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Sales Programs and Partner Tracks with Enablement
Prerequisites for Enablement Program Templates

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Prerequisites for Enablement Program Templates

Program templates have items that are ready to use and placeholders that require you to complete some extra setup or add some details. To customize template-based programs for your users, review the prerequisites or additional details for the placeholder items.

Required Editions

Available in: Lightning Experience
Enablement is available in Developer Edition with a limited number of add-ons. It is also available with Sales, Service, or the Salesforce Platform in: Enterprise, Performance, Unlimited, and Einstein 1 Sales Edition Editions for an additional cost
Enablement Lite is available with Sales in: Enterprise, Performance, and Unlimited Editions

For exercise placeholders, add supported content for different exercise types. See Exercise Types in Enablement Programs

For outcomes and measures, select an appropriate prebuilt measure, or create a custom measure. For some custom measures, ask your Salesforce admin for help with custom fields or Einstein Conversation Insights (ECI) configurations.

  • Ask your Salesforce admin to identify any custom fields used to track the user behavior or goals in your program. If your company hasn’t introduced any custom fields, work with your Salesforce admin to create a field that tracks the details you want to follow in your program.
  • To add measures based on ECI voice and video call objects to your programs, your Salesforce admin must set up ECI for Enablement. If you plan to set Enablement program goals that encourage users to mention key phrases during their customer calls, your Salesforce admin must set up ECI Call Insights. For some measures, you must create custom call insights to indicate the phrases that are most important for your company.
Important
Important ECI isn’t supported in Developer Edition, isn’t supported in Partner Enablement programs in Experience Cloud sites, and isn’t included with Enablement Lite. However, if you’re trying Enablement Lite and your company already uses ECI, you can still use ECI measures with Enablement Lite programs.
Template Outcome or Milestone Measure Details
Get Started as an AE Milestone: Log a Call or Email by Day 11 Includes a prebuilt measure: Number of logged calls and emails.
Milestone: Book a Discovery Call by Day 15 Requires a custom measure with a custom field or picklist. See Number of booked discovery calls.
Milestone: Qualify an Opportunity by Day 30 Requires a custom measure that follows your standard process for qualifying an opportunity.
Milestone: Conduct a Product Demo by Day 40 Requires a custom measure with a custom field or picklist. See Number of completed demos.
Milestone: Close a Deal by Day 90 Includes a prebuilt measure: Number of deals won.
Get Started as a BDR Milestone: Book a Discovery Call Requires a custom measure with a custom field or picklist. See Number of booked discovery calls.
Milestone: Log 20 Calls by Day 15 Includes a prebuilt measure: Number of logged calls.
Milestone: Log 50 Calls by Day 20 Includes a prebuilt measure: Number of logged calls.
Milestone: Qualify an Opportunity by Day 20 Requires a custom measure that follows your standard process for qualifying an opportunity.
Milestone: Log 200 Activities by Day 23 Includes a prebuilt measure: Number of logged calls.
Milestone: Log 100 Calls by Day 25 Includes a prebuilt measure: Number of logged calls.
Milestone: Qualify 5 Opportunities by Day 40 Requires a custom measure that follows your standard process for qualifying an opportunity.
Milestone: Qualify 10 Opportunities by Day 60 Requires a custom measure that follows your standard process for qualifying an opportunity.
Get Started as a CSM Milestone: Close a Case by Day 30 Includes a prebuilt measure: Number of closed cases.
Milestone: Run a QBR Meeting Requires a custom measure that follows your standard process for tracking completed QBR meetings.
Milestone: Complete an Implementation by Day 120 Requires a custom measure that follows your standard process for tracking completed implementations.
Get Started as an SE Milestone: Track Your Work on an Opportunity Requires a custom measure that follows your standard process for assigning opportunities to SEs.
Milestone: Conduct a Product Demo by Day 40 Requires a custom measure with a custom field or picklist. See Number of completed demos.
Milestone: Close Your First Deal with an AE Requires a custom measure that follows your standard process for tracking closed opportunities assigned to SEs.
Build a Strong Pipeline Milestone: Log 120 Activities by Day 15 Includes a prebuilt measure: Number of logged calls and emails.
Milestone: Book a Sales Meeting by Day 15 Requires a custom measure that follows your standard process for tracking completed sales meetings.
Milestone: Log 245 Activities by Day 20 Includes a prebuilt measure: Number of logged calls and emails.
Milestone: Book 4 Sales Meetings by Day 20 Requires a custom measure that follows your standard process for tracking scheduled sales meetings.
Milestone: Log 370 Activities by Day 30 Includes a prebuilt measure: Number of logged calls and emails.
Milestone: Build a $300,000 Pipeline by Day 30 Requires a custom measure that calculates pipeline value for a sales rep.
Win More Opportunities Outcome: Close 3 Deals Includes a prebuilt measure: Number of deals won.
Milestone: Book 10 Meetings with Your Target Personas Requires a custom measure with a custom field. See Number of meetings with a target customer persona.
Milestone: Conduct Customer Calls Using Our Demo Script Requires a custom measure on an ECI object. A custom ECI call insight is also required. See Number of customer calls with keywords mentioned.
Milestone: Conduct a Customer Call Using Our Value Proposition Requires a custom measure on an ECI object. A custom ECI call insight is also required. See Number of customer calls with keywords mentioned.
Milestone: Close Deals Worth $200,000 Requires a custom measure. See Number of deals that meet a minimum deal size.
Increase Deal Size Outcome: Close 2 deals worth $100,000 each Requires a custom measure. See Number of deals that meet a minimum deal size.
Milestone: Qualify an Opportunity with 2 or More Products Requires a custom measure that follows your standard process for qualifying an opportunity for the products you want to sell.
Milestone: Conduct Customer Calls to Discuss Products Requires a custom measure on an ECI object. A custom ECI call insight is also required. See Number of customer calls with keywords mentioned.
Milestone: Conduct a Customer Call Using Our Value Proposition Requires a custom measure on an ECI object. A custom ECI call insight is also required. See Number of customer calls with keywords mentioned.
Milestone: Close a Deal with a Specific Product Requires a custom measure. See Number of deals won for a specific product.
Milestone: Close 2 Deals with 2 or More Products Requires a custom measure that follows your standard process for closing an opportunity for the products you want to sell.
Sell a New Product Outcome: Close a Deal Requires a custom measure. See Number of deals won for a specific product.
Milestone: Qualify 5 Opportunities with a Target Persona Requires a custom measure that follows your standard process for qualifying opportunities with key personas.

See Also

 
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