Salesforce Hacks that will make you a Pro

Salesforce Hacks

Salesforce Hacks that will make you a Pro

Salesforce Hacks

Leaving the theatrics of the title aside, you must be reading this article to enhance the experience that Salesforce has to offer. Yes, at times Salesforce can be a bit cumbersome. Here are a few hacks that will help you become a Salesforce guru.

3 Salesforce Hacks For More Informed Sales Execution

Salesforce Hack #1: More Than Just Lost Reasons – Record Lost Stages

Every time a sales rep fails to close on a lead, it is important to understand the exact reason why lead dropped. However, it also crucial to identify at what stage was it lost. Let’s say you notice that many customers are dropping because ‘prices are too high’ as per Salesforce data. You need to better the negotiating skills of your sales teams.  But what if the opportunities weren’t lost in the negotiation stage, but in the discovery stage instead? Negotiation training throughout the day will not help you overcome the issue if the problem lies with the discovery stage, right?

Executing in Salesforce:

Use a workflow rule to auto-populate a ‘lost stage’ field with the opportunity’s current stage when the op is set to ‘Closed Lost’. If you’re not already recording “Lost Reason”, include a pick list that makes it easy for reps to document why the deal was lost, and a freeform field that allows them to provide more color or context. Use validation rules to make sure those fields are not left blank.

Salesforce Hack #2: Automatically Time-Stamping “Lost Date”

Imagine this: You’ve got an opportunity with a close date of July 21, 2018. But when February 20, 2018, rolls around, that deal blows up and you lose the opportunity. So, naturally, you set the stage to “Closed Lost.” The issue? When you do that, the close date likely still reads: (Late date 1)July 21, 2018. Now, it’s April 2018 and you want to run a report that shows all of the lost deals from the previous year. Because the deal you marked “Closed Lost” on February 20 still shows a close date of July 21, 2018, that lost opportunity won’t show up in your report and it won’t be accurate.

Executing in Salesforce:

Make use of workflow rules. Set a workflow rule that automatically changes the close date of deals marked “Closed Lost” to the date the deal was actually lost. Albeit a simple trick, it makes reporting won and lost deals much more accurate and insightful.

Salesforce Hack #3: Customizing Competitor Analysis

The inbuilt competitor feature in Salesforce is bland and static. Even though you can connect competitors to specific opportunities, you generally lack the ability to add more dynamic attributes or fields around competitive relationships, strategies, or tactics.

Executing in Salesforce:

Create a custom competitor object. By taking all of your competitors and creating an account record for each of them in Salesforce, you can create a lookup that lets reps acquire an exhaustive history of a specific competitor’s involvement in an individual deal. For instance, which competitors were active in a particular deal? Which competitive strategies were used against you at a particular stage? Which tactics were particularly effective against an individual competitor at a specific stage of a won deal?

This simple trick will provide your teams with critical insight into competitive behavior, and collaborate to identify the strategies or tactics that have worked against competitors in the past. Moreover, you can also use Salesforce Chatter on these accounts to boost collaboration.

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