Sales Operations

In most companies, people build or sell products. Sales Operations doesn’t fit in one of these categories. It’s rather an interdisciplinary role that supports the sales department. Simply put, they boost sales efficiency with tools and help management taking data-driven strategic decisions.

How SaaS companies can forecast ACV instead of TCV in Salesforce

If you’re familiar with Salesforce, you know that customizing it to fit your SaaS company metrics can be challenging. For 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 within…

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One query to convert them all

One query to convert them all 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 adoption.…

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Organize your Trailhead Superbadges with GitHub and Salesforce DX

Organize your Trailhead Superbadges with GitHub and Salesforce DX   Trailhead Superbadges are great to apply what you’ve learned in real business cases. However, there is no easy way to retake these Superbadges for now. If you wanted to, you would have to create a new Trailhead account and complete all Superbadges pre-requisites… which is…

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Design sales territories with Territory Management 2.0.

Design sales territories with 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 works…

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Sales process best practices

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

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

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++

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 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

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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