Salesforce Reports That Keep Your Remote Sales Team Productive

Salesforce Reports That Keep Your Sales Team Productive

As businesses grow, it is anticipated that the number of remote employees will continue to grow as well. So, whether your sales team has worked remotely before or not, it is still important to ensure they are being productive. Gone are the days of sitting in cubicles and being watched over after making call after call.

Keeping Your Remote Sales Team Productive is as Simple as 1, 2, 3.

1. Communicate Purpose

The most important thing to keep your sales team productive is to communicate the purpose. Ensuring your sales team understands what is important and why will help them prioritize the different tasks that they have to do.

2. Provide Incentives

Now that your team understands the why behind what to do, they need the motivation to be productive. The best way to do this is by incentivizing your sales team. Incentivizing your team pushes them to not only meet expectations but to exceed expectations. Once you have determined the incentive, now it is time to determine how to measure your teams’ productivity.

3. Showcase Performance – Actionable

The third step is the most important one. You must have a way to visualize how your sales team is doing. Creating reports and dashboards is critical to a productive sales team. This allows you to manage more efficiently because you will see a real-time snapshot of how the team, as a whole, is performing and how each individual rep is performing.

It is important that your sales team is able to see how they are tracking with their own performance. This helps them know how close they are to their goal, what accounts they need to reach out to, and how they can improve. Make sure that these reports and dashboards are easily accessible for your team.

Useful Salesforce® CRM Reports and Dashboards

1. Goal Tracking

Some of the most valuable metrics are how reps are tracking to date and what they were at for the prior year. Showing the Year to Date, Quarter to Date, and Month to Date for the current year and the prior year allows the reps to see how they are tracking. This also allows you to understand how the team as a whole is tracking.

Reporting for Goal Tracking
Creating reports for goal tracking is simple. The easiest thing to do is to create a standard Opportunities report. From here, you can use different groupings, filters, and calculations to get the numbers you are looking for. The best practice is to use multiple reports when creating your dashboard as no one single report will give you everything you are looking for. An example is creating a report for YTD, QTD, MTD, this allows you to show your sales team how they are doing on the year, quarter, and month. Showcasing that next to the previous year can help push your team to beat last year’s marks.

Sales Tracking Dashboard

 

2. Activity Tracking

After goal tracking, the next measure to focus on is Activity tracking. Activities are vital to a sales rep’s success. In theory, the more activities logged with a prospective client, the more likely they are to close the deal. It is important to be intentional with activity tracking by bucketing different account types and how many calls or meetings are logged in each type.

Reporting for Activity Tracking
You can utilize multiple standard Activities reports. If you are focusing on Activities for your Accounts, then utilize the Activities with Accounts report. From here, you can customize your report for what meets your business need. The best practice is to ensure you have proper groupings such as the activity owner, the task type, the account type, etc. This will help you keep track of how your sales team is performing when it comes to logging activities and also if they are hitting the industries they need to hit.

Activity Tracking Dashboard

 

3. Pipeline

An understanding of your pipeline and the health of it helps push your sales reps to close deals faster and also helps you manage a forecast of the expected deals to close. This drives insight into understanding how the business as a whole is doing and how the business is expected to do.

Reporting for Pipeline Tracking
Reporting for pipeline tracking is similar to goal tracking reporting. You will still use the Opportunities report type, however, your focus will be on the Opportunity stage instead of YTD, QTD, and MTD. Also, you are able to create a standard funnel to see what stage the bulk of your opportunities are in. And if you like, you also create a bucketed field to analyze what is in the pipe versus what is committed. In addition, you are able to see a trend of what is committed and in the pipe from quarter to quarter. This allows you to push your team to close the deals that are in the final stages as well as understand how much revenue will be generated in the coming quarters.

