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How to Use Salesforce CRM that Lands Deals Every Time

Introduction

An unprecedented hallmark of a creative and lucrative sales team is an outstanding sales process! As heard from different Salesforce Trailhead units, inclusive marketing makes the same significant impact on your business as well as customers.

An established sales process assists you in devising and optimizing an effective sales funnel, which consequently will help you accomplish your business goals and surpass the most anticipated sales forecasts. An industry-oriented online Salesforce certification course will guide you through the concepts of Salesforce.  

A strong connection between organizations and their customers, smooth customer service, and seamless sales transactions facilitates conversions and increase customer loyalty.

A thoughtful Customer Relationship Management system is a secrete to success because it authorizes sales personnel to approach customers effectively. Gartner named Salesforce a leader for the 12th consecutive year in the Gartner Magic Quadrant for Salesforce Automation. 

So, what makes Salesforce CRM so great for sales? Let’s check out.

What is Salesforce CRM?

Salesforce was the trailblazer in initiating a CRM on the cloud. Currently, Salesforce is a world-class developer of CRM platforms built on cloud technologies. For several years in succession, the company has singlehandedly dominated the market in other sectors, like CRM Customer Engagement Center and Enterprise Application Platform as a Service. 

What is Salesforce CRM

The Salesforce CRM platform provides different types of tools and services not just for managing relationships but also for custom application development, addressing both small as well as large businesses. Using the Salesforce management platform, sales personnel can detect insights into clients, better grasp their requirements and serve them satisfactorily.

Compared to other CRM solutions, Salesforce is not expensive. According to Forbes, the Salesforce CRM cost is $25 per person. 

Now that you know what Salesforce CRM is, let’s take you through the different types of Salesforce products.

Different Types of Salesforce CRM Products

Salesforce management products are utilized by hundreds of thousands of businesses of all sizes, including various industries and multiple geographical locations. The key areas using Salesforce SaaS products includes financial, healthcare, retail, manufacturing, consumer items, media and communications, and automobile services. Its most outstanding customers are American Express, Canon, Puma, Aston Marting, L’Oreal, and many more. 

  • Salesforce Sales Cloud - Assists in finding more clients, speeding up sales productivity, and closing deals quicker. 
  • Salesforce Service Cloud - Assists customers from anywhere in the world and continues with smooth conversation. 
  • Salesforce Marketing Cloud - Contains tools to combine marketing and sales through a single platform and to interact with customers through various channels. 

  • Salesforce Commerce Cloud - Assists in creating a personalized sales experience.
  • Salesforce Community Cloud - Creates communities for staff, partners, or vendors to boost customer engagement.
  • Salesforce Quip - It's a collaborative platform for managing your team's work.
  • Salesforce Platform - A centralized platform that lets you personalize solutions, develop your own applications, add security level, etc. 

Different Features of Salesforce CRM

Contrary to other CRM software applications, Salesforce is your company's ultimate solution. It comes with multiple features that are important for running an automatized platform with enclosed intelligence. But, do you need help starting your career in Salesforce and gaining advanced Salesforce skills? Sign in to Salesforce training courses by JanBask Training

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Here are the features of Salesforce CRM for sales-

  • Automatized Marketing - Customer Relationship Management software facilitating the automatization of complex tasks or monotonous marketing activities at different levels in the customer lifecycle. 
  • Automatized Sales -  Sales automation feature in Salesforce CRM collaborates and tracks clients’ interest in the products and automatizes specific business tasks of the Sales Cycle that are essential for following leads, acquiring new customers, and gaining customers’ trust. 
  • Automatized Customer Support Service - This automated customer support service replicates customer support agents’ jobs more effectively. This can be accomplished by using pre-recorded messages that support and resolves customers’ issues, causing a decline in call lengths and simplifying customer care service. 
  • Maintaining Demographic Data - CRM technologies can help perform geographic marketing based on the client's addresses and location. In some situations, they work with well-established area-based GPS apps.
  • Automatized Workflows - CRM platforms help businesses enhance their operational capabilities and simplify daily jobs. Subsequently, employees can use innovation and resources on complex and top-level tasks.
  • Automatized Lead Follow-ups - Using CRM software, you can follow sales leads, which empowers Sales teams to maintain, follow up, and inspect the information for lead conversions.
  • Data Analytics - CRM applications help you make excellent data-informed decisions that result in superior customer conversions by breaking down customer data and making required marketing efforts. 
  • Integrating with Other Apps - Several CRM platforms can integrate with other apps, for instance, Social media, Email apps, ERP systems, etc.

