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…
How to improve Salesforce user adoption? 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 Salesforce user adoption. Reduce…
Are sales representatives following your processes? 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 the other hand, sales managers ask…
Visualize your data model with Schema Builder 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 the data model…
Analyze pipeline history to improve forecast accuracy Pipeline historical data can be hard to get. Salesforce reports mostly show real-time data. Unless you master Salesforce, you won’t be able to retrieve opportunities historical data. Having this data can be quite useful for forecasting, as there is a tight relationship between a consistent pipeline and projected…
Sales Operations is the Swiss army knife of Sales tools CRM, quoting, lead generation, social selling, email cadences… Sales Operations needs to master sales tools. As I write, the only CRM I’ve used is Salesforce.com, and I can tell it isn’t easy to learn. In this post, I’ll share few resources I’ve used to develop…