Pipeline Tracking Dashboard

 

Some Additional Reporting Tricks to Help You Manage

  • Using targets so the gauges change colors depending on how close your rep is to their target.
  • Subscribe to Dashboards and Reports to get consistent updates.
  • Download each component as a PDF to send or present.
  • Utilize “View Dashboard As” to give a specific view based on the dashboard viewer.
  • Generate more powerful analysis and visualizations in Einstein Analytics.
  • Get notified when certain numbers are hit through Einstein Analytics dashboards.

 

Want more ways to inspire your sales team and drive performance? Join our upcoming webinar to learn more. 

Managing a Remote Team with the Right Salesforce Reports Webinar

 

At Ad Victoriam, our Salesforce consultants can help your business achieve its sales goals. Specifically, we’ll guide you through relationship management, sales structure, pipeline management, and predictive sales. We’ll also work with you to construct reports and dashboards that will help your team reach their goals, see what accounts they need to reach out to, and outline all of the where areas they can improve. And the best part? We can start helping you today, so fill out the quick form below, or click here.

 

Subscribe in a reader

Salesforce Chatter Best Practices for Remote Collaboration

Salesforce Chatter Best Practices for Remote Collaboration

Ad Victoriam Solutions has had a large dedicated remote workforce spread across the U.S. since we began in 2014. We have tons of experience with making remote collaboration work for us and our Salesforce® clients. And as more and more companies enable their employees to work from home, we understand why communication that used to pass over cubicle walls or down the hallway isn’t as easily transferred. “Credit this account,” “add $10,000 to this project budget,” and other one-off changes and edits were how business got done. But the truth is, this isn’t how business should be done. Here’s why and how you should utilize Salesforce’s Chatter feature to communicate important changes.

A Paper Trail of What Happened

Company accountants, internal auditors, and operations managers are just that. They’re accountants, auditors, and managers. They are not detectives whose job it is to figure out when and why data was changed. When important details, throughputs, and measures are changed, books don’t balance, audits fail, and managers operate based upon false pretenses. And when something is important is altered, there is no paper trail of who, what, or why.

Why Chatter?

Putting the why in Chatter provides anyone looking at an account, opportunity, or project with an easy to find timestamp confirming any change and who authorized it. People can reply and comment, and there is now a history of what happened and why. Furthermore, you can tag anyone who needs to know about the change. So you can let your staff accountant know that an invoice has been credited, or a goodwill credit needs to be issued. Your operations manager can be notified that the project budget has changed. The ability to have complete transparency will help your business run more fluidly, avoid back-and-forth communication, and eliminate the need for people to track down the historical “what happened here?” confusion.

Salesforce Chatter Features

Use Automation to Make it Easier

The best part is that a lot of this can be automated. Changing a project budget? Create a rule that requires a reason and hit save. That information can automatically be fed into the Chatter feed, timestamped and posted by the person that made the change. You can even create a rule that automatically @ mentions team members that would need to know.

Take Advantage of the Opportunity

For the next month or so, more and more of us will be working from home. Resist the temptation to replace the water cooler with a Slack message. Don’t replace a conversation at an employee’s desk with an e-mail. Use this opportunity to start unleashing the power of Chatter. And automate as much of this as possible. Investing in this best practice will help you get the most out of Salesforce and unlock incredible efficiency gains. And while they might not be immediately visible in the C-suite, your operations and accounting teams will thank you.

Remember, AdVic has had successful remote staffers in place around the U.S. since our inception, so we know how to guide your business with tools such as Salesforce Chatter. So, if your business needs its remote employees to drive more productivity, accelerate more innovation, share more knowledge, and take action anywhere, the Ad Victoriam consulting team is ready to show you how quickly and easily you can do it with Salesforce Chatter. Let talk now!

