Salesforce And Change Management

Salesforce.com has the power to run much of your business operations.  It can be continually customized, integrated and programmed to automate steps in your various business processes. As long as your requirements are clear and feasible, the work of customizing your system can be accomplished in a relatively straight forward manner.  Aligning your organization toContinue reading “Salesforce And Change Management”

4 Salesforce Lead Rating Process Tips

Managing inbound leads in Salesforce.com requires a system and process for qualifying prospects.  If you are engaged in team selling, then coordinating data within the Lead record will become a priority.  The goal of a Lead is to be converted into an Opportunity which is tracked as a viable part of the sales pipeline andContinue reading “4 Salesforce Lead Rating Process Tips”

4 Salesforce.com Email Template Strategies

Salesforce.com email templates are an important tool to integrate in your sales and service processes.  Your team will connect with prospects and customers with their phones or on email, both inbound and outbound.  For phone conversations, these are logged as calls and appear in the Lead or Contact’s Activity History. In the case of sendingContinue reading “4 Salesforce.com Email Template Strategies”

Salesforce.com Sales Team Alignment

Salespeople by nature are highly individualistic and tactical.  Implementing Salesforce.com can become difficult without buy-in from your team into a system.  After all, that is what this CRM system is about.  It is a system for selling which transcends the individual, though it ultimately benefits the individual salesperson. What Salespeople Want Salespeople do not wantContinue reading “Salesforce.com Sales Team Alignment”

4 Salesforce Implementation Obstacles

Our Salesforce.com consulting clients vary in how they do business and with this comes implementation successes and obstacles in our many stories.  Though Salesforce.com is a system which can automate many processes, many things have to come together to make it successful in your business. From our vantage point we have seen some obstacles toContinue reading “4 Salesforce Implementation Obstacles”

Salesforce Opportunity Contact Roles

Salesforce.com Opportunity records constitute the building blocks of your sales pipeline and forecasting.  Each deal past, present and future should contain all the relevant information for a first sales opportunity or an upsell opportunity.  Accounts can and should have multiple opportunities associated with it based on each and every deal your team is able toContinue reading “Salesforce Opportunity Contact Roles”

Salesforce Lead Qualification

If your sales process depends on qualifying leads, then using Lead records to manage a Lead pipeline would be strategic for ensuring a continuous pipeline.  Ensuring a management process for your Lead management will ensure that your sales team is spending their time on high probability sales. However, if your process is not contingent onContinue reading “Salesforce Lead Qualification”

5 Salesforce.com Process Mapping Tips

Your Salesforce.com system is only as good as your business processes.  If your processes are not well-defined or controlled, then you will only have a giant database, not a system.  There will not be the thrust you were hoping for to power your various parts of your organization. Process mapping is both strategy and planning.Continue reading “5 Salesforce.com Process Mapping Tips”

Smart Salesforce.com Lead Assignment

Inbound Salesforce.com leads are the lifeblood of your sales process.  How prospects get assigned in Salesforce.com depends on a few factors such as: Your sales team roles.  Is your team divided by industry, geography or another factor altogether? Volume of inbound leads. Dealing with large numbers is different than small numbers.  If your lead generationContinue reading “Smart Salesforce.com Lead Assignment”

Salesforce.com Change Management

Salesforce.com is a disruptive technology.  It is more than a functional tool that a single user relies on to get things out like an Excel spreadsheet or a Word document.  It is a business system which touches people and process.  Those two elements create great opportunity if you can align your team.  It is alsoContinue reading “Salesforce.com Change Management”