Why Should You Use Salesforce CRM for Managing Your Sales?

Your business can develop at a rapid pace with the help of Salesforce. The following benefits of this excellent CRM will make your work experience more pleasant:

  • Ease of Use. You don’t have to be an IT expert to set up and manage apps — you just need to log in and start blazing trails to your customers in entirely new ways. Salesforce provides a complete view of the client, so you can make decisions easier. The intuitive interface, straightforward navigation, and collaboration options make the work process smooth and seamless.
  • Rich functionality. The platform has default features and templates suitable for most business and organizational needs.
  • Customization. One of the service's main benefits is configuring any solution according to the company’s needs. You can integrate your own apps, make necessary alterations, delete or add functions and extend them. To perform customization, technical expertise is needed.
  • Scalability. The platform can grow as the business expands, adapting to all new specifications and providing enough storage space.
  • Analytics. Sales personnel has the ability to track clients’ activities, evaluate them and predict the clients' requirements. The system generates reports, graphics, and dashboards that help estimate performance, identify crucial points and outperform them.
  • AppExchange. It is an exceptional marketplace where you’ll get hundreds and thousands of applications for integrating with Salesforce. This type of practice improves customer engagement and performance.
  • Community. Salesforce continuously undergoes improvements and makes good use of innovations. Its extensive community and dedicated team always consider customers’ feedback and release new additional features every 3 years, creating a good reputation for its products. Sign in Salesforce community, and meet the trailblazers who will help you succeed.

How Can You Organize Salesforce CRM for Sales?

To make the most of your Salesforce platform, knowing all the details of how Salesforce is organized is necessary. The inner architecture of Salesforce is systematized by sectors known as Objects. The four most common Objects with which Sales personnel work regularly are Leads, Contacts, Accounts, and Opportunities.

For the intention of Salesforce, anyone with an obscure interest in your product is termed a “Lead”. Once a sales representative acknowledges them, they turn into a “Contact”. All Contacts should be stored under an “Account,” and all Accounts depict “Opportunities.”

Let’s delve into these categories 

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Leads

A Leads Object is where all of your prospective customers reside before you get hold of qualifying them. Leads could be the most populated Object inside a sales process. Once you begin working with them to qualify, they are then redirected as new Objects depending on the output of the qualification process. Few Leads are disqualified, and few are moved to the next Object. 

Your team of sales representatives must pursue a usual and repetitive procedure for examining. Here’s a tutorial on Salesforce learning path. Other best starting point is the “BANT” framework; the following questions can also be considered: 

  • Where does this Lead come from?
  • How or why did they primarily learn about their issue?
  • What do the Leads know about our products and services?

Contacts

Once you qualify a Lead and find that they are a good fit for your product, the Leads turn into a “Contact.” All the Contacts should be stored under an “Account,” where you can save a contact number, email address and business information for the specific “Contact.” 

Accounts

When you’ve some type of relationship with any business, its termed as “Account” in Salesforce. It’s like a more generic term and is where Contacts are housed. Each contact should be connected with an Account. Every Account also shows an Opportunity in Salesforce.  It's possible to customize Accounts easily, i.e., one can customize as well as differentiate between various types of Accounts on the basis of the “Type” field inside the Salesforce platform. 

The “Type” field is used to distinguish “Accounts” in a way that makes more sense for a specific sales team, such as Prospect Accounts, Clients Accounts, Partner Accounts, and Competitors Accounts, but remember to use proper terminology that matches best with your business. 