 

Subscribe in a reader

How to Keep Your Remote Team Engaged and Productive in These Uncertain Times

How to Keep Your Remote Team Engaged and Productive in These Uncertain Times

From sporting events to conferences, the COVID-19 virus has disrupted life as we know it in a way unseen in over a generation. And these disruptions have carried over into business as well. With an overwhelming desire to keep our employees and their families safe, most offices are shuttered and workers across the country are utilizing technology to work from home. If you’re a manager at your company, this is a completely new concept that brings its own unique set of challenges. Here are some tips to effectively manage your remote team through this crisis.

Let Them Know You Are There for Them

These are scary times filled with uncertainty. Talk to each employee as a human being first. Each individual will have their own unique fears and challenges. Let them articulate these to you and let them know you hear them. If their children are out of school, let them know it’s OK to make time (and maybe some extra time) for having breakfast and lunch with their families or to take a walk to get out of the house. If they are scared or frustrated, let them get their feelings out.

Check-In Regularly

Think of all the touchpoints you have with your team during a traditional day in the office. At their desk, in the break room, filling up at the water cooler, a quick conversation in the hallway. Effective managers of remote teams replicate these touchpoints. Utilize GChat, Slack, or text messages to check in throughout the day. For your more extroverted employees, pick up the phone and let them talk.

Business as Kind-of-Usual

These times are unprecedented. But remote work isn’t much different than office work. Make things seem as usual as you can. Go forward with planned training, reviews, one-on-ones, and check-ins. In times of great uncertainty, your employees will be looking to you to provide some sense of normalcy and routine.

When the Smoke Clears …

If your staff didn’t work from home before, they are going to want to work from home at least some of the time after enjoying the benefits of remote work. It offers more flexibility for family time, errands, and working out. And when managed right, you’ll realize (as will your employees) that everything is in place to allow them to spend more time outside of the office. Be ready for this conversation and, if it works for your business, offer a more flexible office/remote work schedule.

 

One of the benefits of today’s technology is that it can help keep your teams connected even when they aren’t in the same physical location. This is especially important when it comes to collaborating and communicating across teams. Tools like the numerous cloud integration solutions Salesforce offers – and Ad Victoriam consultants can help you integrate – don’t replace face-to-face communication but they can develop a structure for staying engaged even as your workforce works remotely from home.

So, during these uncertain times, Ad Victoriam encourages you to not stop moving your business forward, because we aren’t, and we’re here to help you every step of the way.

The AdVic team hopes you and your loved ones remain safe and healthy.

 

Subscribe in a reader

How a Salesforce Solution Ups Your Customer Service Game

How a Salesforce Solution Ups Your Customer Service Game

With competition for customers intensifying year-in-and-year-out, along with customer expectations of the companies they deal with, businesses have no choice but to focus on a solution for delivering superior customer service if they want to compete and succeed.

When you prioritize customer service in every interaction you have with a customer, you earn their trust, build lasting relationships, and give your company a competitive advantage that’s second to none. But the question is, what can you do that will help you get – and maintain – that competitive advantage?

Across every channel — whether it’s email, phone, chat, messaging, self-service, IoT or in-person — Salesforce® Service Cloud enables companies to put the customer at the heart of every service moment and deliver personalized customer experiences.

Let’s take a look at a few ways implementing a Service Cloud™ solution can help you to deliver smarter customer service with a 360-degree view of every customer.

Connected Workspace Solution

The path to offering a better customer experience is as simple as a better service agent experience. Start by arming your team with Service Cloud’s omnichannel console (see image below), built-in productivity tools, automation, AI-powered next-step recommendations, and a unified 360-degree view of every case detail and customer interaction. When you do, your team can automate routine tasks and solve cases faster, and tailor support to match each customer.

Service Cloud Connected Workspace

 

Case Management 

When it comes to case management, the goal is to ensure consistent and accurate customer support. You get there by routing the right case to the right customer service agent every time. Agents will also get customer activity updates and alerts when an action is needed, guaranteeing the right level of service. And with that 360-degree view, every customer interaction appears in a chronological timeline. In addition, every voicemail, email update, knowledge article, or any other information about a case appears in the agent’s news feed.

