A growing business has outgrown spreadsheets, shared inboxes and manual sales reporting. Disconnected customer data and inconsistent processes are limiting its ability to scale.
The transformation: Move to Salesforce, redesign the lead-to-sale journey and automate key handovers, creating one shared view of the sales pipeline.
Your role
Business Analyst
Bridge the sales and technology teams. Map the current process, shape the future way of working and define Salesforce requirements. Support data migration, user acceptance testing and adoption of the new process.
Mentor guidance
Discovery to deployment
Salesforce + Trailhead
STAGE 01 / 06
Business discovery
Understand how the sales team works today and where leads get lost.
Your part
Identify stakeholders and map the current lead process.
Stage outcome
Stakeholders, current-process gaps and the transformation scope documented.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Stakeholder Analysis
Influence and interest shape the engagement approach.
Manage closelyKeep satisfiedKeep informedMonitorInfluenceInterestSales DirectorSales OperationsSales RepsCRM Support
Higher influence ↑Higher interest →
Keep satisfied
No stakeholder currently
Manage closely
Sales DirectorSales Operations
Monitor
CRM Support
Keep informed
Sales Reps
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
AS-IS Lead Process
Manual hand-offs, a decision point and the missing-information loop.
ProspectEnquiry received
Sales operationsReview shared inbox
Sales operationsContact details complete?
Sales operationsRequest missing detailsAwait the prospect's reply
Sales operationsUpdate lead spreadsheet
Sales operationsEmail lead to sales rep
Sales representativeContact prospect
Sales representativeFollow-up recorded
Enquiry received to Review shared inbox.
Review shared inbox to Contact details complete?.
Contact details complete? (Yes) to Update lead spreadsheet.
Contact details complete? (No) to Request missing details.
Request missing details (Reply) to Review shared inbox.
Update lead spreadsheet to Email lead to sales rep.
Email lead to sales rep to Contact prospect.
Contact prospect to Follow-up recorded.
FindingNo shared qualification rule
Sample work, not a completed client project. Build your own with mentor feedback.
Discovery · 1 of 6
STAGE 02 / 06
Requirements definition
Turn the discovery findings into needs that the team can agree and prioritise.
Your part
Write requirements and user stories with clear acceptance criteria.
Stage outcome
Prioritised requirements and acceptance criteria agreed for the Salesforce solution.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Requirements Catalogue
Prioritised needs stay clear and traceable.
Requirements Catalogue using fictional sample project data
ID
Requirement
Priority
Status
REQ-01
Capture lead source
Must
Agreed
REQ-04
Apply qualification criteria
Must
Agreed
REQ-08
Report conversion by source
Should
Review
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Jira-style User Story
A business need expressed with testable acceptance criteria.
StoryCRM-014
As a sales representative, I want each new lead assigned an agreed status so I know the next action to take.
Acceptance criteria
A status is required before save
Only agreed status values are available
Status changes retain an audit trail
Sample work, not a completed client project. Build your own with mentor feedback.
Requirements · 2 of 6
STAGE 03 / 06
Solution design
Check that the proposed Salesforce design supports the business requirements.
Your part
Map key information and trace requirements to design decisions.
Stage outcome
Source data mapped and requirements linked to solution design decisions.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Data Mapping
Business meaning and validation rules remain explicit.
Data Mapping using fictional sample project data
Source
Salesforce target
Business rule
Lead source
Lead.Source
Approved value list
Company
Lead.Company
Required for business leads
Owner
Lead.Owner
Assigned by territory
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Requirement-to-Design Traceability
The BA validates design coverage without configuring Salesforce.
Requirement-to-Design Traceability using fictional sample project data
Requirement
Design decision
Coverage
REQ-01
Controlled source field
Covered
REQ-04
Qualification path
Covered
REQ-08
Conversion report
Review
Sample work, not a completed client project. Build your own with mentor feedback.
Design · 3 of 6
STAGE 04 / 06
Build support
Resolve business questions as the delivery team builds the solution.
Your part
Clarify rules, review acceptance criteria and record decisions.
Stage outcome
Business-rule queries resolved and build decisions recorded for testing.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Build Clarification
The BA keeps implementation aligned with the agreed business need.
StoryCRM-014
Confirm how the agreed lead status rules should behave during implementation.
Acceptance criteria
Clarify permitted status transitions
Review the implementation against acceptance criteria
Record agreed changes for testing
Sample work, not a completed client project. Build your own with mentor feedback.
Build · 4 of 6
STAGE 05 / 06
User acceptance testing
Validate the solution against the needs of the people who will use it.
Your part
Prepare user acceptance tests and record defects.
Stage outcome
Acceptance-test results and defects documented to support the release decision.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
UAT Scenario Table
Business outcomes are tested against expected behaviour.
UAT Scenario Table using fictional sample project data
ID
UAT scenario
Expected outcome
Status
UAT-03
Qualify a complete lead
Opportunity option available
Pass
UAT-06
Save without status
Validation message shown
Pass
UAT-09
View source report
Totals match records
Retest
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Defect Log
Issues are recorded with business impact and ownership.
Defect Log using fictional sample project data
ID
Issue
Severity
Status
DEF-07
Converted total excludes web leads
High
In fix
DEF-11
Status label differs from agreed wording
Low
Open
Sample work, not a completed client project. Build your own with mentor feedback.
Test · 5 of 6
STAGE 06 / 06
Deployment & handover
Help the business prepare for launch and check the change after deployment.
Your part
Review readiness, confirm support owners and monitor key outcomes.
Stage outcome
Go-live readiness reviewed, support ownership confirmed and post-launch checks recorded.
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Go-Live Readiness Checklist
Business, people and process readiness are considered together.
Priority UAT scenarios signed offReady
Sales guidance sharedReady
Support owner confirmedReady
Conversion report validationFinal check
ANDERSEED / SALESFORCE CRMILLUSTRATIVE SAMPLE
Post-Deployment Checks
The BA confirms that the change works as intended.
Post-Deployment Checks using fictional sample project data
Post-deployment check
Owner
Status
New leads enter the agreed flow
Sales Ops
Confirmed
Qualification rules behave as agreed
BA
Confirmed
Conversion report totals reconcile
Reporting
Monitor
Sample work, not a completed client project. Build your own with mentor feedback.
Deploy · 6 of 6
Apply the approach in a new context.
Coming soon
Workday HCM Transformation
Coming soon
D365 ERP Transformation
Build experience you can explain.
Practical work, mentor feedback and evidence for your interviews.
