ESC STEEL PHILIPPINES SALESFORCE

INTEGRATION REQUIREMENTS (REV 1)

 SALES TEAM & SALESFORCE ACCOUNTS TO BE SETUP – ESC STEEL PHILIPPINES

ME: FULL ACCESS TO ALL SALES STAFF

John Luis Yeates
President
SALESFORCE OWNER/MASTER ADMIN

“VISMIN” TEAM “LUZON” TEAM

RAFFY CAN ACCESS Raffy Manalansan
Business Dev. & Sales Manager
Jhot Beloncio
Senior Sales Manager
JHOT CAN ACCESS CARLOS
NINO, JERRY’S LEADS AND JEN’S LEADS

Nino Dano John Carlos Critica

Technical Sales Engineer Sales Engineer
ACCESS TO OWN (CDO)

DASHBOARD
Jerry Marte
Civil Design & Technical
Jen Ambros
Sales & Marketing Coordinator
ASSIGNED SALESFORCE
Sales Engineer

ADMIN FOR WHOLE

COMPANY
Goals of Salesforce

• Easier Transparency on sales rep activity and progress – especially with my remote sales team in Cebu
and Cagayan de Oro (Vismin Team)
• Enable the sales team to be more disciplined in recording and also flag to me and them if they are not
doing a good job
• Metrics on Individual and Team performance in terms of sales, sales funnel progression
• Reminders and Tasks for Projects – followup, send quotation (can take up to 1 week to prepare
quotation), meeting targets
• Email marketing distribution list
• Ability to see key projects with high lead strength and probability so we can focus on them
• Maintain some sort of secrecy of leads/accounts/projects between sales people (in case any are
compromised/helping competitors etc)
OPPORTUNITY INFO

Stakeholders – contact Consultant

Procurement
Project Engineer
Owner
Site Engineer

Applicable Products • Steel Sheet Piles – Type 2

(tickbox – can be more • Steel Sheet Piles – All others
than one) • Steel Pipe Piles
• Combi Wall
• PVC Sheet Piles
• Tie Rods
• Cathodic Protection
• Rubber Dock Fenders – Cone & Cell
• Rubber Dock Fenders – All others
• Mooring Bollards
• Steel Structures – Bridge Girders
• Steel Structures – Pre-engineered Buildings
• Steel Structures – Misc
• Steel Sections – Angle, Beam, etc

Team Luzon Team

Vismin Team
Assigned to John, Jhot, Carlos, Jen, Raffy, Jerry, Nino (all have individual accounts)
Lead from Call (Manila), Call (Cebu), Facebook, Linkedin, Philconstruct, Expo, Previous Contact, Email, Philgeps Leads,
Referral
ACCOUNT INFO

Basic Info • Company Name

• Address (note 1 company might have multiple addresses, please address how to overcome this)

Types of Projects (tick • Private Ports

box, multiple selections • Government Ports
possible) • Bridges
• Vertical Projects
• Flood Control
• Hydro/Powerplant
• Warehouses
• Shipping
PCAB License AAA, AA, A, B, C, D, N/A
Type of Account • Agent
• Consultant
• Owner
• Main Contractor
• Sub Contractor
CONTACT INFO

• All standard info – company, name, email, phone, area etc

• Maybe include their facebook account (as Filipinos tend to use facebook more than linkedin even for
professional communication)
• How contact was found
• Contact Strength (1-5 stars)
Types of interactions to • Call
be logged • Email
• Meeting (ESC office)
• Meeting (Client office)
• Site Visit
Types of external info • Quotations by ESC – separate area
to be uploaded • Project Specifications & Info – Client inputs
Reminders Follow-up with client
Follow-up project status update
Send Quotation Reminder (if quotation not uploaded yet)
How to close off project • Closed Deal
opportunity (one • ESC Lost, Contractor Won
selection only) • Contractor Lost
• Not quoted
• Unknown Result
Project Type (only one Port New Construction, Port Rehabilitation, Road, Flood Control & Slope Protection, Bridge Construction, Bridge
allowed) Widening/Rehabilitation, Rail, Airport, Warehouse, Underground
Project Status (only one • Feasibility Study
allowed) • To be bid out
• Bidding Closed
• Contractor Awarded (formal)
• Contractor Awarded (informal)
• Project Ongoing
• Project on hold
• Project Cancelled
• Project Finished
• Unknown
OPPORTUNITY INFO

Info to be input • Project Number (PHMN20-XXX, PHCB20-XXX)

• Project Overall Budget (in Philippine Pesos) – for info only
• Approximate total scope of work for ESC value – note that we might quote several scopes of work for one
contractor for one project – doesn’t need to be so exact – this is what is used to denominate the lead
value for the sales funnel
Lead Strength 1-5 star selection (must select)
SALES FUNNEL

Lead (0%) LEAD

Inquiry – not awarded to contractor

(0.5%) OPPORTUNITY

Inquiry – awarded to
contractor (2.5%)

Initial Negotiation
(20%)

Final
Cl
Negotiation
os
(60%)
ed
D
ea
l
(1
00
%)
WHAT HAPPENS AFTER PROJECT IS CLOSED DEAL

• Project coordination is taken place externally on Smartsheet

PROJECT OWNERS

Salesforce

OWNER LEVEL Philippine Port

Authority (PPA) –
Philippines Port
Authority (PPA) –
Project Management
Philippine Fisheries
Development ICTSI
San Miguel
Corporation
Department of Public
Works & Highways
Local Government
Units (LGU)
Private Ports
Department of
Transportation (DOTR)
Department of
Transportation (DOTR) Metro Pacific Tollways
Central Office Authority (PFDA) (DPWH) - Ports – Rail, Road & Air
Office

PROJECT LEVEL Project 1 Project 2

CONTRACTORS IN Contractor 1 Contractor 2 Contractor 3

PROJECT LEVEL (may have Quotation 1

competing contractor for

same scope, or some are Quotation 2

subcontractors of main
contractors)
REPORTS

Salesperson Activity • Number of leads updated

Reports (daily) • Number of new leads added
• New Accounts Added
• New Projects Added
• May be increased as project goes along
Salesperson Activity • Sales Funnel update
Reports (weekly) • New business
• Initial, Final Negotiation Projects Update
• Closed Projects Update
• Lost projects update
Salesperson Activity • Team Sales
Reports (monthly) • Individual closed deals of each sales rep
• Sales by Product Type
• Win/Loss Rate of team
Projects Overall report • High Lead Strength (4-5*) Projects Status update
(weekly)
DATA MIGRATION

Contacts that are verified to

be input, other contacts
which we do not have a
good contact detail will not
Contractor be added yet
masterlist

Will be added to leads list

Leads
Lead conversion to
Opportunity will occur when
client requests a quotation.
Project number also
Project allocated at this point.
Status

Project Management will be

done outside of Salesforce,
once deal is closed project
coordination will remain in
Smartsheet