Opportunities

These are contemplated as deals in progress. Once a Lead is qualified and moved to the Contacts and Accounts Objects, it simultaneously becomes an Opportunity. It will stay there until the final deal is done, even if the deal is Closed/Won and Closed/Lost. 

There are, again, different stages inside an “Opportunity” Object. This stage assists you in defining the possibility of a given sale being done as Closed and Won. Same as other components of Salesforce usage, the “Opportunity” stage must be discussed, agreed and standardized across your business. Ensure that your sales representatives are all on the same page regarding categorizing the ins and outs for every Opportunity stage. 

Many sales teams try to organize their respective Opportunity stages around different categories as discussed below -

  • Awareness: The respective Contact is acquainted with your product or service.
  • Interest: A sales personnel has frequently interacted with the contact through educational content such as whitepapers or ebooks. 
  • Evaluation: The respective Contact will compare you against other product options.
  • Decision: The concerned Contact has been informed, and the decision-makers are cutting down their options.
  • Quote or Negotiation: A customized proposal has been offered to the Account decision-makers; negotiations may occur. 
  • Closed/Won: The sales personnel has successfully closed the deal.
  • Closed/Lost: The respective Account didn’t move forward with your product or business. 

Irrespective of how your business eventually describes the stages above, try to define a few stages that are a must. Don’t exclude essential categories just for the sake of briefness. Since there’s a great demand for the Salesforce platform, Salesforce professionals are also in high demand. Here’s an ultimate guide for Salesforce certification.

Setting Salesforce Lead Stages

Same as the Stages defined above for Opportunities, it's possible to tag and sort the Lead Object depending on “Stages.” Also, similar to “Opportunity” stages, Lead Stages -  particularly from where they begin and end, are going to be distinct for your business as well as a sales process. Here’s a normal description of how several companies organize their Lead Stages-

  • Open: At this stage, the Lead has been created but hasn’t interacted with a sales representative.
  • Nurture: The respective Lead has been engaged but is not yet ready to buy; they will need further development.
  • MQL: It stands for Marketing Qualified Lead, a prospect lead who chose to join in, normally through the website, and exhibits a strong level of interest.
  • Contacting: A sales representative contacted the Lead to begin the qualification process.
  • Qualifying: A sales representative is in the course of qualifying for the Lead.
  • Converted: The respective Lead has been converted into a Contact in an Account.

As soon as a Lead converts into a Contact/Account, it turns and stays an “Opportunity” until the deal is either Closed/Won or Closed/Lost.

However, reach this stage using some resiliency. It’s all right to procrastinate seemingly slower or lost opportunities and trade whenever a better time comes. Ensure to define how and when this must happen with your team. 

You will easily be able to create your Lead Stage in Salesforce by following the below steps-

  • First of all, click the “Gear” icon present in the upper right corner
  • Press “Edit Object” to take you to the backend of the Leads Object
  • Press “Fields and Relationships.”
  • Search for and press “Lead Status” using the search box. 
  • Search through the Lead Status Picklist values and Press “New
  • Create a New Status as per the criteria decided by your team
  • Press “Save
  • Go back to the “Edit Object” page from the second step
  • Press “Recorder”
  • Drag and drop the stage names and appropriately configure them.

A bit of homework is indeed required when defining and creating Lead and Opportunity stages handy for you in Salesforce. Still, its result will definitely pay off many folds throughout the sales process.

How to Create a Guided Sales Path in Salesforce CRM?

Users of Salesforce Lightning can systematically blend several Stages between your sales process into a guided sales path, which helps all your sales representatives embrace, track and improve the sales process. It also provides a clear path of guidance for achievement, making the sales process foolproof. 

Similar to other customized fields defined here, it's essential to carefully consider outlining the guided sales path, which is clearly structured when you’ll eventually define it within Salesforce. One way to proceed towards this process is to reverse engineer Closed/Won deals. Think about which actions and indicators most probably represent ultimately won deals, and design your sales process around them. Once you clearly define this process, it can be created inside the software and embraced by your sales team.

