Salesforce CRM is the world leader in database and contact management. It helps build rigor and organization in sales, marketing, operations, finance, and other divisions of a company. However, sometimes being the world leader correlates with complexity
Sometimes being the best in class can mean a lot of challenges for new or inexperienced users… And in this case, most of Salesforce’s users are sales professionals. In sales, time is money. If you can maximize your time navigating Salesforce, you’ll make more calls and draft more emails. An increase in attempts means an increase in connections, and an increase in connections means more meetings, and more meetings means more clients and DINERO!
If you’re new to using Salesforce or if you’re looking for easier ways to maximize your efforts, here are some helpful Salesforce tips and tricks.
1. Use Reports for Lead, Contact, and Account Views
Reports are an easy way to centralize all of your views in Salesforce. It also enables you to use all the data points in the Account, Contact and Lead objects as filters. We also encourage you to find the best naming conventions for your folders and views… notice how we have our folders named very specifically. Additionally, we recommend that you “pin” the views that you care about to the top of the report folders for easy navigation.
- Lead Reports – We highly recommend creating a generic view of all of your Leads with all of the data that you care to see in one view. From there, you’ll be able to add extra filters to specify each view and save them accordingly.
- Contact Reports – The same goes for Contact Reports. In Salesforce, Contacts are a different object then Leads, although they tend to be nearly identical in purpose. Salesforce views them differently, so we encourage you to build separate reports for Contacts.
- Account Reports – It’s great to be able to manage all of your Accounts easily. Whether it’s by lifecycle stage (Customer vs. Opportunity vs. Prospect) or size of the company, or anything that you care to view separately, Account Reports are perfect for pipeline management.
- Opportunity Reports – From our experience and research, Sales reps tend to have a difficult time in keeping a tight pipeline of Opportunities. With Reports, you’ll be able to break out the Opportunities by pipeline stage, forecastable amounts, and any other important KPI for your business. Reports tend to keep sales people more organized.
2. Create Reports for your metrics
Sales is a numbers game. It’s also a conversions game. Meaning, if you increase your activity (calls and emails) while maintaining your conversions (percentages of moving someone from one stage to another), then you’ll naturally close more deals. If you can improve BOTH activity and conversions, then you’re going to close even more deals! So, it’s important to understand how well you’re performing today, and then use that data to distinguish areas for improvement and optimization.
Here are a few metrics we’d encourage you to highlight, and then use the salesforce tips and tricks we mentioned in the reporting views to identify road bumps.
- Activity per Day, Week, and Month – it’s important to understand daily metrics, but as it’s also just important to measure monthly numbers as the law of large numbers tends to identify your “normal” conversion metrics.
- Connects per Day, Week, and Month
- Meetings booked per Day, Week, and Month
- Forecastable Opportunities created per Day, Week, and Month
- Closed Won Opportunities created per Day, Week, and Month
- Opportunities Won by Industry – This will help you identify your best customers, which industries close most easily, and which industries tend to be your highest paying customers.
3. Use Campaigns
Salesforce Campaigns are perfect for Lead and/or customer acquisition analytics. For example, if you go to a tradeshow or event as a sales person, you’re probably on the receiving end of a lot of business card hand-offs. Typically, you’d go back to your desk, email the people you met, and then never understand how successful the event was for you in terms of dollars. That’s why campaigns are great. If you “tag” each Lead you meet at the event, you can directly attribute back closed won opportunities back to a single handshake… pretty cool (and powerful).
So, you can use Campaigns for the following:
- Measuring the ROI of events
- Tracking where you met people
- Tracking conversions
- Tracking responses
- Opportunity Reporting
4. Add Chrome extensions for improving Salesforce efficiency
Salesforce’s user interface hasn’t changed much in terms of helping sales reps navigate easily and quickly. I can respect how difficult it is for Salesforce to make changes with 150,000+ customers. Our top Salesforce tips and tricks heavily rely on technology. We encourage sales reps to use tools that can improve their workflows and intelligence. For example, there are chrome extensions to help you quickly add a prospect from LinkedIn to Salesforce without toggling tabs and manually inputting their information… Booya!
Here are some of our favorites:
When working in Sales, any advantage you can get to maximize your time and productivity should be taken very seriously. If you spending time with the wrong prospects or unable to report on your successes/failures you can never improve your results. Additionally, if you’re leveraging an outdated “sales toolbelt” of technologies you’re also at a disadvantage. Hopefully, with these Salesforce tips and tricks you’ll be able to increase your productivity and results which hopefully leads you to a more successful career.