Service Cloud Case Management

 

Knowledge Management Solution

When it comes to knowledge management, a Service Cloud solution empowers your customer service agents to help customers find the answers to their questions across any channel through a centralized knowledge base.

And if it’s a self-service solution you’re interested in, you can embed knowledge articles right into your website or mobile app, plus instantly answer customer questions using artificial intelligence-powered chatbots to recommend articles.

Service Cloud Knowledge Management

 

Service Analytics

As a manager, wouldn’t it be great to know everything that is happening within your customer support operation any time, anywhere, and from any device?

As part of Salesforce Service Cloud, Service Analytics helps your customer service agents make more informed decisions in every customer conversation by giving managers the ability to embed analytics right into the agent workspace. This allows agents to work faster using prebuilt dashboards that automatically populate your CRM data. Managers also gain visibility into the business operations with case volumes, agent and mobile worker activity, chatbot performance, and backlog analysis.

Service Cloud Analytics

 

And we haven’t even scratched the surface of how much more Service Cloud can do to enrich a better manager to service agent to customer experience. It’s a platform that scales with you, and the Ad Victoriam consulting team is anxious to show you more.

Oh, and did you know Field Service Lightning (FSL), which can seamlessly integrate with Service Cloud, helps businesses get more out of their field service operations? FSL creates optimized routes for field techs, helping complete the customer 360-degree view and connects you to your customers.

So, are you ready to up your customer service game? We’re ready to create a strategic plan just for you. Just fill out the form below, or click here.

 

Subscribe in a reader

How to Convince Your Stakeholders It’s Time to Get a CRM

How to Convince Your Stakeholders It's Time to Get a CRM

In 2020, the term “digital transformation” is more than just a buzz phrase. It’s the single biggest reason why business stakeholders need to end their nightmares with their disparate systems and implement a unified Customer Relationship Management (CRM) tool to even have a chance at meeting their business goals.

From having the ability to unlock and analyze data to delivering better-connected experiences to their employees – who in turn can offer more personalized experiences for their customers – stakeholders who implement a unified CRM are making the decision to end their company’s struggles with data across teams and systems.

But how do you – as a dedicated and concerned employee – get buy-in to implement a CRM from all of your company’s stakeholders? Well, here are some thoughts on that…

Do Your Homework

The end goal is to make “the pitch” to your stakeholders about implementing a CRM a slam dunk. So, first, go about collecting as much evidence to support why this makes sense for your company’s future growth.

Start with your sales team. Ask them: What does your pipeline look like? Do you think you are doing a good job of tracking your current opportunities? Do you feel focused on your daily outreach efforts to close a deal?

Once you have those answers, it’s time to map out the specific features and capabilities you think your CRM should have.

From there, research companies that are already using the CRM you’re most interested in and solicit feedback from them on how that system is working for them. Quiz them on what they like, what they don’t like, and what results they’ve seen from using that system. It won’t be hard to find those companies. Just look at the CRM product company’s website for a “Customer” page and randomly pick a few of their customers and reach out to them.

Free Worksheet Download: Justifying the Need for a Sales-Focused CRM

Cost vs. Benefits

Some might say this is the biggest hurdle you’ll need to get over when presenting your case to stakeholders for a CRM implementation.

First, try to approximate how much your company is losing without using the CRM product you’re interested in. You can do that by going back to the “Do Your Homework” questions you asked the sales staff and do estimates from there. In particular, based on current sales data you’ve assembled, estimate a percentage of how much more a salesperson could close each month by using a CRM, and also estimate how much your company is losing over a month or a quarter by not using the CRM.

What Will Implementation Look Like?