To build your guided sales path, follow the below steps

  1. Browse to the required Object.
  2. Create a New Record Type inside the Object for which you would prefer to create a Guided Sales Path.
  3. Authorize the Path by navigating to Setup. 
  4. In the search box, type “Path” to show Path Settings.
  5. After choosing Path Setting, hit “Enable.”
  6. Select whether the Path remembers its earlier state by choosing Remember User’s Path Preferences.
  7. Select New Path.
  8. Create the Path and give it a unique name. 
  9. Choose the object on which the Guided Sales Path will be used. 
  10. Select the Record Type you’ve created and the Picklist from the Record Type.
  11. Click “Next.”
  12. Choose up to five key fields for every stage.
  13. Click “Next.”
  14. Activate the sales path.

These guided sales paths will help make onboarding new salespeople quick and easy. And also help highly experienced salespeople stay productive and on track throughout the sales process.

Do you want to understand the difference between Salesforce classic and Lightning? Click here.

Managing Your Leads, Contacts, and Opportunities in Salesforce

As of now, it should be evident that even a little bit of planning and customization in your Salesforce account can help your team go a long way toward mastering a more valid, valuable sales process. 

It has been discussed earlier but still needs to repeat-  the most crucial action your sales team could take while effectively managing several working parts in Salesforce is to outline the important entry and exit criteria for every peculiar stage.

Many sales engagement platforms can integrate with Salesforce to make this complete process even more easier. On the Salesforce sidebar, you can see information about Contacts and current activities; along with that, you can create or modify Salesforce Leads, Contacts, Accounts, and Opportunities easily in your Gmail or Outlook inbox. 

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Tracking Sales Activities and Measuring Your Progress

Once your sales team is ready with the architecture authorized to embrace and upgrade your outlined guided sales path, you can change your focus to daily tasks that’ll make a lot of difference to your business, i.e., sales tasks.

Salesforce can track several activities of separate sales representatives and create reports according to their behavior and outcomes. This type of insight helps improve productivity as well as workflow and can throw light on your team's most worthwhile sales activities and ultimately use Salesforce for sales.

In Salesforce, it can be achieved by personalizing the “Activity Type” picklist fields and generating activity reports using them. This activity reporting can boost productivity and transparency among your team. 

Note- Before defining these Activity Types, outline expectations with your sales team about which sales tasks to track, how to describe them and how frequently you’ll need to track them. 

Importance of Learning Salesforce

Currently, Salesforce software is dominating the world market, with more than 150,000 companies strengthening their business growth using Salesforce. From small businesses to giant businesses such as Google and Facebook, companies are taking advantage of their range of products and services to resolve business challenges.

Companies across the spectrum have embraced Salesforce for day-to-day activities and work requirements. 

There are plenty of Salesforce jobs, and also there is a vast career scope in Salesforce. As per Gartner, companies of all sizes are changing from on-site premises to cloud implementations; it has been estimated that in 2019, investments in Software-as-a-Service will reach approx. USD 42 billion. 

Also, the flexibility with which Salesforce customizes, builds, and gives out applications in the platform has multiplied innovation and advocated cloud implementations in a continuously growing digital economy. The job growth in Salesforce is forecasted to be the highest in the financial services and manufacturing industries. The retail, communications, including media industries are also predicted to be the top adopters of Salesforce. 

What does it indicate? If you’re currently working in any of these industries, a Salesforce certification can help prolong your career. Also, the companies are in the middle of an important digital transformation, and the cloud is an important element in their success. Hence improving skills in cloud technologies such as Salesforce will be a starting point for great success. Our step by step Salesforce career path in 2022 will be helpful to you.

Conclusion

This blog must have helped you understand how to simplify sales processes using Salesforce and how you can use Salesforce for sales. Ultimately the outcome to be drawn is that deploying a cloud-based CRM is always the best investment to boost revenues, inner conversation, and customer satisfaction. Salesforce offers numerous benefits that help improve the performance of your business. After looking at the use of Salesforce CRM, consider using it for your organization.

The human touch is essential when closing deals; therefore, you must remember that even the best digital platforms can’t completely displace employees in the retail sector. On the contrary, automatization simply eases the process. 

