From Call Tracking to Sales Success: a guide for sales managers Today, sales managers have access to more data than ever. Salesforce login times, calls, meetings, new contacts, new opportunities, Sales managers can monitor anything they need. Sales operations create new processes and make sure that data is reportable. The more information they create, the…
Simplifying Salesforce Profile Maintenance: Strategies for Streamlined User Permissions Salesforce profiles define how users access objects and data, and what they can do within the application. In this post, I’ll share the best practices regarding profiles administration. Reduce the number of profiles as much as possible I believe that one of the main reasons why…
Achieving High Salesforce User Adoption: Best Practices for Revenues Operations Salesforce user adoption is one of the significant challenges Sales Operations faces every day. New business processes don’t worth a penny if users don’t adopt them. Change management is the hardest thing to get right. In this post, I share a few tips to increase…
Designing Effective Business Processes: Creating Synergy between Sales Representatives and Managers If that situation seems familiar to you, then you should review the processes you have designed. On the one hand, sales representatives do not want to fill in information about leads, calls, meetings, quotes, and opportunities in the system. They want to sell. On…
Mastering Sales Pipeline and Forecasting: Key Strategies The sales pipeline is the total amount of open opportunities. It is useful for day-to-day operations, territory management, forecasting, etc. Forecasting is especially crucial as it shows you master your business. Startups investors and big companies top sales leaders will expect high forecast accuracy. If you get it…
Demystifying Salesforce Reports: Helping Users Find the Right Data Most users shouldn’t create reports Salesforce users struggle to get the Salesforce reports they want if you don’t help them. Most of the time, they don’t even know what they’re looking for. They understand why they need some data, have a rough idea of what they…
Proactive Sales Management: Addressing Sandbagging in Sales Teams Have you ever bet a small amount at Poker even though you knew you had the best hand, just to keep other players in the game? That’s sandbagging. In the business world, sandbagging means hiding opportunities. This behavior appears at all levels. In this post, I’ll share a…
Key Metrics for Tracking Outbound SDR Performance and ROI An outbound SDR (Sales Development Representatives) team generates meetings for account executives. Unlike inbound SDRs, they don’t process marketing leads or inbound calls. They don’t carry any quota, but their compensation plan usually takes into account the number of scheduled meetings and generated revenue. In this…
Streamlining Sales Activities: Simplifying Definitions and Automating Processes Sales Operations design sales processes so the top management can have visibility on sales activities. Defining calls, meetings, sales qualified leads, etc. in the system is the key. When each individual has its definitions of sales activities, it’s impossible to report on it. Let’s take the example…
Mastering Salesforce Data Relationships: Using Schema Builder for Effective Reporting Sales Operations needs to understand the company data model before being able to create basic reports and dashboards. When you install Salesforce, there are few standard objects like account, contacts, and opportunities. As the company grows, you’ll need to create dozens of custom objects, and…