Anatomy of the Salesforce Champion
Discover how Salesforce Champions drive Salesforce adoption. Learn to identify, motivate & leverage power users for effective Salesforce training success.
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Using Salesforce.
61 articles on using salesforce.
Log a Call vs New Task vs New Event in Salesforce
Salesforce Activities are widely under-used and widely misunderstood. Learn when to use Log a Call, New Task, and New Event, and what to log and omit.
Salesforce Leads, Accounts, Contacts & Opportunities
How Leads, Accounts, Contacts, and Opportunities fit together in the Salesforce funnel, and how to assign each one correctly as a deal progresses.
Tracking the Most Important Sales Metric in Salesforce
Customize Salesforce so your sales team KPIs line up with out-of-the-box functionality, and give sales leaders clear insight into who is doing what.
How Long Should Salesforce Training Actually Take?
An hour at the company conference will not do it. How long Salesforce training for salespeople really takes, and why the short version fails.
Salesforce Should Help Your Team Sell. Why Does It Not?
Why is it that with an awesome technology like Salesforce, we’ve made such a mess out of supporting our hard-working salespeople?
The Most Important Step of the Sales Process
At the root of true consultative selling is knowing how to ask the right questions. But, can Salesforce be configured to encourage this? The answer, here.
Truth and Consequences for Non-Performing Salespeople
Use native Salesforce functionality to spot poor sales performance early and hold your salespeople accountable with evidence rather than opinion.
So You Want to Learn Salesforce. Where Do You Start?
Salesforce is a massive piece of technology and no one person knows all of it. Decide which area you want to focus on first, then pursue that path.
Adapt Your Sales Process to Salesforce, or the Reverse?
Should your sales process bend to Salesforce, or Salesforce to your process? How the Lead, Account, Contact, and Opportunity assignment decides the answer.
Salesforce Leads or No Leads, That is the Question.
Should your sales team use the Salesforce Leads object at all? What a Lead actually is, how it was intended to be used, and when converting makes sense.
What’s with the new Salesforce Mobile App?
What the Salesforce mobile app changes for field sales reps, what it does well, and where teams still need desktop Salesforce to get the job done.
Why Training Alone Will Not Improve Adoption
Salesforce training is an ongoing process. When the training workshop is over, the training continues. Here are helpful steps to reach full adoption.
The Leading Causes of Poor Salesforce Adoption
High Salesforce user adoption is every sales manager's goal, and it takes more than the sales team to get there. The leading causes of poor adoption.
Getting the Sales Team To Use (and Love) Salesforce.com
We all know that getting Salesforce.com licences for your sales team is a smart thing to do. But you know what’s not simple? Getting sales people to use it.
How You Can Improve Salesforce Adoption with Your Sales Team
Salesforce is essential in today's sales battle, but like any tool its value is capped by how effectively the sales team actually uses it.
Why Does Everyone Struggle With Salesforce?
If you’re a sales manager and you’ve tried to implement Salesforce with your team, you’ll likely recognize these challenges.
Salesforce.com is a Lot of Things…but This Ain’t One of Them
Salesforce.com is big. It’s powerful. It’s sophisticated. And it can dramatically improve your team's effectiveness. But there’s one thing it surely isn’t.
Why does Salesforce.com fail to achieve the desired results?
Expecting a rep to open Salesforce and intuitively know what to do is wishful thinking. Salesforce is many things, but do-it-yourself is not one of them.
Salesforce Adoption: Does It Need to be Lead from the Top?
“What are some best practices to push Salesforce adoption to the sales team if it doesn't come from the top?”
Configure Salesforce Before You Expect More Sales
How soon will we see more sales because of Salesforce? The honest answer depends on configuration, and on what you set up before the team logs in.
Measuring Business Health With Salesforce KPIs
Salesforce makes good-looking dashboards easy. Here are the indicators that genuinely show business health, especially when compared over time.
Salesforce Training: Monitoring Call Activities
Want better quality sales calls? Monitor activity in Salesforce, keep the statistics, and share the data with the team. That last step is what works.
When to Convert a Salesforce Lead Into an Opportunity
A full Salesforce funnel is not the same as a healthy one. When to convert a Lead into an Opportunity, and what it costs you to convert too early.
Are Your Salespeople Actually Using Salesforce Dashboards?
Salesforce dashboards are visual representations of custom reports, yet few salespeople or managers watch the gauges to see which ones are in the red.
The Most Used - Useless Metric in Sales
For years I’ve been amazed by the number of very smart sales people and leaders who have a blind spot in forecasting with Salesforce.com.
Is Salesforce.com a Little More Complex Than You Expected?
Does the thought of your Salesforce make you sigh? It does too much, and most teams accept that many features will never be mastered. That is fixable.
Salesforce.com -- What You Might Not Know
Ask yourself what your company's sales process actually is. Salesforce is powerful, but stays limited if the process does not exist outside the software.
Is Your Sales Team Slow to Adopt Salesforce.com?
There's a long history of sales reps resisting Salesforce.com despite the advantages it offers. The problem is not just one for the sales department, though.
Improving Territory Management with Salesforce Training
Salesforce Training can demonstrate a way to see your territory on a map with all your prospects and clients so that you could better coordinate your visits.
What's All The Chatter About?
Salesforce Chatter is what you get when you cross Facebook with Twitter and keep it inside your company. What it is for, and when a sales team uses it.
Sales, Meet The Digital John Hancock
Press hard, the third copy is yours. Print it, sign it, fax it back. What the shift to digital signatures changed about the moment a deal closes.
Building a Forecast Model
Very few companies have given real thought to a true forecast or probability model. How to build one your sales managers will actually trust and use.
The role of sales process in CRM
No two companies sell in the same number of steps or use the same rules. Why your CRM needs a documented sales process before it can help anyone.