Adapt Your Process to Salesforce? Or have Salesforce Adapt to you?
A common refrain long heard among many a sales organization – we don’t want to change our processes just to fit Salesforce. We should be able to do what we’ve always been doing – Salesforce should yield to us. So, is this the right approach? Well… yes. Sort of....
Salesforce Leads, Accounts, Contacts & Opportunities: How Does It All Work?
One of the most fundamental aspects of the Salesforce funnel is the correct assignment of a Lead, Account, Contact and Opportunity. It is also one of the most misunderstood features for most firms setting up Salesforce for the first time. While every firm will have...
Tracking one of the Most Important Sales Metrics in Salesforce
In our recent blog post www.salesforcetraining.com/benefits-of-salesforce-many-sales-teams-avoid/ - we explored the entire notion behind Leading Indicators, and why they are so critical if you want to properly manage your sales team. In the post right after that...
Log a Call, New Task & New Event – Salesforce Activities Explained… At last!
There’s a section in Salesforce entirely reserved to keep track of what your sales team is doing. Conveniently enough, it’s known as Activities. Unfortunately, for many teams, it is widely under-utilized. Part of this, no doubt, stems from the reason that the proper...
Take a Guess At Which Of The Key Benefits of Salesforce Many Sales Teams Avoid
This article examines the importance of Leading Indicators to your business. Next week, we look at how Salesforce can be configured to track them. Leading Indicators. One of the most critical metrics to running an effective sales team. For without them, you can’t...
Why Your Sales Team Resists Salesforce, and What To Do About It
CEOs, Presidents, VPs of Sales! This is for you. Have you made the smart move and invested in the world’s top CRM, Salesforce? Have you spent significant amounts of money with consulting firms getting it configured properly? Do you look at your quarterly Salesforce...
Why Training Alone Won’t Drive Salesforce Adoption
So, you’re rolling out Salesforce. Great! It’s an awesome tool and in today’s world of selling, having a CRM (any CRM) is an essential component for a successful business. Let’s take a look at your Salesforce Implementation plans. Source a trusted Salesforce...
Why You’re Not Maximizing Your Salesforce ROI
Many companies have invested heavily in Salesforce for their sales teams. Thousands of dollars, if not hundreds of thousands, or even millions are spent by companies annually on Salesforce licenses. The average annual cost per rep varies greatly, but $1000/year is not...
How to Overcome your Business Challenges with Salesforce
I was recently approached by Salesforce recruitment firm, Mason Frank International, about an opportunity for an important project they were working on. The company has created a white paper collating Covid-19 related business advice from industry experts. Myself and...
Advice for Managing Sales Teams Working 100% Remote
What advice would you give to teams now working 100% remotely? What tips can you provide to keep morale high? As a leader of a training company, this post may come across as a little self-serving. However, there really has never been a better time to take advantage of...