solve• Results to generate
Click New.
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Step 4
Create a New Issue.
Enter a Priority number.
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Step 5
Create a New Issue.
Enter a Priority number.
Enter the Issue.
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Step 5
Create a New Issue.
Enter a Priority number.
Enter the Issue.
*Explain a client problem to be solved or describe a desired client result to generate.
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Step 6
Create a New Issue.
Enter the Evidence.
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Step 6
Create a New Issue.
Enter the Evidence.
*Explain: Evidence can be a description of how an issue shows up in an organization and is the tangible proof of the current problem or the desired proof of success for a future result.
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Step 7
Create a New Issue.
Enter the Impact.
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Step 7
Create a New Issue.
Enter the Impact.
*Impact: Impact establishes the consequence of an issue in the organization and can be quantitative (a financial consequence) or qualitative (reputation, image, and political or personal consequence).
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Step 8
Create a New Issue.
You have completed the Opportunity Worksheet within Salesforce.
Click Save.
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