Sales/ AE/ Business Development Workbook
Welcome to FP! This workbook is broken up into 2 parts. Part 1 will introduce you to the fundamentals you need to get started. Part 2 contains links to documents and videos that are more specific to your role for basic training.
If you don't find what you are looking for please visit the FP Library.
Part 1: Getting started
1.1 Accessing Function Point -Minimum Browser & System Requirements
In order for Function Point to run on your machine you will need to make sure you have the correct browser and application. Your fp. system is browser and operating system agnostic. However, we cannot support more than 2 versions back of any browser. Please keep your preferred browser up to date for the best user experience with the product.
1.2 Logging into Function Point for the first time
Once you have confirmed that you have the correct browser and system requirements you are now ready to log in. Here we have provided both a short video as well as a document that will give you a couple of pointers. Your company will also have a custom link that you will want to bookmark. Ask your FP Prime (those members of your team with access to the Admin area) for more details.
1.3 Your Dashboard (Home Screen)
After logging into FP you will be dropped into the dashboard view. Here are a handful of articles that will explain a bit more about your Dashboard, and steps on how you can customize it.
1.4 Submitting a Timesheet
One of the most important activities you will do in fp. on a daily basis is submitting your time-sheets. Here is a quick video on how you can quickly add time against jobs you are working on or tasks that have been assigned.
1.5 Navigation Basics
Once you feel confident adding time-sheets in fp, you are now ready to add, and search for information. In this quick video you will learn how easy it is to navigate through the system.
Part 2: Basic Training
Now that you have completed Part 1 of this workbook, you are now ready to learn more about using the tool. Please note that every agency is unique, so you may be required to do additional activities. If this is the case please check out our FP Library that houses documentation, videos, and best practices on all aspects of the system.
2.1 Managing the sales funnel
As an AE it is important that all of your prospects, clients, and vendors are entered into your system. To enter in companies and contacts please click on the document link below. The system also allows you to track where in the sales process you are with new leads and where they heard about your agency.
All of the drop down fields in fp are customizable so please review the Lead Management & CRM document to learn more about how the fields on the company and contact pages can best be used to manage your clients.
You will also want to make sure that all of the communication you have had with clients or prospects is recorded your system. In Function Point all communication gets recorded as a Note. Below you will find links to documents that review how to add notes, and connect emails to notes, in the system.
2.2 Jobs & Projects
Jobs can be created in fp. by either the creation of an estimate (and turning that into a job), or the creations of a schedule (and turning that into an estimate and job). An optional step is to add a Revenue schedule which is used for planning or forecasting. It can also be used to check the accuracy of your invoices.
Once you have an open job in your system, you are then ready to delegate work out to your team. In Function Point we refer to delegation of work as Tasks. You can either add tasks one by one, or use a schedule to assign multiple tasks in one screen view.
Briefs (or Requests) are a very versatile area of the system. They can be used to capture information about the scope of the job before you create the estimate, or perhaps you have an internal document that you use to fill in questions. You can add multiple briefs to a job, and the questions you ask are completely customizable.
2.4 Learning more
This chapter on being in a Sales/ AE/ New Biz Development type roles, has included a few more articles to help increase your know-how. And do let us know if you get stuck: firstname.lastname@example.org