Salesforce productivity is key to any successful sales operation. So why do so many companies fail to get their agents to perform to the best of their abilities?
Part of it is the complexity of the job. According to the Harvard Business Review, sales professionals are increasingly spending their time preparing for sales calls and even on administrative tasks, resulting in less face time and opportunities to close deals. Naturally, that’s a significant problem.
Your CRM is supposed to help with that. Unfortunately, between the complexity of the software and the number of other tools used by the modern sales agent, it can actually make things more confusing. Tools like Slack and WhatsApp are often distractions, excuses to get away from the work to be done rather than helping to bring in sales.
At the same time, you want to help your sales agents meet their quotas. Simply taking away potentially helpful tools won’t accomplish that. Instead, you need to know where to make improvements. Salesforce, unlike most CRMs, helps you get there through its AppExchange and app integrations.
Many of these tools are specifically designed to improve your sales team’s performance. Of course, you still need to know exactly what options can actually accomplish that goal. With that in mind, these top 5 Salesforce tools can both boost productivity and ultimately drive more sales for your company.
Why rely on external chatting tools when Salesforce has its own productivity integration? According to the CRM, 62% of sales agents believe that more collaborative sales processes have improved their results. Of course, it can also provide a dangerous distraction. Through Chatter, you can find that balance.
Unlike most other collaborative tools, Chatter integrates seamlessly into the Salesforce platform. It’s much more than just a messenger app; according to Salesforce, it’s a full-fledged social network internally integrated for your sales team and with all data readily available as needed.
Yes, some of the chatter (pun intended) will likely not be relevant. However, the service has enabled a number of features specifically to achieve the opposite effect. Consider:
- Groups that can be focused around a specific account, campaign, or regional territory.
- Actions that can create account and expense reports, update orders, and more without leaving the network.
- An incentive and gamification badging system to reward productive employees for closed sales and quotas.
- Polls and topics that allow your teams to share their ideas for innovation and change in order to improve your business.
- File sharing to avoid the mess of email, shared drives, and file senders.
- Mobile connectivity to allow your sales agents to take their show on the road.
Like any collaboration tool, Chatter has the potential to provide a distraction. Its Salesforce integration, though, makes a productive environment much more likely.
Ideally, all of your business happens in the cloud. This is where you record customer interactions and transactions, update data, and take other actions that help you build a better sales flow. Of course, every business knows that some print will be impossible to avoid. The key to success, then, is making sure you do it the right way.
No more clumsy mail merges or manual copy/paste jobs for your sales team. Conga Composer helps you build digital documents that pull directly from Salesforce data and merge that data into existing templates.
Once set up, the process is simple. Each template already lives within your brand and formatting standards. It might be an invoice, sales letter, or customer loyalty reward. With the click of a button, you can pull in the data you need, generate the document, and send to the customer as needed.
Crucially, Conga Composer also integrates into workflows. A document can be generated and attached to a customer record automatically at a specific trigger or time in the sales cycle. Alternatively, get a notification when it’s ready. That way, your digital documents don’t stand on their own as a manual process but become a natural part of the overall project and sales flow.
As its name suggests, SUMO helps you schedule appointments more easily. Especially for companies with longer and more involved sales cycles, that can be an invaluable feature helping to ease the life of the modern sales agent. It means more time can be devoted to the actual sales process where possible.
According to the app developer, sales agents spend up to 25% of their time scheduling phone calls and appointments. SUMO can minimize and even eliminate that waste by automating the same function.
Instead of manually finding a time that works for the sales professional and the prospect, this app automates the process. Available times are dynamically sent to prospects, you can choose their preferences immediately. The self-scheduling site can be branded in a way that maximizes visual consistency and attractiveness.
It doesn’t end there, either. Part of SUMO’s appeal is its ability to schedule a series of reminders via email, text, and even automated phone messages to reduce appointment no-shows by up to 35%. Finally, its appointment metrics help you track the success of your sales team and find improvement opportunities where needed.
All of the above tools can, directly or indirectly, play a major role in enhancing your sales team’s productivity. Let’s take that concept a step further, introducing a tool that has nothing but productivity in mind. It’s a value proposition that, especially as you look for new ways to hit your sales goals, is impossible to ignore.
Dooly has long been a fan favorite in the AppExchange, and for good reason. The tool helps to stop the manual data entry and updating that can drive sales professionals crazy. Instead, it automatically syncs meeting notes and comments to the right task, record, or activity.
No more manual typing or syncing from apps like Evernote or Microsoft Notes. Instead, it happens automatically, requiring just a couple of check-in prompts to ensure the data gets stored the right way.
During the sales and meetings needed to close deals, Dooly can provide pre-built plans that help your agents stay focused and maximize their chances of success. Over time, organizations learn more about their prospects automatically as notes and conversations are recorded and categories.
And here’s the kicker: those notes, comments, and insights can be fed to your sales agents even as they are interacting with their prospects. When a potential customer gives off a buying signal, the platform can adjust to provide relevant follow-ups, background info, and more. This real-time coaching is absolutely invaluable to companies looking to maximize their opportunities with every customer and exceed their sales quotas.
5) Ebsta Inbox
We end with a deceptively simple tool that can make all the difference in optimizing productivity. Ebsta seamlessly integrates your Salesforce platform with your email inbox, whether you run it on Gmail, Outlook or Office 365. As a result, you can easily view, edit, and update Salesforce while also helping you cross-reference the platform to show customer records as you check your email.
More specifically, Ebsta’s integrations allow your business to boost sales productivity in a number of ways:
- Build personalized, trackable workflows to nurture closer relationships with your prospects.
- Track your emails and gain customer insights, such as which prospects opened the message or clicked on a link.
- Sync your calendars to schedule meetings automatically, communicating your availability with your customers in real-time.
- Leverage Salesforce templates within your inbox, sending more professional communications without having to enter the platform.
- Schedule emails to be sent later, optimizing your sent time for results and nuances such as time zones.
- Sync your email activity to capture additional information about customers, notes, and messages.
In today’s complex environment, relationships drive revenue. As Salesforce points out, “Sales reps will increasingly be judged on their ability to create and nurture high-quality relationships with customers.” How you build these relationships can be difficult to answer – unless you can leverage a tool like Ebsta that makes the process natural for you.
It’s not an exaggeration to say that Ebsta provides a true 360-degree view of your prospects, even those who haven’t made it into Salesforce yet. Every interaction your sales team has with them can be recorded and stored for later use. By the time that prospect is ready for the sales call, you already have all the background info you need to make that call as productive as possible.
An increasingly complex sales environment is clashing with a world in which sales reps increasingly encounter distractions in the form of administrative tasks that prevent them from getting their job done. It’s not a simple equation to solve, but solving that equation is nonetheless possible. You just need the right tools.
Among those tools, Ebsta should be particularly intriguing for anyone recognizing the value of building productive long-term relationships with prospects and existing customers. If you count yourself among that group, we want to hear from you. Request a Demo for Ebsta Team today to maximize your opportunities in building a better business and increasing sales team productivity.
You can also claim your copy of the 2019 Salesforce Usage Report: insights from over 500 companies across six continents. From those on the front line of sales through to the decision makers confirming budgets and direction with Salesforce.