THE LEADING AUTHORITY ON

SALESFORCE TRAINING

We show Sales Leaders how Salesforce should be set up and how to get their Sales Teams using it effectively. That’s all we do.


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Need to vent about Salesforce?

Book a meeting with me and we’ll chat. Trust me, it’ll be like speaking to your therapist. Pull up a couch and we’ll put on some coffee.

Let’s Talk

First the Bad News, then the Good News

Here’s the thing. If all you do is put your team through a training workshop on Salesforce, then guess what. In 3 months, you’re guaranteed to be wondering why no one is using it.

No, for Salesforce Adoption to truly occur, you need more than just training. At Salesforce Training, we don’t just teach skills. We focus on changing behavior. We do this with a rigid process that demonstrates the “What’s In It for You” for both the sales managers and the sales person. Our proven formula includes:

  • Focusing on the Sales Manager as the driver of change
  • Designing a Sales Manager Game Plan supported by Salesforce
  • Showing your leaders and mangers how to create an Awareness and a Desire for change
  • Getting salespeople ready and enthusiastic for change
  • Supporting your team post-training to ensure that you’re getting all that you can out of Salesforce

We show organizations how to get all of the benefits from Salesforce that led you to invest in it in the first place.

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Salesforce Training:

Our Secret Sauce

We identify your sales processes and determine your training needs.

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Define

We meet with your key stakeholders to understand how your business works and how Salesforce should be leveraged to best serve you.
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Design

We develop customized training content to reflect how your sales team sells with Salesforce.
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Train

We train both sellers and sales leadership, incorporating their real world selling scenarios.
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Sustain

We continue to work with the sales teams to help them employ our proven adoption strategies to ensure success.
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Training for Salesforce

What Makes Us Different

We are a Salesforce Training & Adoption firm only. Other than possibly doing some minor configurations, we don’t implement Salesforce for you. Nor will you get an I.T. consultant in front of a room of sales people showing them which buttons to click.

You’ll be getting an experienced trainer with Salesforce certifications, that has also carried the bag and walked the miles of a salesperson.

We tailor each and every Salesforce training and adoption solution to what our client needs. No two solutions are ever the same, as no two clients are ever exactly alike.

Our team training is never off-the-shelf. Your Salesforce system is customized to either a small or very significant degree. Why wouldn’t your training be the same?

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“The trainer did an outstanding job. He was clear, concise, educational, patient and engaging!”

Salesforce ROI

~ Eugene Calabria

CEO, GBS Corp.
Salesforce training program

Key Reasons You Might Be Getting Low Adoption on Salesforce

These are the four primary reasons companies experience low Salesforce Adoption.
Do any of them apply to your organization?

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Lack of a Formal Change Management Plan

When you launched Salesforce, you likely had a true Project Management plan in place with lots of executive support. But did you include a formal Change Management strategy focused on the people side of change? Without a formal Change Management strategy in place, it doesn’t matter how well Salesforce was designed. If people don’t change how they do their job, then you can’t ultimately achieve what you set out to do in the beginning.

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You’re Measuring the Wrong Metrics

Are all your Salesforce reports geared towards closed deals and booked revenue? These are lagging indicators. Those are still useful. But in order to truly leverage the power of Salesforce and your Seller’s time, you should be capturing your sales team’s key selling activities also – meetings, proposals, prospecting efforts. These leading indicators help you to steer your team in the right direction.
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Lack of Coaching from Sales Managers

Besides a formal training session, your frontline managers must be equipped with the tools and strategies to coach their teams towards a better, more effective application of Salesforce. This of course means that they first need to be experts in Salesforce themselves. Are you one of those companies where the sales teams were better users of the tool than the leaders?
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Too many hurdles for Sales People Trying to Input Data

We’ve seen flaws from not having the actual sales process – if one has been defined at all – be properly represented in the Opportunity Stages, one Opportunity Record Type for multiple types of Opportunities, not using some of the native tools like Sales Path, not tracking the right activities, or making tracking too cumbersome, and far too little attention given to the mobile experience – probably the most important element. We’ve seen systems so over-engineered that the salesperson needs to jump through so many hurdles just to log a call or close a deal, we don’t blame them for not wanting to use it. We wouldn’t either quite frankly.
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