Phase 1 Training

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List Views

Salesforce list views are used to aggregate data on each object. They allow users to see the details of many records at once. Users can clone (save a copy) of an existing list view then filter them by different criteria. By default, Salesforce uses the “Recently Viewed” list view; however, you can create your own default list views by unpinning then pinning the list view of your choice.

Pin/Unpin

Other list views

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Account Information

This is where you will track, maintain and monitor the rate of sale drivers. Distribution surveys will allow you to capture placement type and view velocity against depletions data.

Distribution Survey

Key Business Rules

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Events

Use Events to gather current, valuable insights into your account relationships. Maintain an up-to-date record of important interactions with accouts and capture key outcomes/next steps to drive business.

Key Business Rules

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Activations

This is where you will oversee the planning and execution of vital trade activities. Here, you can document qualitative insights linked to these activities, record valuable lessons learned, and exchange best practices. Additionally, activations provide a platform for tracking Key Performance Indicators (KPIs), which we'll cover in more detail later in this training.

Key Business Rules

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Multimedia

Use multimedia to validate actions in trade and capture images of succesful activations. Moreover, multimedia can be used to identify and share best practices.

Key Business Rules

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Related List Quick Links

Contacts

To efficiently manage account contacts and their interactions, ASPIRE allows you to maintain a comprehensive database. Each contact is associated with a specific account, facilitating seamless organization. This way, you can effortlessly capture and access essential contacts, while also keeping a record of their historical interactions.

Key Business Rules

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Key Facts

Account Details

Tasks

Tasks are a powerful feature designed to help you stay organized and on top of your to-do list. Whether it's following up with a potential lead, setting a reminder for an important meeting, or scheduling any other action item, Tasks enable you to track, manage, and prioritize your work.

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Navigation Bar

Salesforce Objects are fundamental building blocks which allow us to store data specific to the orginization. Here, you can find objects such as your Accounts, Calendar, Chatter, etc.

Any objects that you don't see in the navigation bar, can also be found by clicking More.

Search Bar

Using this will allow you to quickly search for an Account, Contact, TDLinx, or Address.

Details

Find key account details including the account TDLinx, sales sector, address, account owner and other pertinent information.

Distribution Survey

This is where you will track qualitative distribution including various ROS drivers such as fridge, special visability and back bar. Distribution surveys will allow you to capture placement type and view velocity against depletions data. The surveys for On-Trade vs. Off-Trade will differ. Check out the different survey types below.

Off-Trade

On-Trade

QlikQuantitative

QlikQuantitative will allow you to view key product performance and depletions numbers at your finger tips. You will need to initiate Qlik first by clicking on Access Qlik from the Home page.

Events

Plan your calendar with Events and make it your digital notebook. Efficiently log customer interactions against an account and plan your customer meetings with Meeting Notes. Additionally, analyse historical customer interactions to identify future opportunities and recieve useful reminders.

Distribution Survey

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Navigation Bar Customization

The navigation bar is highly customizable. Objects can be added, reordered and removed. If you do not see an object in the navigation bar, you can add it by by going to Add More Items --> All Items .

** Navigation bar customization can only be done on desktop

Activity

In the Activity section of an account, you can track upcoming and overdue events. This will allow you to see a full history of meetings within the account.

Chatter

Chatter is a collaboration tool that allows users to connect and engage with one another directly within Salesforce. Account Managers should use the Chatter feature when requesting an account be changed form non-surveyable to surveyable. All users may @ Chatter a local admin with any issues or questions they may have.

Navigation Bar Customization

The Salesforce navigation bar is highly customizable. Objects can be added, reordered or removed. Add More Items --> All --> Add Nav Item

Distribution Survey

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Activations

Here is where you will monitor the planning and execution of key activations in trade, as well as your performance against activation KPI's.

Distribution Survey

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Key Business Rules

• The account owner is responsible for completing the survey and updating it on a quarterly basis.
• Non-prestige accounts will not be surveyable in ASPIRE
• Distribution surveys must be up-to-date and accurate - report all WINS or LOSSES
• Even if the distribution hasn’t changed, users must hit Save to update the time stamp.

Multimedia

There are two places where you can upload multimedia (images) to ASPIRE. First, you can upload multimedia from the account page in order to track images which are general to the account. For example, a wine menu or photo of the back bar. The second place will be in Activiations, which we will review shortly. At the moment, only images can be uploaded, not videos.

Key Business Rules

• All in-person prinicpal interactions must be logged as Events in ASPIRE
• Principal ineractions include: on-site visit, activation visit, trade entertainment or Maison visit
• The subject field is mandatory
• Users must add meeting notes (recap) post meeting
• Users must add the contact with whom thet are meetings
• Client meetings via Zoom may also be captured
• Outlook may be used to plan a meeting, but all prinicapl interactions should be captured in ASPIRE and linked to an account

Segmentation

Find account segmentation information including the channel, subchannel, eBusiness %'s and account attributes.

Related List Quick Links

Related list quick links provide a convenient and efficient way to navigate and access essential information. Think of them as your digital notebook. They provide shortcuts to related records, such as contacts, activations, multimedia, and other key Salesforce records.

Key Business Rules

• To avoid duplicates, always search for a contact before created a new one
• Each account must have an up-to-date Primary Contact
• Each contact must have either a phone number or e-mail address
• Each contact must have a selected function
• A contact can be assigned to multiple accounts
• Each account must have an up-to-date distributer sales rep

Key Facts

In the Key Facts section of an account, you can find the last date that the distribution survey was completed under Last Survey, as well as how many products are being distributed and sold BTG. You can also refer to Key Facts to see the date of your Last On-Site Visit, as well as keep track of your outstanding cases under Last Case (New Local Admin Requests). We will learn about New Local Admin Request's in the Phase 2 Training Module.