Use Salesforce You Will
One of the greatest scenes from a movie that I love (Star Wars Episode IV) is when Ben Kenobi says to Luke Skywalker “You have taken your first step into a larger world”. This is what I think about when you decide to move to Salesforce. Salesforce, and in particular, Sales Cloud implementations, are tricky subjects because it is imperative to declare objectives that allow you to set expectations and declare victory. Sometimes, clear objectives miss the needs of the company though. Let me explain…
In the Beginning…
I just signed up for my trial of Salesforce “Yea!!” now what do I do? This is a common issue… You have heard the hype, you know you want to experience the “Ohana” but now you are stuck trying to determine how to achieve it. As I stated above you need to set goals for your Sales Cloud Implementation.
These goals should be derived from:
- what you do today
- how you think the platform will enhance your daily activities
- identify the steps to get there
I always think it is a good idea to step through a use case to understand this.
XYZ corporation wants to move to Salesforce, they like the ability to have all of their information in one place. Currently they use spreadsheets, but these spreadsheets are stored in sales people’s hard drives and only when a sale is made is that information transitioned to a system of record. XYZ has no idea of its pipeline other than what salespeople are telling them and when salespeople leave the company, everything they were doing is lost unless IT spends days going through their computer, email and network drives to find their data.
Use the Force, Salesforce…
The above use case should have some objectives set, let’s see what they are:
- Create a user environment that allows for easy input of data.
- Store all items that are currently housed in spreadsheets (or similar) into this environment.
- Identify the storage needs to accomplish #2:
- Create the necessary infrastructure within Salesforce to house all of the requirements of the users (new Fields, objects, etc.).
- Identify any needs to shape the data based on “Type”.
- Data Import:
- Import current companies that have completed business with your organization from your system of records. This should link them together.
- Import information from the sales-reps spreadsheet(s) to update the data and add new accounts.
- Create any “linkable” items to relate the data together.
- Identify the sales process that makes the most sense from a general process perspective within the Salesforce. Use key sales people to help identify training points for the organization.
- Create any workflows, queues, process builders that will provide value to the sales teams and or create stability within the environment.
- Look at the use of opportunities and how you can now identify and show pipeline in the organization.
- Create an integration to your sales processing systems. This can be done manually at first, but in the end, it is best to automate this process.
Most importantly, Salesforce is a highly configurable platform. While one of its core competencies is CRM (It was originally built this way), it is still a platform like any other. Therefore, companies can easily carve out Sales from other systems or a manual process and put them into Salesforce. Above all, by moving the salesperson to a system, the company will start to gain a foothold on its second most important asset… Data!
To learn more or talk to one of our experienced consultants, contact us today!