Salesforce Integration- Never miss a field again
Today I wanted to talk about the elephant in the room.
She’s quite massive, been around forever and blue.
Actually she’s kinda shaped like a cloud.
I’m talking about Salesforce.
This Goliath CRM has seemingly been around for decades and has developed into a "blank slate" of a solution that totes extreme customization and flexibility.
Technically that is true. I’ve gone through and personally set up our Salesforce account and the structure for our organization moving forward. I’ve witnessed the power of adding custom fields and the ability to create any type of documentation portal I’d like. Plus, the reporting that can be pulled across the org is unmatched. For those who are in “the know”, it's an amazingly powerful tool which is a perfect platform for detailed documentation.
That said, I’ve also been on the other side of the token.
The world of the Account Executive.
A world where you’re managing dozens of deals, conducting back to back calls daily and doing everything in your power to drive value and close new business. Oh and of course… everything needs to be up to date in your CRM virtually immediately after it happens.
And this is where Salesforce fails. Ease of use.
As an org scales, Managers, and VPs add endless fields they’d like us to fill out for ever stage of every deal. Everything from deal size, to close date, to top competitors. You name it, I’m sure it’s been a field within Salesforce.
The problem?
Just documenting one field in Salesforce takes a significant amount of time and many clicks to get it done. This can be incredibly time-consuming as your pipeline fills up. In reality, most of an AE's time is spent outside of actually selling their solution.
“25% of an average sales reps time is spend on Administrative tasks"
That's 10 hours a week spent on just documentation.
And even worse than wasting 1/4 of your time on writing notes?
We’re really bad at it...
"In fact, Gartner estimates poor data quality is the primary reason 40 percent of all business initiatives fail to achieve their targeted benefits.”
...and we know it.
"And 84 percent of CEOs say they’re concerned about the quality of the data they base their decisions on"
The result?
Incomplete fields. Bad Data. Angry sales leaders. Defeated reps. Lost revenue.
“The average company loses 12% of its revenue as a results of inaccurate data”
The solution?
Given how much of a pain Salesforce documentation is for so many Account Executives within SaaS, we sought to create a solution. Essentially aiming to bring the correct Salesforce fields to your fingertips, exactly when you need them.
So that’s exactly what we’ve done with Demoflow.
Within Demoflow, an organization or a user can set the Account and Opportunity Salesforce fields they’d like to have access to. Demoflow will pull in the current information for that field and give you the ability to edit/update the information.
These fields are at your disposal before, during and after a demo so you’ll never be far from your CRM.
So here’s my proposal to you.
Let's do away with endless hours spent on Salesforce documentation and get reps back to what they do best… selling.
Let's make sure that the processes leaders are putting in place are actually followed and the data they’re pulling from CRMs actually help them make informed decisions about the business.
Let's make selling a little easier for everyone.
Larson
