Salesforce Data Quality Series: Sales Onboarding

To say that technology is a key component of sales onboarding is an understatement. In fact, firms that are able to successfully combine technology and data at critical points during the onboarding process are, on average, 57% more efficient at sales.

It’s not that one-on-one manager time, test calls, or soft skills don’t play a critical role in facilitating successful sales reps — they certainly do — but, the typical sales ecosystem has a complex, customized tech stack that they use to engage prospects, track metrics, and record customer interactions. To be successful, new reps have to be able to integrate with this technology and produce real, meaningful sales results using it.

Technology doesn’t just support your pipeline — it is your pipeline. But, to facilitate successful tech adoption, you have to ensure that new reps have the correct data at their fingertips. If that new hire jumps onto Salesforce and starts to send out emails to clients, you need to be sure that they have the correct customer profiles.

For example, let’s say that you hire a new sales rep. So far, they have been killing it. They have excellent soft skills, an incredibly customer-centric mindset, and, best of all, they are a perfect fit for your company’s culture.

That’s great!

But, when they go to make that first customer interaction, they don’t have access to all of the appropriate data. The previous churned rep shoved a bunch of customer interactions into their inboxes and calendars.

Suddenly, your new rep has to start off the conversation with a cold email instead of a warm introduction. In other words, they don’t have a clear picture of your customers. Now, the entire interaction is in jeopardy because the customer experience was disrupted by missing data points. This is a big deal!

In fact, over 50% of Americans have canceled their plans to purchase a product simply because of a single bad experience. Now, you have a salesperson who lost their first sale and an angry customer.

So, what do you do?

young businesswoman sitting at desk while looking at customer data on monitor

How to Breed Better Data Into Your Sales Rep Onboarding

What if you didn’t have to worry about your Salesforce data?

What if there was a solution that could sync all of those emails and inboxes together, give you a crystal-clear, 360-degree view of your customers, and record each customer interaction — wherever it happens — and score them across customer channels? That would be sweet, right?

Yes, yes it would!

With Ebsta, you don’t have to worry about whether that fresh-faced sales rep has access to all of the right data, because you know they do! All of those inbox interactions and calendar data points are synced to all of the appropriate channels in Salesforce. So, your entire team can garner immediate, clear, and accurate customer engagement scores. But, what about all of your unique processes and workflows?

How can you be sure that you’re getting the right data to the right place at the right time? Not only does Ebsta sync critical data, but it also gives you the tools to fine-tune your sync settings and appropriate the data to all of the correct channels. This way, new reps don’t have to worry about personalizing conversations.

They’ll have access to all of that rich data that practically does it for them. Instead, you can focus on all of the other complex aspects of sales onboarding (e.g., training, culture, soft skills, etc.) Just how important is having access to the correct data?

Is personalizing conversations and having a clear view of engagement levels really that big of a deal?

  • 33% of customers will switch companies after a single bad experience.
  • Customers with a poor experience will tell up to 15 people about that experience.
  • 74% of customers will refuse to purchase a product if the purchasing process is too complicated or annoying.
  • It’s 5 – 25 times more expensive to find a new customer than to keep an old one.
  • 68% of customers agree that a knowledgeable, pleasant, and understanding rep was the most critical aspect of a recent positive experience.

Oliver Squires shows us how Ebsta does this here:

 Final Thoughts

The sales onboarding process can be nerve-wracking for new sales reps.

They have to digest a plethora of training modules, meet critical members of the staff, develop rich, meaningful relationships with their coworkers, and try to nail those first few sales to show off their capabilities.

The last thing you need is for insufficient data access to disrupt that flow. Salesforce is an incredibly powerful sales tool that can scale customer relationships, manage workflows, and drive sales success across your brand.

But, like any great technology, it requires data to run efficiently. If all of that customer interaction data is tucked away into the nooks and crannies of your Salesforce app, you don’t have a clear view of your customers.

Instead, that new sales rep is going to be looking at fractured pieces of your customers’ profiles. Don’t let stale, inaccurate, or incomplete data interrupt your day-to-day sales processes. Don’t force that new hire to cold email an established customer.

Instead, use Ebsta.

With our quick-and-easy calendar and email sync, you can ensure that all of your sales associates have access to complete customer profiles and truly accurate customer engagement scores.

Ready to take a look for yourself? Experience the difference of Ebsta by booking a demo today.

Welcome to the future of Salesforce data.

Costin Botez

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