25 Mar Boost your Sales Efficiency with Salesforce Sales Engagement
Sales teams today face the dual challenge of managing high-touch relationships while maintaining productivity at scale. Sales Engagement is a Salesforce solution designed specifically to enable teams to enhance sales productivity with tailored and easy to use Sales Cadences. Whether you’re a growing business or an enterprise-level organization, leveraging this powerful solution can significantly enhance your sales process while providing transparent reporting over your most important KPIs. In this article, we will break down the core functionality of Sales Engagement and demonstrate how it can transform your sales strategy.
- Mastering Cadences: Streamline Your Sales Process
Cadences form the backbone of Salesforce Sales Engagement, offering structured and automated sequences of actions for engaging with Salesforce Leads (Prospects) and Contacts (Customers). They help ensure your team stays consistent in outreach while personalizing each interaction.
Where can Cadences be Found in Salesforce: Sales Engagement comes in with its own user-friendly Cadence Builder – letting your defined Cadence Administrators (for example Sales Managers) create step-by-step Sales Cadences.
How They Work: Cadences can include a series of different steps that follow your company’s sales processes and best practices such as Calls, Templated Emails, and even automated guided processes such as Screen Flows. Your Cadence Administrators define the time lapse between those different steps as well as their
Outcomes. For example, a Call step can have different next steps depending on the call’s Outcome. If the call resulted in a voicemail left to the Customer, the next step could be a follow-up call in 24 hours. If the call was a meaningful interaction with the Customer, the next step could be to send a templated email to schedule a demo session.
Pro Tip: Sales Engagement’s Cadence Builder includes templated / pre-built Cadences that can be used as examples to start building your new Cadences for your team. These Cadences can be a great source of inspiration when it comes to defining the right Cadence logic and mix of steps needed.
- Work Queue and Telephony Integration: Boost Daily Productivity
The Sales Engagement Work Queue / To Do List functionalities and Telephony Integration bring day-to-day sales operations into focus. They are core elements to configure to make sure that your users can efficiently use your newly created cadences.
Work Queue Efficiency: The Work Queue / To Do List are visual representations of the work that needs to be achieved by a sales rep that can be sorted/filtered for better prioritization / organization of tasks. These functionalities allow your teams to easily view and act on their cadence assignment for a prospect/customer by placing a call, sending an email, or starting a screen flow. Instead of juggling multiple tools or spreadsheets, your team can concentrate on a single view and perform tasks without having to navigate away to other pages.
Note: While the Work Queue functionality isn’t going away yet, Salesforce recommends to start using the To Do List functionality to prevent change management difficulties when the Work Queue gets retired.
Optimize through Workflow Automation: Salesforce flows allow you to optimize sales efficiency by controlling the entry criteria / exit criteria of a Lead/Account (Prospect/Customer) for a cadence. These functionalities are pre-built and ready-to-use Apex actions that can be used in your flows.
For example, you could use a flow to automatically add a Lead (Prospect) to a “Nurture Cadence” when the Lead status is updated to “Working-Contacted”. Similarly, you could remove the Lead from that Cadence when the Lead status is updated to “Not Interested-Not Converted”.
Seamless Calling with Telephony Integration: Sales Engagement paired with a great telephony solution allows your sales reps to make calls directly from their Work Queue / To Do List without having to navigate to another functionality. This is what we call “click-to-dial” because a simple click can trigger a call to the right Lead/Contact (Prospect/Customer).
In terms of telephony solution, you can opt in for Salesforce Sales Dialer, Service Cloud Voice, or an Open CTI third-party partner solution approved on the Appexchange. With any of these solutions, a Call task is logged post-call allowing you to track call activities and results.
- KPIs and Reporting: Measure Success
You can’t improve what you can’t measure, and Sales Engagement provides multiple out of the box reports and dashboards that provide insight into cadence adoption and usage, statistics about sales outcomes and ROI, details on cadence and email success, and opportunities to enhance sales rep enablement and coaching.
Customizable Report Types: On top of standard reports, Sales Engagement also provides report types which allow you to create your customized reports from scratch with a set of pre-defined fields. Typical KPIs measured include Completed Cadences, Calls Made per Day, Overdue Tasks…etc.
Key Metrics for Different Teams: With Report and Dashboard filters, you can measure success from the perspective of different teams. For example, a report can be created for Sales Managers to track the performance of all the Sales Rep under their teams. A Dashboard can also be filtered to show all the report insights from the perspective of a single Sales Rep.
Real-Time Insights: Sales Engagement reports and dashboards allow you to have real-time measures of your sales strategy’s success and Sales Reps’ performance. This allows you to make adjustments progressively and refine your long-term sales processes and strategies for success.
For easier access to these metrics, a Sales Engagement dashboard can be added to your Sales Engagement’s homepage and be made visible to only specific teams/users.
- Conclusion: Transform Your Sales with Salesforce Sales Engagement
From automating repetitive tasks to enhancing team productivity and providing actionable insights, Salesforce Sales Engagement is a powerful solution for all businesses looking to bolster their sales teams productivity. It offers a wide range of out-of-the-box tools and functionality to enable your sales rep to view, organize, and perform their tasks all from the same unified view.
Ready to elevate your sales strategy? Let’s talk about how we can help you achieve your goals with Salesforce Sales Engagement. Reach out to contact@offprem.tech to schedule a call!