How do you make sales easier in Salesforce Lightning?
The first thing most salespeople do is click on the Details tab. So, make it easier for them. Lightning Tip #1: Set the default tab on every page to Details. Now salespeople will first see the Details tab when they click on any record in Lightning. Make the order of tabs consistent across all page layouts.
Is Salesforce a way to control or help?
Most sales professionals feel that salesforce.com — or any CRM — is a way of controlling them. No one likes to feel that they are constantly being monitored. They want the freedom to go about their daily tasks on their time, without pressure, without force, and without big brother looming over their shoulder.
How to stop scheduled jobs in Salesforce?
You can manually stop scheduled jobs by going to setup -> monitoring -> scheduled jobs and then deleting them from there. You may find it helpful to add a view that seperates out jobs of type Scheduled Apex from dashboards and others
Does Salesforce make a sales rep's job harder?
Salesforce Can Make A Sales Rep’s Job Harder! The main thing a field sales person does with salesforce is data entry. Everything a salesperson does in a day, every single task, every person she comes into contact with, must be documented.
How can you encourage your sales reps to enter data in Salesforce?
6 Tips for Encouraging Your Sales Team to Start Using CRMShow your Sales team the benefits of CRM. ... CRM automates reporting. ... CRM centralizes customer data. ... CRM lets you set reminders for follow-up calls or appointments. ... CRM creates more time for selling. ... Include your Sales team in the CRM Selection Process.
How do you convince salespeople to use CRM?
Stop Telling, Start Showing. It's one thing to tell salespeople that they'll benefit from using the CRM. ... Incentivize the Behavior. We're all creatures of habit. ... Consider a Team-Based Incentive. ... Let the Sales Team Help Make the Decision. ... Build Productive Habits from the Start. ... Make CRM Best Practices a Recurring Theme.
How do you motivate a lazy sales team?
9 ways to give your sales team a morale boostAlways recognize and reward good performance. ... Team solutions for team issues. ... Bring in the fun. ... Understand your team as individuals. ... Change their focus. ... Teach some new tricks. ... Take a look in the mirror. ... Use their powers for good.More items...
What must a salesperson keep in mind when setting up a schedule?
Salespeople know how to work hard. They know how to make lists and check things off....Focus on sales tasks that can help you close more deals.Choose a rhythm. ... Calendar everything. ... Block time. ... Manage email. ... Get selling.
How do you motivate people in CRM?
In order to ensure your money isn't wasted on a sophisticated CRM solution, use these tips to encourage and motivate your employees:Don't surprise them. It's never a good idea to spring something on your employees. ... Provide training. ... Explain the benefits. ... Consider mobile usage. ... Make it a competition. ... Ask for feedback.
What do sales people need from CRM?
By tracking all communication with the customers, CRM helps sales people to know exactly when customers need to be contacted; for example, for product replacement, contract renewal, or for an upsell to a new product or service. This all increases your chances of closing a sale.
How do you turn around a struggling sales team?
How to Turn Your Lowest Performing Sales Team Member into a Top Selling MachineStart With Data. ... Review Their Goals. ... Go Over The Value And Customer Needs. ... Evaluate Time Management. ... Audit Their Communication. ... Ease the Process. ... Discover Their Motivator & Celebrate Often. ... Invest In Core Training.
How do you deal with a struggling sales rep?
How to Effectively Handle a Low-performing SalespersonEncourage personal development. ... Make sure the salesperson is knowledgeable about the product/service being sold. ... Teach the salesperson how to overcome objections. ... Provide helpful, effective sales scripts. ... Teach the salesperson how to actively listen.More items...•
How do you handle an underperforming sales team?
How to Coach Underperforming Sales RepsAsk open-ended questions that allow the sales rep to self-evaluate. ... Conduct a comprehensive review of the sales representative's skills. ... Identify the root cause of the problem. ... Ask if your management style presents a challenge.More items...
What are the three Fs of selling?
feel, felt and foundThe 3 F's method works is a step by step system that that you can inwardly refer to, when handling sales objections. It refers, to feel, felt and found.
What are the 3 most important things in sales?
3 Powerful Skills You Must Have to Succeed in SalesS – Sincerity – Listen without an agenda, it's not about your needs.E – Ethics – Don't try to talk someone into something, listen to what they want.A – Asking – Serve others by asking questions that will assist them in making a wise buying decision.More items...•
What are three core skills of a salesperson?
You Probably Need More Friends—Here's How To Make ThemRelating To People. Your prospects need to trust you before they become a customer. ... Identifying A Need. Your business exists because it meets customers' needs. ... Instilling Trust.
Weave Salesforce into Conversations
Oftentimes sales reps will be so focused on the deal itself that they may not enter the information into Salesforce right away. For example, in a forecast call, a sales rep excitedly announces his new opportunity that’s worth a lot of money and it’s looking really good for closing. Instead of applauding them right away, weave in the CRM.
Demonstrate Real Results
Look for opportunities to showcase the relationship between Salesforce adoption and the positive sales performance that results from it. Explicitly call these results out when they happen. Here are three examples of these opportunities.