As you begin planning how you envision your new CRM implementation would go – because your stakeholders are going to ask – start by being ready to answer the questions, such as:

  • Does your company have an internal resource who will be your project champion? Will that person have the time and expertise to lead your CRM implementation?
  • Do you have data cleansing or migration needs that your team has the skill set to address?
  • If needed, is your team able to integrate your technologies (ERP or legacy system) with your new CRM platform to create a 360-degree view of your data?
  • Should you consider adding a consulting partner to guide you through implementation? What are the costs involved with that?

D-Day

So, now that you’re armed with a plan of attack, it’s time to gather your stakeholders and make your case. How and when you do that can only be determined by your internal knowledge of the company’s culture, i.e. do you make your presentation in a formal setting or casually over a meal?

Our advice, don’t sweat the how and when. Just be sure you do your homework, weigh the costs vs. benefits, and have a well-thought-out implementation plan. And to help you with your plan, you can download our free “Justifying the Need for a Sales-Focused CRM” worksheet that will show you how to gather all the ammunition you need to convince your stakeholders. And remember: You’ve got this!

Adding a CRM can serve as a key driver of digital transformation for your company, and the Salesforce® consulting team at Ad Victoriam has years of experience implementing and integrating systems with great success. Perhaps we can help you make the case to your stakeholders about the benefits of a CRM? We’re excited to get you there! Let’s talk now!

 

Subscribe in a reader

3 Ways to Unleash the Speed and Efficiency of Your Field Service Operation

3 Ways to Unleash the Speed and Efficiency of Your Field Service Operation

Are you struggling with ways to better connect your field service operation? Searching for a way to enable them to deliver intelligent and productive on-site services with speed and efficiency using just one unified platform?

Here are just three of the reasons why a Salesforce® Field Service Lightning (FSL) solution could be the answer to your struggles.

1. Field Service Route Optimization

With Route Optimization, you can set up work rules that can be defined as a yes or no to prevent a rule violation. Utilizing service objectives allows you to weigh different goals based on the determined importance. Examples would be: Will this make the person work overtime or not? - or - Is this person in the same area or not? - or - Who is the fastest person that can get there? Do you want this job to be done ASAP or can it wait?

By using answers from the questions above, you can define a scheduling policy. This policy is applied to an optimization request. The optimization runs and looks at every possible way to route the different resources and their jobs. That can mean either switching the jobs around for that single field tech, or you can create another scenario for the day and optimize everything that is going on for that particular day.

2. Ease of Work Order Creation

By integrating FSL with Service Cloud, imagine an issue comes in such as a person calling to say, “My water heater is broken, I need help.” That creates a case and logs it. From there, a support agent can - with just one or two clicks - create a work order. From that work order, the dispatcher can see that it’s an emergency issue and assign a field tech quickly and get them en route to the customer. The system makes it easier for the customer to get support, quickly, creating a great customer experience.

Another benefit of work order creation is the ability to look at a customized Gantt chart (pictured, below). With this tool, dispatchers can see what’s been assigned to specific field techs and can look on a map and see where those techs are as well as the jobs they are assigned.

Salesforce Gantt Chart

 

3. Utilizing the Mobile Device

Using a mobile device within Field Service Lightning, your field techs can stay in constant communication with the dispatcher. This allows the dispatcher to push updates or new jobs to the tech. They can also get more information on their jobs, and gather required signatures acknowledging that the work they performed was completed.

In addition, you can customize flows and processes that your field techs can walkthrough. You can also upload images if something needs to be documented.

The best part? Field techs don’t have to worry about connectivity issues when using the mobile device! If they are working in places like a basement, there is an offline mode where they can still enter their information and save it, and then when connectivity returns - either WiFi or data - what they entered will be uploaded to Salesforce automatically.

Watch our "Optimize Your Field Team's Schedule" webinar below!

Bonus Benefits of Using Field Service Lightning

Having done numerous FSL implementations, Ad Victoriam customers - from the manager perspective - tell us that they really like being able to see how their workforce is being utilized. Salesforce can calculate the utilization based on a person. As an example, say one of your field techs is 80 percent utilized this week, so you decide that you need to optimize their route and assign that tech more work so he’s closer to 100 percent utilization.

