by Adam Blitzer
Ask any rep what their favourite part of the day is and chances are that their answers won’t involve the words “logging” or “data.” Ask managers what they really want from their sales teams and I bet you that they’ll ask for more visibility into what their reps are doing, and for their reps to spend more time talking to customers and building relationships. As for sales operators, they would probably prefer answering business questions which don’t involve four systems, two excel sheets, and a pivot table.
These traditional systems don’t set sales teams up for success today or in the future. In fact, having all of these disparate systems causes sales reps to spend 25% of their time logging data instead of doing what really matters — building relationships and selling. This is why we’re introducing a supercharged Sales Cloud Einstein — which brings together Sales Cloud Einstein, Salesforce Inbox, and Sales Analytics — to deliver more predictions, insights, and productivity gains than ever before. It brings the power of artificial intelligence into every step of the sales process.
So how does it all work? Great question. Let’s break it down.
AI with Sales Cloud Einstein
AI is continuing to take centre stage, revolutionising the way we work. With Einstein, AI prioritises focus on the most critical areas to help every sales rep increase their productivity and win rates. Features like Einstein Lead Scoring can turn mountains of data into critical signals that have the power of identifying leads that are most likely to convert. Einstein Opportunity Scoring can identify a poorly-performing opportunity proactively so a sales rep can keep it on track — before it falls off. Einstein Opportunity Insights give reps the ability to address at-risk deals and learn best practices from the most successful ones. And when reps are armed with the right insights about their accounts’ businesses, conversations become more efficient and effective, therefore enabling reps to sell more.
Productivity with Salesforce Inbox
Did you know that on average, sales reps spend 64% of their time on non-selling tasks like data entry? With Salesforce Inbox, reps can maximise the time they spend selling by taking advantage of automated data capture — all of those emails are logged to the right records automatically. With built-in email productivity, reps can eliminate the hassle of scheduling meetings. Plus, they can see their top email priorities on their phones and gain visibility into opportunities, leads, accounts, and contacts.
Reports and Dashboards with Sales Analytics
Instead of exporting, collating, aligning and analysing, sales teams can just click in to built-in analytics, with ready-made dashboards that make it easy to understand and explore white space and team performance. Reps can uncover pipeline trends and take action immediately. Sales leaders can understand how the team is functioning across regions and products and identify top sellers as well as those that may need more coaching. Plus, it’s easy to analyse deals from lead to close with over 40 out-of-the-box KPIs.
By combining all three products, we’re able to create a Sales Cloud Einstein that is a predictive data scientist for every sales team. A constant companion that drives productivity through efficiency and insights. No more point systems, multiple contracts, copy-and-paste, nor switching. What you have instead is a clean, easy, and modern solution to make every company a smarter, more efficient, more productive, and customer-focused company.
Lava is an authorised Salesforce Partner in Malaysia and has more than a decade of experience in cloud solutions which includes marketing automation, CRM implementation, change management, and consultation. We pride ourselves in not just being a CRM partner but in also understanding the needs of our customers and taking their business to the next level.