Provide Ongoing Support
Be extremely responsive to the sales reps’ questions and challenges, and try to support them in real time. Refer them to your documentation and add their questions to your feedback list if you haven’t addressed it in your documentation.
How to do as I say not as I do?
The Do As I Say, Not As I Do Effect 1 Create dashboards and reports specifically for the management and executive team that provides visibility into activities and deal flow (for sales managers) and forecasting, trending analysis and benchmarking (for executive management). 2 Ensure that a Salesforce.com training program focuses primarily on the sales management team and shows them not just how to use the system for their own benefit, but how to get sales people utilizing it correctly so that the data input is going to lead to the right outputs. Stony Point has a proven program that focuses on learning and adoption by the sales managers first. 3 Make the adoption of Salesforce.com by the sales team part of the management KPI, and even bonus programs.
Is Salesforce used by management?
A lot of salespeople worry that Salesforce.com is simply going to be used by management to keep tabs on them. Let’s face it, most sales people don’t vote for more visibility into their performance and activity levels. We’ve always found this excuse somewhat fascinating. It’s not like Salesforce.com has inherently raised the level of management interest into what sales people do all day long. That’s always been the hallmark of any worthy sales organization. The methods utilized to track activity may have been poorly designed, or overly manual, but the interest level shouldn’t have changed.
Why is data accuracy important?
Data accuracy is really important, and here’s why: Inaccurate or incomplete data can lead to 20% stalled productivity, which is one day of work each week. The average company loses 12% of its revenue as a result of inaccurate data.
Do salespeople have time to log into Salesforce?
With all this going on, do you really have time to log data onto Salesforce? The answer is most likely “no.”
Is Salesforce easy to use?
Let’s face it, Salesforce is definitely not easy to use. I’m sure you remember your first few months using Salesforce. The dread that would consume you when asked to create a report and the confusion that would follow when attempting to create a custom field.
Why Salespeople Hate Salesforce
The idea behind utilizing Salesforce to get ahead and actually convincing salespeople to use it are two very different things.
How Salesforce Can Benefit Salespeople
While it is easy to understand why salespeople do not like to use Salesforce, it is also hard to ignore all of the benefits of using the program. If salespeople choose to utilize the system to contact their leads for them and keep them in the loop, then they are more likely to make a sale where they would have missed out on one before.
How to Convince Salespeople to Use Salesforce
If time is not taken to really show the value of Salesforce, then no salespeople will begin to use it, and it will be a flop in any company. In order for it to be successful, then convincing needs to happen. These are some of the ways you can convince salespeople to use this CRM software in your company.
2. Utilize Einstein Search
Einstein Search has three powerful features that help salespeople be more efficient.
5. Update Opportunities using the Kanban View
Robust pipeline visibility relies upon salespeople keeping opportunities up to date.
6. Make it easier to add products to opportunities
It was never easy to find Products to add to Opportunities in Classic.
8. View report details more easily
A key benefit of Salesforce is reports and dashboards that deliver pipeline visibility.
10. Decide whether Notes are right for your business
Recording notes on calls, meetings and discussions on opportunities is essential.
14. Put frequent functions on the Lightning Utility Bar
The Utility Bar is the strip that runs along the bottom of any Salesforce Lightning page.
Tips for Salesforce Lightning
You can see many of these tips demonstrated in our video below. Of course, if you need help, then use our Contact Us page to get in touch.
How many fields are required in Salesforce?
This can mean up to 98 fields that must be filled in so that marketing can measure the campaign success. I’ve seen required fields from having the correct address, billing information, to even hair color or eye color!
What does a field salesperson do?
The main thing a field sales person does with salesforce is data entry. Everything a salesperson does in a day, every single task, every person she comes into contact with, must be documented. This means going to a computer after every single thing they do, or trying to use their mobile device, to type everything on a tiny keyboard. This is a major disincentive.
What is Salesforce notification?
Notifications let your users know when certain events occur in Salesforce. For example, notifications let users know when they receive approval requests or when someone mentions them in Chatter.
What is push notification?
Push notifications are alerts that appear on a mobile device when a user has installed Salesforce for Android or iOS but isn’t using it. These alerts can consist of text, icons, and sounds, depending on the device type.
The Big Brother Effect
The Do as I Say, Not as I Do Effect
- One of the greatest barriers to complete Salesforce.com utilization is that often managers and executives expect the sales people to use Salesforce.com, but they won’t take the time to learn it for themselves. It’s the classic “take this medicine, it’s good for you, but I am fine” syndrome. This approach has always seemed to us, extremely foolhardy and short sighted. What possible good …
The Salesperson-Technology Paradox
- Listen, we get it. Salesforce.com is not straightforward. For all it’s brilliance, at the end of the day, it is still cloud based technology, that if, not set up properly, will be very confusing to sales people. Sales people want one thing that Salesforce.com (in it’s initial acquisition state) does not provide – simplicity. When you first initialize Salesforce.com, it comes loaded, with everything turned on…