JanBask Training is a compelling, highly skillful, and universal online Salesforce training provider dedicated to propelling nextgen learners using a completely new training method. If you’ve any doubts, get in touch with us, and let’s build a successful career together!

FAQs

Q1. What is Salesforce?

Ans:- It is the most prominent cloud-based CRM software with several Salesforce SaaS and PaaS products and an accompanying suite of enterprise apps. It focuses on customer service, analytics, and automating sales processes, along with ideal app development and enhancement environment. It made it the ultimate platform for product development surrounding customer requirements.

Q2. What does Salesforce offer?

Ans:-Salesforce connects customers with businesses and automates marketing operations. The aim is to automate sales and marketing data, build more captivating sales content as well as channels, sell more quickly, help in providing a better customer experience, and bring about new innovations

Q3. Why should you learn Salesforce?

Ans:- There are a number of uses of Salesforce CRM. More than 150,000 small to huge businesses are powering their organizational growth using Salesforce’s products and services. Businesses across various industries have adopted Salesforce for their daily operations and work requirements. Also, as stated by Gartner, companies are shifting from on-site to cloud-based implementations. Hence, if you working in any of these companies, Salesforce certification will be beneficial.

Q4. How does Salesforce certification help your career?

Ans:- You can accelerate your career by earning a Salesforce certification. If you check different job roles, you’ll know that every job role demands a particular Salesforce certification. Uplift yourself with appropriate certification to get the job role you want. Since there’s a great demand for a Salesforce job role, a Salesforce certification will prepare you for customized Salesforce needs and propels you ahead in the expertise area where the future scope for career and salary growth is sky-high.

Q5. What are the basic needs for learning Salesforce?

Ans:- Salesforce job positions can differ from administrators, developers, quality analysts, and business analysts to product owners. As for the Salesforce Administrator job role, coding knowledge is not required, whereas a developer role requires coding proficiency. Because the development is carried out in Apex, it needs little important programming knowledge or familiarity with Java, .net, CSS, Javascript, REST, SOAP, and HTML 5. Persons with programming backgrounds will find it easier to transform to the Salesforce developer role; however, someone new to coding may have a steeper learning curve. You’ll find detailed information about Salesforce admin roles and responsibilities here.

Q6. What are the eligibility criteria for taking Salesforce courses?

Ans:- Anyone who is an IT student who wants to make a career as a developer, a fresh graduate who wants better career prospects, a Salesforce administrator who wants to get into development, or a developer who wishes to develop applications in the Salesforce trailblazer ecosystem etc. But having said that variety of Salesforce certifications exist, and you can select one or more to get that desired job role. 

Q7. What are the different types of Salesforce Certifications?

Ans:- Salesforce certifications are industry-varified and based on qualifications and skill sets for every job function. Getting more than one can help to take your career to the next level. Here are the different Salesforce certifications

  • Salesforce Certifications for Marketers
  • Administrator - Administrator, Advanced Administrator 
  • Developer - Commerce Cloud, Platform Developer I, Platform Developer II
  • Technical Architect
  • App Builder
  • Certifications for Implementation Experts or Consultants
  • CPQ Specialist Certification
  • Pardot Expert - Consultant, Specialist

Q8. What is the scope of salaries in Salesforce job?

Ans:- Salesforce certifications are in high demand. For instance, a Technical Architect job role earns the highest salary with an avg. of $150,000 per year in the USA, but having said that, salaries are commensurable with a company, location, experience, and certification type. No doubt, packages are higher if you’ve more Salesforce certifications.

Q9. How are Salesforce exams formatted?

Ans:- The format of Salesforce exams is always multiple-choice, with few exceptions for more advanced Salesforce certifications. In these advanced exams, the learners are asked fact-based or scenario-based questions that need one or more answers. 

Q10. When should you take the Salesforce certification exam?

Ans:- Salesforce certifications need an in-depth understanding of the platform to pass them. It’s essential to know how Salesforce works as a user and backend administrator and understand


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    Shubham Singh

    With his detailed research and unique insights into IT and Technological trends, Shubham has been producing high-quality and engaging content that meets the standards of its end-users.


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