From a dispatcher perspective, they like being able to color code different jobs and see status update color changes on the Gantt chart and quickly react to any “red flags.” Dispatchers tell AdVic consultants all the time that their ability to see everything in one view is the biggest plus of their using FSL.

Are you looking to take your company’s field service performance to a new level? Talk with one of Ad Victoriam’s certified Salesforce consultants now by filling in the form below or click here.

 

Subscribe in a reader

Watch the AdVic webinar - "Optimize Your Field Team's Schedule" - to learn how to create scheduling policies, work rules, and objectives to drive productivity that will result in minimized travel time, overtime and costs, and much more.

7 Tips for Making the Most of Your Salesforce Investment

7 Tips for Making the Most of Your Salesforce Investment

How many times have you bought a product or service – either personally or professionally – and have regretted not taking the time to look under the hood so you could get the most out of your investment? If you’re honest with yourself, probably more times than not.

So, how do you ensure that you are getting the most from your Salesforce® investment? Well, there are numerous recommendations we could give you, but here are seven to start with that you would certainly get from the Ad Victoriam consulting team.

1. Employee Adoption

It’s really quite simple… To maximize your Salesforce investment, get your employees on-board out-of-the-gate. Show them how taking on the serious engagement of their new Salesforce tools are going to help their – and the company’s – bottom lines.

2. New Releases

The Salesforce platform is constantly evolving, with regular releases three times a year (Winter, Spring, Summer) that include many new features. It’s crucial that you and your team pay close attention to each new release to learn and understand the latest and greatest features and functionality added to your Salesforce org, and how those updates will impact and enhance the user experience.

3. Training

In line with being up-to-date with the new releases mentioned above, your users need to be trained and retrained. Schedule regular – mandatory – meetings with your team to make sure everyone is on the same page with the power of your org’s abilities. Your team can also make use of this Salesforce resource.

4. Use Analytics

Learn how to create reports and dashboards that’ll be relevant for your business. Take advantage of creating accurate report filters, and consider the implementation of Salesforce’s Einstein Analytics, as pivotal data insights can be unlocked on any device, anywhere.

5. Download Salesforce Mobile App

Download the iOS or Android Salesforce Mobile app so you can carry all your vital information with you. And here’s another tip: The app got some great updates in with the recent Spring ’20 Release, including admins get access to more customization options. End users get an intuitive UI, faster performance, and familiar Lightning features that make switching between desktop and mobile easier than ever.

6. Download Apps in the App Exchange

While there are instances where you need to custom build functionality, there’s no need to build everything from scratch. Visit Salesforce’s AppExchange, where you’ll find over 5,000 solutions to help extend Salesforce into any department or industry. There are more than 80,000 customer reviews, and with 6.5 million installs already, you’ll be in good company.

7. Collaborate

And last, but not least, c-o-l-l-a-b-o-r-a-t-e! In your Salesforce org you’ll find a tool called “Chatter.” Encourage your team to use it for everything from internal communication, or to set up private groups for the project management team.

If you need assistance with implementing and customizing a Salesforce solution – including learning more tips to get the most out of your Salesforce investment, Ad Victoriam’s problem solvers will help your company with any unique challenges you may have. We’re ready to talk today!

Get Your Free “Proven Salesforce Adoption Tips That Impact ROI” Guide

User Adoption Guide

No matter where you are in your Salesforce journey, you can get started on improving adoption now! Get AdVic’s free How-To Guide, which includes a four-step go-live process.

 

Subscribe in a reader

5 Reasons Your Team Needs Salesforce Maps

5 Reasons Your Team Needs Salesforce Maps

Not aware of Salesforce Maps? In a nutshell, using Salesforce Maps allows sales reps to make more money at their desks or in the field. They can free up more time to sell by decreasing time spent planning, driving, and tracking field activities. Utilizing Salesforce Maps (formerly MapAnything) turns the Salesforce experience interactive by displaying all of your Salesforce data on a map. Your teams can easily visualize all of your accounts, log calls, send emails, and create new events/tasks directly from the map.

