When used properly, SalesForce can be an integral function of any sales team’s strategy. Encourage your SalesForce users to utilize the following practices to ensure that the SalesForce platform is a constructive part of their daily routine.
1) Only Input Data that Matters
To avoid polluting the SalesForce database, set aside time every few months for your sales team to check the database for inaccuracies. If you see an incorrect entry or metric, ask the lead owner to correct their mistake. Other best practices include using SalesForce as the master database for weekly meetings and metric evaluation. Don’t rely on outside spreadsheets or notetaking – use SalesForce exclusively for tracking those items.
2) Ensure Cross-Department Communication
SalesForce can easily become a cross-department communications platform by using integrative features like Chatter. Chatter allows quick communication in an easy-to-organize venue that can eliminate the headache of sifting through emails for an important memo or conversation. End users should utilize functions like these to not only deliver messages from user to user, but to also catch up on ongoing developments within the organization and their larger business network.
Part of this role also involves reviewing dashboard reports to see how group and individual performances compare with intended sales goals. Nothing can put a fire under a user’s motivation like a visual representation of where they are and where they should be.
3) Provide Opportunities for User Feedback
Give users a sounding board for feedback regarding their SalesForce experience. By the same token, users should expect feedback and heed it diligently when a manager comes to them with a redirect such as “you’ve been inaccurately representing the stage your clients are at in the pipeline.”
4) Use Applications that Integrate with Salesforce
Utilize apps that allow SalesForce integration. HubSpot, an inbound marketing platform, can integrate with SalesForce to create a well-rounded, user-friendly experience that makes it easy to push marketing qualified leads over to the sales team. Quickbooks can similarly merge accounting functionality and data into the SalesForce CRM to create even more robust metrics.
What’s the bottom line?
If you’re worried that your team isn’t effectively utilizing the SalesForce database, set up a LearnCore course that will test their SalesForce expertise. Have the team respond to prompts regarding lead entry or ask them to record a 90 second clip expressing their feedback regarding the current SalesForce processes. There’s always room for improvement!