Setting Up the Trackable Referral Challenge with Salesforce
There are two styles of Trackable Referral challenge. This guide will walk you through the configuration for the Persistent Trackable referral, which is displayed to advocates through the Referral Tab.
However, you can also configure a Trackable Referral Challenge that will exist outside of the referral tab. Add the Trackable Referral Challenge to the Home Page or the challenges list by selecting the Trackable Referral Challenge from the Challenge Template Library. The steps for configuring the challenge are the same instructions found below under Challenge Configuration.
Accessing the Trackable Referral
Setting up the Persistent Trackable Referral challenge is very similar to how you would set up a regular challenge. You can access the Trackable Referrals from the challenge list by searching for Persistent Trackable Referral Challenge.
The Trackable Referral comes in an out-of-the-box workflow with deep Salesforce integration but an integration with Salesforce is not a requirement.
No Salesforce integration? No problem - this article is for you! Also see Trackable Referral Challenge: Manual Approvals.
Default copies of the stage description texts (visible to advocates) are also provided in the configuration for your convenience. You may choose to customize the text if you wish to.
Stage 0: General setup
The configuration here sets the stage for the referral challenge.
Providing information about who are the target leads you are looking for, what characteristics they may have e.g industry, size of company etc would be very helpful in giving advocates an idea of your target audience.
There are 2 attributes in this setup that are advocate-facing.
Advocate view (on the Referral Tab only: you can customize the image: Settings > Referrals > Visual Setup):
Stage 1: Refer A Prospect
This is the stage where your advocate can refer a contact to you based on your required fields (Name, Email, Company, etc).
Points are awarded to advocates once a name has been submitted as a prospect.
The configuration of this stage is very similar to your existing referral challenges but we have added a new input field Stage Description where you can provide some details to your advocates on what happens behind the scene at this stage. The key idea to put your advocates at ease in making referrals by giving them an overview of your company's sales process, allowing them to understand what the process would be like after they have passed a contact's information to you.
The Stage Description input box is available in every subsequent stages where you can break down the sales process into relevant steps.
To learn more about the Referral by Email aspect of the Refer A Prospect stage, please visit this link.
What the Advocate sees:
Stage 2: Lead Evaluation
Lead Evaluation is a new stage that we have added in the workflow. You can use this stage to manually indicate if the prospect that was referred has been accepted or rejected as a lead in your CRM.
By manually advancing an advocate through this stage, you can let them know their referral has been accepted as a lead, and that they may receive further points depending on how the lead continues to progress. Check out this article to learn more about Manual Approvals for the Trackable Referral Challenge.
The below image is what the stage setup looks like. The advocate is able to see the stage description text, so it's a good idea to let them know that they what they're waiting for and/or what will happen next.
Similar to Stage 1: Refer A Prospect, you can provide some details to your advocate on what is the next step after a prospect has been accepted as a lead.
Stage 3: Opportunity Evaluation
Opportunity Evaluation is another new stage we have added in this workflow. Similar to Stage 2: Lead Evaluation, it provides the ability for you to indicate when a lead has been turned into a Closed Won or Closed Lost opportunity.
The stage setup looks like this:
Currently the system considers a lead has converted into a customer when its corresponding Salesforce opportunity probability has been changed to 100%. On the other hand, if the Salesforce opportunity probability changes to 0%, the system would consider the lead to have been lost.
Again, you may customize the text in Stage Description to inform your advocate what happens after a lead has been accepted.
Stage 4: Targeting
Similar to all challenges, you have the option to target this challenge to specific advocates or groups of your choice.
Publish & Preview: Turning on the feature for Advocates
Once you are satisfied with your configuration, you can click Save and publish the challenge to your advocates.
By publishing the challenge, you would be turning on the new Referral tab on the advocate side and they can start making referrals through the new interface.
What the Advocate sees (only on the referral tab):