The Big Five

So if an all-encompassing data visualization, routing and scheduling, and optimized lead generation system is collectively missing from your sales process, here are five reasons that make Salesforce Maps integration – which Ad Victoriam is accredited for – a no-brainer for your team’s success.

1. Map-Based Visualization

Better understand hard-to-find data on a map-based interface and make location-driven decisions that drive productivity. Also, uncover new opportunities to produce revenue by seeing which accounts are nearby anchor accounts while planning a sales route.

2. Optimized Routing

When you have the ability to optimize routing, you can build and launch routes that cut down on windshield time, cross-town driving, and lower mileage or gas costs. In addition, you will ensure timely arrival to high-value prospects and customers, thus building robust pipelines using accurate prospect data and territory visualization.

3. Prioritized Scheduling

A seven-day schedule can be optimized with visits prioritized based on Einstein or Pardot scores, or potential revenue to spend the most time with the most valuable customers and prospects. From there, easily view the schedule via exchange-based calendars on mobile or desktop.

4. Lead Generation

With a Salesforce Maps integration, you have the ability to access necessary data to turbocharge your prospecting efforts and marketing campaigns. You also have the ability to fill schedule gaps with nearby opportunities and more.

5. Mobile Compatibility

While on the road, you can easily automate the admin processes, like check-in and check-out, via a mobile device. Additionally, your team can utilize voice command turn-by-turn directions and turn on real-time traffic alerts to safely maintain productivity.

Is extending the power of your sales and service professionals your challenge? Ad Victoriam’s certified consultants can integrate a Salesforce Maps intelligence solution for you starting today! Just fill out the form below, or click here and we’ll connect with you quickly!

 

Subscribe in a reader

Innovative Technology that Drives Manufacturing Sales

Manufacturing Technology Salesforce CRM

Innovative Solutions for Manufacturing

Technology now exists so companies no longer have to be held back by the old ways of doing things. Manufacturers can replace legacy tools and siloed spreadsheets so sales teams can better serve customer needs and compete in the current landscape. An independent survey by Confirmit found organizations that adopted a CRM solution saw a 39% improvement in forecast accuracy, a 32% boost in sales productivity, and an overall 23% increase in sales. 

Cloud CRM

A cloud customer relationship management (CRM) solution allows sales reps to create deeper, more meaningful relationships with each and every customer. Real-time information and interactions can be carefully tracked, so quick decisions can be made and reps are better equipped to close deals.

Integration with ERP

An Enterprise Resource Planning (ERP) locked in a legacy back office system does little good when it comes to driving efficiency. The right integration tool unlocks and connects back office ERP to front office systems, so manufacturers can better manage distribution and supply chains and meet product demand. This access is also key to building a rich customer profile.

Data & Analytics

In manufacturing, sales teams not only need customer data to be accurate, but they also need to be able to successfully interpret it so they can make better decisions. Adopting an analytics tool can help reps uncover new opportunities and better sell to customers.

Related: Watch the on-demand webinar for manufacturers: Harnessing Data & Automation to Drive Sales Performance. 

Sales Benefits for Manufacturers

Once the old, outdated process and systems are out and the new ones are in place, manufacturers can expect numerous benefits. In fact, companies that adopt cloud technology to coordinate and collaborate with their sales teams, and across their organizations, enjoy a big advantage as a result.

Improved Relationships

Salespeople have better relationships with customers due to a 360-degree view of their history and needs, leading to more opportunities. Salespeople have access to clean data and are able to ensure supply is in place to meet demand for additional orders. It’s also a great way to stay ahead of customer expectations.

