New Hires: Post Onboarding Task Completion - IC Realtime Processes

Goal: To provide New Employees with the Necessary Knowledge, Skills, and Resources to Perform their Job Roles Effectively and Efficiently.

Training Topics

🔹 HubSpot Basics & Resources🔹

• ⭐ Ensure you have completed the Onboarding Tasks Assigned! - See Details
  
• ⭐ Resources
• ⭐ Video Review of Sales Tools/Views

🔹 Creating & Managing Deals🔹

• ⭐ Creating a Deal

🔹 Quote Management🔹

• ⭐ Quote to Order Checklist
• ⭐ Crafting Quotes
• ⭐ Revising Published Quotes
• ⭐ Submitting Quotes for Processing
  
• ⭐ Adding Payment Methods
  

🔹 System Design Processes🔹

• ⭐ New 3D System Design Process- Complexity-Based (Tiers 1 & 2)
• ⭐ Enterprise Design Requests - Manager Approval Required - Sales Rep & Ops Roles
• ⭐ System Design Process Checklist - Sales Reps
• ⭐ Uploading Files for System Design

🔹 Other Important Sales Processes🔹

• ⭐ Daily Call Views
• ⭐ How the Dealer Access to the Price Sheet Works
• ⭐ Requesting Price Sheet Access Additions or Removals
• ⭐ Contact No Longer Employed at Company
• ⭐ Updating & Creating Contacts in HubSpot
• ⭐ ICR University Dealer Access
• ⭐ Unique Dealer Application Links
• ⭐ Dealer Application Unique Tracking URLS [Sales]
• ⭐ Inactive Line Item Workflow
• ⭐ Disposition Deals that are Lost
• ⭐ Expiring Deal Process
• ⭐ Customized Sequence Process
• ⭐ Quote Follow Up Automated Process

🔹 Business Development Processes🔹

• ⭐ Wesco Sales Process
• ⭐ System Design Process for Distribution Clients [Wesco]
• ⭐ AiN & Wesco List Maintenance: Requesting Additions & Removals, Entered & Exited Dealers

🔹 Order Processing Pipeline Overview🔹

🔹 New Dealer & Onboarding Processes🔹

• ⭐ New Dealer Process
• ⭐ Approved Dealer Onboarding Process

🔹 Additional Resources🔹

🔹 HubSpot Basics & Resources🔹

Be Sure you Completed your HubSpot Tasks before diving into this article!

⭐ Use the Acme Testing Company account to safely explore and practice!
🔸 If testing quote creation, include “Test” in the Name for Clarity.

📌 Resources:

• Review Notification Settings
• IC Realtime Internal Process Knowledge Base (Bookmark this)
• HubSpot Help Center
• Sales Enablement Articles (Bookmark this)
• Property Documentation
  • A Property in HubSpot = a Field in NetSuite
  • The Tabs that reflect the NS <> HS Connected Properties are your "Truest" Data Points and are a good guide when it comes to filtering Views and Reports
  • You will also see the HubSpot created properties that are not connected to HubSpot on the other tabs

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🔹 Creating Deals🔹

⭐ Creating a Deal in HubSpot

🔹 Quote Management🔹

⭐ Quote to Order Checklist

⭐ Crafting Quotes in HubSpot

⭐ Revising Published Quotes in HubSpot

⭐ Submitting Quotes for Processing

• • A step by step of getting quotes to order processing, how to name a Final Quote and what snippets to use

⭐ Add a New Payment Method in HubSpot

• • Reviews the PayStand link that lives on the Quote for the customer to fill out, check it out to learn how it works
  • We do not take card numbers over the phone or email or chat
  • If the customer does not want to save the card or ACH please request operations to send a one time payment link to the desired email 

🔹 System Design Process Resources🔹

⭐ New 3D System Design Process- Complexity-Based (Tiers 1 & 2)

• Reviews the Paid 3D System Design Steps [Tiers 1 & 2]

⭐ Enterprise Design Requests - Manager Approval Required - Sales Rep & Ops Roles

• Reviews the Paid Enterprise Design Steps (Custom & More Complex)

⭐ System Design Process Checklist - Sales Reps

⭐ Uploading Files for System Design

• Steps to upload files for Designs and any other files when needed!

🔹 Other Important Sales Processes🔹

The Processes below are ones you will slowly start to need, a few that are listed below require no action items from you and are more so you can understand "How it Works" but things are automated or provided to you. All articles are linked to dive in further!

⭐ Daily Call Views

• This is intended to keep you organized, when you mark Daily Call Completed consistently when you call an account, you will be able to support your lists from oldest to newest, giving you a guide of who to reach out to if you're unsure what to do when you come in!

⭐ How the Dealer Access to the Price Sheet Works

⭐ Requesting Price Sheet Access Additions or Removals

⭐ Contact No Longer Employed at Company

⭐ Updating & Creating Contacts in HubSpot

• This is going to be the most commonly used resource by the Sales Team!

⭐ ICR University Dealer Access

⭐ Unique Dealer Application Links 

⭐ Dealer Application Unique Tracking URLS [Sales]

⭐ Inactive Line Item Workflow

⭐ Disposition Deals that are Lost

⭐ Expiring Deal Process

⭐ Customized Sequence Process

⭐ Quote Follow Up Automated Process

• When a Deal has been in Quote Provided Stage and hasn't moved forward to Process within 3 Days since Creation, the "Deal Owner" (Sales Rep) will receive a Task to Follow Up within the next 3 days
  • The Task due date can be pushed
    • If, for example, your customer asked for a follow up in a week 

🔹 New Dealer & Onboarding Processes🔹

⭐ New Dealer Process

• • The dealer process isn't something Sales Reps need to worry about, you will be notified if you have a New Dealer coming your way

⭐ Approved Dealer Onboarding Process

• • The Onboarding Process is automated and doesn't need anything from Sales Reps unless OB isn't scheduled after 2 attempts
    • Recommendation: Run through the article to understand the process as all dealers must have completed Onboarding to access the dealer portal and it's good to understand the process your customer goes through

🔹 Order Processing Pipeline Overview🔹

⭐ The Backend of Operations Workflows on the HubSpot side

• Goes over some of the Workflows in place to assist in Order Processing

🔹Business Development: Wesco Order Processing🔹

⭐ Wesco Sales Process

⭐ Business Development 3D System Design Process for Distribution Clients

⭐ AiN & Wesco List Maintenance: Requesting Additions, Removals, Entered & Exited Dealers

🔹 Additional ICR Resources🔹