Chapter 4. Increase Sales Rep Efficiency
Chapter 4. Increase Sales Rep Efficiency
Salesforce helps increase rep efficiency by automating manual processes. It provides a centralised location to access competitive information, and lets reps get in touch with the experts – the ones who know the product or service inside out.
Let’s see how Salesforce helps you increase sales rep efficiency:
Connect with experts to strengthen competitive information
Positioning your products and services is a constant evolution based on your competitive environment. You can give reps a winning chance by providing access to a repository of competitive information. Add ready access to subject matter experts who can connect your reps with the right resources, and you would have set them on the path to winning deals.
Competitive insights often go undiscovered because sources are spread across the organisation. For example, employees who previously worked with your competitors, and sales teams that have won or lost against competitors – all these resources have the potential to provide key insights quickly.
Watch this video to know more.
Reduce clicks with quick access to consolidated information
Ask any sales rep what they would like to have most during the day, and the answer is sure to be ‘time’! When sales reps get quick and immediate access to information, they can plan their day better.
If your reps get visibility into the total amount of closed won deals and total amount of open opportunities for an account, they can evaluate where they need to spend time. This also means they engage with prospects having the most potential to close, while servicing customer who need their immediate attention.
Using roll-up summary fields, Salesforce can automatically sum up the open opportunity and closed won opportunity amounts for an account. This is displayed on the account page itself for easy reference.
Optimise the sales process by automating steps on won deals
Besides chasing down experts and figuring out the right information, sales reps are required to navigate manual processes. Obviously, speed, consistency, and quality aren’t possible when you invest time in executing routine tasks. Why not automate these sales processes in Salesforce and enable your teams to scale?
For example, sales reps often need to make updates to their opportunities once a deal is won. The selling stage may have to be updated to ‘closed’ while the closed date would need to reflect the current date. They would also like to send a thank-you email to the new customer.
Without automation, sales reps would need to close their deals and send a thank-you note manually. But with Salesforce, the account type can automatically be changed from Prospect to Customer once the sales stage changes to ‘closed won’. Thank-you emails, along with key onboarding resources, can automatically be sent to the executive sponsor identified on the opportunity.
Lastly, using workflow rules, email alerts, and the My Email Salesforce functionality, you can keep track of thank-you notes sent to executive sponsors. Imagine the time you save for your sales reps when all these manual steps are eliminated!
Watch this video to know more.
Provide easy, anywhere, anytime access to Salesforce through mobile
Salesforce Resources
Questions? We’ll put you on the right path.
