If you’re familiar with Salesforce, you know that customizing it to fit your SaaS company metrics can be challenging. For SaaS forecasting, the default field Salesforce utilizes is the Amount field on the Opportunity object. In this post, I’ll explain why you shouldn’t use the amount field for forecasting, and how you can forecast properly…
Leveraging Lightning Usage Metrics for Change Management Change management is one of the main key success factors in any Salesforce project. How do you track adoption? How do you ensure that Salesforce users follow your new process? In this blog post, I’ll show how to query the “LightningUsageByPageMetrics” object to get some insights about user…
Efficiently Designing Sales Territories with Salesforce Territory Management 2.0 Why designing sales territories? There are many ways to design sales territories within Salesforce. In small companies, sales representatives have a list of accounts they own, and own the opportunities related to these accounts. This list can be updated by the sales director each quarter. Ownership…
Optimizing Sales Processes: Best Practices for Data-Driven Decision Making Sales process is the cornerstone of any healthy pipeline. Everyone in your company should understand it, follow it, and use it to make data-driven decisions. In this post, I’ll share some best practices around sales processes. The importance of the sales process Your sales & marketing…
Mastering Pipeline Management: Key Metrics for Predictable Revenue Pipeline management is the key to generate predictable revenue. KPIs like win rate, pipeline coverage, and Mario charts can provide significant insights on pipeline management. Let’s say your 10 sales reps team has to close 10M€ per year. On average, they win 1 opportunity out of 4.…
Streamlining Sales Territory Management in Salesforce Territories benefits remain a bit gloomy for many people. In this post, I’ll explain why developing and maintaining sales territories in Salesforce is essential. Territory implementation means assigning one or many users for each account. Thus, having a table with “accounts” in column A and account owners in column…
Storytelling with Data: Creating Impactful Dashboards Analysts build so many reports and dashboards that it gradually becomes impossible for the management team to focus on the primary key performance indicators – or KPIs. Together, they should choose the KPIs that they want to track on a daily, weekly or monthly basis. Let’s say the business…
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…