Salesforce Sales Cloud has the greatest customer base of any Sales CRM in the world. Salesforce has solidified CRM for high-performance sales companies by focusing on offering best-of-breed solutions to sales management and users.
However, Salesforce users may not be aware of all of the features available, which will ultimately depend on how the product is implemented. In this piece, I'll go over ten of the most important features that, when implemented well, can make a big impact on a Salesforce implementation consultant.
1. Slack Channel
Sales Cloud has a whole new range of choices for interacting with the popular messaging app. The ability to automatically generate a new Slack channel for a new agreement, sometimes known as a "Digital Deal Room," is a tool that many firms use. This allows all parties to communicate, share documents, and ask questions, resulting in a more streamlined transaction.
2. Forecasting in a Group
Forecasting is without a doubt one of the most useful tools available to a sales manager. Managers can use Salesforce's Collaboration Forecasting function to gain a view of how their entire team is doing over a set period of time. Managers can peek into the funnel of a specific team or user, as well as their closed-won chances. All of this can be compared against the salesperson's quota to determine their performance.
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3. Account Teams
Account Teams are a simple Salesforce tool that allows you to combine users who are working on the same account. If you use a private sharing model, you can give these team members access to accounts so they can view and change them.
This is useful for a sales manager since it gives them a fast overview of who is working on the client and what their function is. For example, you might have a BDR who has handed over the account to the account executive, as well as a solution engineer who is providing technical assistance for the account.
4. Duplicate Management
Duplicates may be a major headache for any company. Duplicates are unavoidable when data is input by sales and marketing activities, as well as lists acquired from events or other lead generation activities. Salesforce Duplicate Management is a suite of tools that warns users when a record they're creating or modifying is a duplicate. Users can then decide whether merging or removing a record is the best course of action.
5. The Sales Process
Sales Path is a useful tool that debuted with Salesforce Lightning a few years ago, and while you may recognize the screenshot below from your own org, it's possible you don't have it fully configured. Sales Path allows you to easily see where your Opportunity is in its life cycle. You may also alter the data that appears in the "Key Fields" and "Guidance for Success" sections separately. With Key Fields, you can highlight the areas that are most significant at a specific stage, ensuring that salespeople collect this data. Tips to assist marketing users at this level can be found under "Guidance for Success."
6 Making Use of Time Stamps
In Salesforce, "Time Stamping" is the method of recording a date/time when an action takes place. When the Opportunity advances from one stage to the next, it can be especially valuable for salespeople to date a field. This helps in tracking how long each stage takes to complete, as well as the performance of individual salespeople.
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7. Develop a Sales Culture
Processes, goals, and pipeline management are all beneficial and necessary, but cultures eat strategy for lunch. Great sales managers don't rely on arbitrary or theoretical programs to motivate their sales teams. Align and exploit the team's social network with corporate goals, setting goals that are feasible, comfortable, and intuitive for them as well as the team's cultural standards.
8. Participate in Sales Enablement
Sales teams require solutions to assist them in comprehending and tracking their progress. Great sales managers use CRM solutions like Salesforce and are routinely active in teaching reps to assure they are properly using the resources provided and have all of the support they require to succeed.
Salesforce, when utilized effectively, can help the managers gain a better understanding of overall sales and anticipate more precisely for the next quarter. It can help managers see and close gaps in their team's procedures in addition to giving them a clearer view of the data.