What I Learned Taking a Basic Salesforce Training Course…

Written by Brittany Liu, Marketing Consultant at Heinz Marketing

Whether you’re running a small business, a Fortune 500 company, or anything in between, odds are that your organization relies on Salesforce as its primary tool. As a constituent part of 150,000 companies globally, this CRM solution aims not only to increase revenue generation but also to create measurable marketing results and enhance alignment and productivity among sales and marketing teams.

This will probably not be news to you at all, but as a budding marketer, I’ve found it important to start with the basics – Salesforce Basics Training. Hoping to better understand the platform that many sales and marketing teams use every day, I embarked on a short journey to learn the simple ins and outs of the platform.

To my surprise, I collected more than I expected. In addition to a better understanding of how to navigate the platform and how to organize customer data, I also picked up some important tips that your sales team may find valuable.

My five main takeaways:

1. Understand the potential customer in Salesforce

How do you define a “potential customer”? How companies categorize their ‘leads’ may vary depending on a few factors including their industry, and how they set their customer buying cycle and offerings. So for Salesforce users, how is a lead determined?

Potential customers represent the beginning of the next customer journey. Potential customers are the names of contacts who indicated an early interest in what your company has to offer. In other words, they are very early potential customers who have the potential to qualify or convert them into a contact.

Where do the threads come from? Leads can be entered into your CRM in many different ways, whether it’s through an automatically generated marketing database or loaded from a purchased list.

Why are threads important? Without leadership your marketing team will be left in the dark. Marketing often relies on leads to evaluate and gain insights into the effectiveness of their various campaigns. By tracking and reporting the quality of the names entering your sales system, marketing gets better insight into your lead generation efforts.

2. Global Quick Actions

Global Quick Actions, among other features on the Salesforce interface, is designed to make the lives of your sales and marketing teams much easier. The “+” icon is located at the top right of the view, also known as the Global Quick Actions button. Clicking on it will reveal a drop-down list of quick actions including adding a new event, task, contact, or recording a new call or opportunity. Global Quick Actions are especially useful when your salesperson wants to document something quickly without disrupting their current task at hand.

3. Kanban Show

If your sales team is struggling to stay on top of the growing list of opportunities, this next tip may come in handy.

Have you heard of the Kanban board? The project management tool, which is used to visualize the workflow, is used to help users maximize efficiency. In Salesforce, you can choose to switch your list of opportunities to a variety of views including the Kanban view. In this view, you can see which stage of the sales process each of your open opportunities are in one pane. This makes it easy to make quick updates to every opportunity with a click or swipe.

Steps to apply Kanban view:

  1. Open your Opportunities tab
  2. Choose a view that shows your open opportunities
  3. Switch View As to Kanban View from the dropdown menu

4. Sales stages path

Include sales enablers in your sales stages funnel to boost your reps’ success rate.

For each open opportunity, you’ll see a track that tracks its progress against the sales stages from qualification to closing. What you probably missed is that if you click on each stage of sales, it will reveal a list of the main fields where you will see the account name, amount, description and closing date. Sales leadership can also take advantage of this space to include guidance in the form of advice, conversational paths, or training videos in the same view. Without having to go out of the current window, this will help your team to easily access and maximize the sales resources created for them.

5. Dashboards

The dashboards are also a game-changer in efficiency. If you find yourself accessing the same series of reports regularly, consider merging them into one dashboard. This will allow you to see all your reports at a glance and click on each report for a deeper analysis.

Steps to add a report to the dashboard:

  1. From the Reports tab, click the down arrow to reveal a drop-down list
  2. Select “Add to Control Panel”
  3. Choose whether you want to add the report to an existing dashboard or a new one
  4. Customize the dashboard component
  5. Click Save

Whether you’re in sales, marketing, or simply interested in learning more about one of the world’s largest CRM software, I hope you’ll be able to benefit from some fresh ideas. To continue learning check out the related articles below!

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