Better Efficiency

Reps waste less time on non-productive, manual tasks, are more efficient, and can spend more of their efforts improving the bottom line. Employee frustration from working in complex systems is minimized. This helps manufacturers retain staff longer, with less turnover, particularly key during this time when talent is especially needed.

Increased Sales

When it comes to Salesforce CRM specifically, a 2014 independent third-party survey by Confirmit found organizations that adopted the solution saw a 39 percent improvement in forecast accuracy, a 32 percent boost in sales productivity, and an overall 23 percent increase in sales.

Related: Watch a complimentary on-demand manufacturing focused webinar today. 

 

SalesforceDataManufacturingWebinar_Image_Feb19

Prepare for Your Next Open Enrollment Now

Prepare for Your Next Open Enrollment Now

For those of you in the payer space, congratulations! You just recently put to bed the Open Enrollment for 2019. So, how did it go?

At this early point here in 2020, you might be asking yourself several questions, including:

  • What can my company do now to attract new customers for the next Open Enrollment period later this new year?
  • What new tools and processes can we implement in the coming weeks and months that will make our internal operations and systems work more efficiently for the next open enrollment period and beyond?

Your 2020 Focus

As you begin to think about attracting new customers for your next Open Enrollment period later this year, it’s important as a payer that you also focus on guiding members along their entire care journey. Offer them a personalized, relevant, and timely marketing experience. And if you focus on those critical member experiences you are guaranteed that you will be delivering overall member satisfaction as well as retention.

Let’s explore some ways you can accomplish those goals.

Attracting New Customers

If you’re like most payers, you invested heavily in digital ads for the next Open Enrollment period in an effort to attract new customers. Use this time now to look at how your company’s ads performed and then make the necessary adjustments for when your ad campaigns will start later this year.

In evaluating your 2019 ad campaigns for 2020 adjustments, keep these Salesforce suggestions in mind:

  • Use your current member profiles to model the next ideal member. Create look-a-like audiences based on first-party data, as that can have a massive impact on ad spend for the 2020 Open Enrollment period.
  • Consider using a single view of your customers. On average, Salesforce says most marketers use 15 different data sources, yet only 47 percent of marketers say they have a unified view of their customers.
  • Target the right people for programs you want to expand. The goal here is to not miss out on reaching your key employer customers because you didn’t set up the right audiences.
  • Connect your databases with a data marketing platform (DMP), which can help you quickly identify customers and prospects and personalize content for each audience. This unified view will also help you understand who has already seen your content, so you can maximize your ad budget by making sure they don’t see it again.

AdVic Extra: Watch our recent related webinar: “Connecting Data to Transform Payer-Member Relationships”

The Connected Patient Journey

In 2020, your customers – present and future – expect more from you than just transactional emails, they expect a great brand experience. Just as important as your company’s products and services, the brand experience you offer must differentiate you from your competitors.

So, what have you done to establish a great connected patient journey? You know, those seamless customer experiences that go beyond email and happen across other critical touchpoints including mobile, advertising, the web, direct mail, sales, commerce, and service.

And one often neglected, yet important cog in the connected patient journey wheel is onboarding. The Open Enrollment period provides payers a great opportunity to understand what and does not work in the process. As an example, new members will surely have questions about your offerings and helping through the onboarding process goes a long way to keeping them happy enough to stay with you into the next season.

And don’t forget to re-engage with your existing members with your offerings as part of a continued connected journey. Communicate program changes and give them educational materials to make their healthcare journey even more personal and productive. Doing so helps them to feel confident that they are in the right program.

From attracting new customers to creating and implementing connected patient journeys, Salesforce Marketing Cloud for Healthcare Payers can help you accomplish those strategic goals and more. Want to know more? Ad Victoriam’s consulting team is ready – right now – to help you implement your secure and scalable Salesforce CRM for Healthcare solution. We will make sure you are ready to flawlessly execute throughout the 2020 Open Enrollment season later this year and beyond.

 

Subscribe in a reader