The art of sales operations, business intelligence and any data related roles is to turn Data into Actionable Insights. I build business applications for software companies to help business leaders leveraging their data.
In this blog, you’ll find articles related to Sales Operations, Business Intelligence and Business System Architecture. I mainly worked with Salesforce, SQL Server and Power BI.
Sales process best practices 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 teams should understand what a…
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Data migration best practices Salesforce data migration projects can be a hassle if you don’t have any best practices to follow. I recently had to split an object into 2 objects as we were storing information of 2 separate “elements” into 1 object. This kind of architectural mistake causes many issues. Namely, fields are getting…
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When the Waterfall just doesn’t line up right Pipeline waterfall charts are great to analyze your pipeline. Recently, Salesforce launched Einstein Analytics, and it comes with these amazing charts. However, some Salesforce Orgs will face some “bugs” with these charts. Bars on these charts won’t even out, and the following equation can be false: Open…
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Better management of reports with Eclipse & Notepad++ Salesforce management of reports can be tedious. The main reason why is that you can’t update or create reports via the Data Loader. Thought the Salesforce UI, simple tasks such as moving 200 reports from one folder to another or modifying a filter to 200 reports can…
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Pipeline Management with Mario charts 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. Each sales rep…
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The benefits of designing Sales territories 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…
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Tell a story through your 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…
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Help sales managers analyze CRM data 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 more they’ll be able to…
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Don’t waste your time sending and formatting reports Sales Operations is in charge of reporting because they own data, automation, and processes. The whole company needs reporting. If you don’t automate reporting as soon as possible, you’ll be overwhelmed. In this post, I’ll share few tricks I’ve found down the road, so you don’t get…
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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 Salesforce profiles are neglected is because they are quite…
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