How to Use This Playbook

Use this playbook to learn how to enable the Guidance feature in Oracle Sales for Redwood, and how to create guidances. Guidances are workflows that guide salespeople through different sales situations for qualifying leads and closing deals with opportunities.

Important:

Before update 26B, the Guidance feature was called Sales Orchestration. Sales Orchestration was renamed Guidance in 26B to distinguish it from the new and completely different agentic Sales Orchestration feature.

The new Sales Orchestration feature is built on an AI agent foundation. None of the setups in this guide apply to Sales Orchestration.

Differences Between Guidance and Orchestration Features

Using Guidance, you manually create the best practice workflows salespeople should use in different sales situations. The workflows, called guidances, recommend steps for salespeople to follow in Guidance panels on the lead and opportunity overview pages.

The guidances you create can suggest and carry out different actions depending on the progress of the deal, but these actions must be specified in the workflow itself. For example, to automatically follow-up with contacts when they don't respond, you must enter the condition and follow-up action in the workflow.

Sales Orchestration, by contrast, puts AI agents first. AI agents create the best sales strategies to sell your products in different market segments from the information you provide. At runtime, salespeople focus on engaging with the customer. AI agents do the rest. AI agents monitor communications with customers and suggest actions salespeople should take to close the deal. AI agents draft emails and talking points, answer questions, provide collateral, and suggest opportunity updates.

Prerequisite Setup for Guidance

This playbook assumes that you've set up the main features of Oracle Sales for Redwood.

How the Guidance Playbook Is Organized

The playbook contains the following sections:

• Enable the Guidance Feature:

  This section explains how to: (1) enable the feature by setting a profile option; and (2) how to enable sales Activity configurations. The second step isn't required for customers that are new to Sales for Redwood.

• Email Templates:

  This section explains how to set up the email templates that salespeople can use to send outbound emails.

• How Guidance Works:

  This section gives you an overview of key concepts.

• Create Guidances:

  This section details how you create, test, activate, and manage guidances. The section also includes a step-by-step worked example of a guidance for qualifying leads that you can use as a starting point: Leads Guidance Example.

  For a summary and check list of the setup steps you follow to create guidances, see the topic: Overview of the Steps to Create Guidances.