The salesforce Classic interface is burned into every blood vessel in my retina.
I can navigate it with my eyes shut.
So, like you, at first I had to learn to adapt to the Lightning layout.
But, here’s what happens when you learn something new:
You approach it with a fresh perspective.
That means finding ways to make it better; ways to improve the experience.
And that’s exactly what happened when I learned the salesforce Lightning interface. I found simple ways to make Lightning easier for salespeople.
Since then, I’ve applied these lessons to dozens of companies.
Now you can do the same.
Here they are:
8 Easy Salesforce Lightning Tips That Will Please Salespeople
1. Set every Lightning page to default on Details
The Default tab on Lightning pages is Activity.
In other words, when you click on a record, you land on the Activity tab.
Here’s what I mean:
However, here’s what I find:
The first thing most salespeople do is click on the Details tab.
So, make it easier for them.
Lightning Tip #1: Set the default tab on every page to Details.
This means salespeople will first see the Details tab when they click on any record in Lightning.
One other thing whilst were on Lightning page tabs:
Make the order of tabs consistent across all page layouts.
For example, Activity, Chatter, Details. Consistent, on all pages.
The order doesn’t matter: just make it consistent on all pages.
2. Add Related List Quick Links to Lightning page layouts
The Related tab clutters Lightning pages.
That’s because the right-hand side of the page also displays Related records.
In other words, the same information is in two places on each Lightning page.
Therefore, Lightning Tip #2 comes in two parts:
First, remove the Related tab.
Second, add the Related List Quick Links to the right-hand column.
The Related List Quick Links makes it easy for salespeople to jump straight to the relevant section.
A cleaner user interface.
That means salespeople find the information they need quickly and easily.
3. Modify the Lightning page Highlights Panel
It’s important to see the important information easily and quickly.
However, the key fields may be well down the page. Or separated into various logical sections of the page layout.
Lightning Tip #3: Modify the Highlights Panel on each page.
Adding key fields to the Highlights Panel means it is easier to grasp essential information.
For example, on Opportunities, these fields are displayed in the Highlights panel by default:
- Account Name
- Close Date
- Opportunity Owner.
However, you can have up to six fields in the Highlights panel. Here, we’ve added two pipeline quality metrics:
The number of Close Date Month Extensions counts how often the Opportunity has slipped from one month to another.
The Days Since Last Stage Change shows when the Opportunity Stage was last updated.
In many businesses, these are important metrics for forecasting and pipeline management.
Incidentally, you can get both these pipeline quality metrics and many powerful pipeline management charts by installing the free GSP Sales Dashboard.
4. Customize the Lightning App menu
A Lightning App allows salesforce users to see different combinations of tabs.
The matrix of nine dots at the left-hand end of the tabs is where you select the relevant Lightning app.
However, the result can be confusing.
Clicking the matrix reveals a list of hard-to-distinguish Lightning apps.
What’s more, many of these apps (Service or Community, for example), may not be relevant to salespeople.
Lightning tip #4: Create an App that contains the tabs your salespeople need. Give it a meaningful logo to make the app easy to identify.
Whilst you’re at it, remove irrelevant apps from the menu selector.
For example, here’s what the screen above can look like. In fact, it’s taken from the Lightning environment in our own salesforce environment.
There’s fewer highlighted apps; and those that are visible, are easy to identify.
5. Use the GSP Product Selection Wizard
It was never very easy to find Products to add to Opportunities in Classic.
Now, some people think it’s even harder in Lightning!
Products you’ve recently used get in the way; and the pane for reviewing available Products isn’t big enough.
There’s one other challenge common to both the Classic and Lightning interfaces: there’s no way to picture all the Products grouped together in a logical way.
Lightning tip #5: Use the GSP Product Selection Wizard.
The result is that it’s easy for salespeople to find Products and add them to Opportunities in Lightning.
The wizard groups Products in a logical way. For example, here it’s by Product Family.
However, your system administrator can decide the best way to group the products, with nested levels of product grouping if necessary.
Quantity and Price details are entered in the top right. The salesperson sees a running total of the selected Products on the Opportunity in the bottom right.
There’s a video and more details here: GSP Product Selection Wizard app.
6. Decide if the Quarterly Performance Goal is for you
All salespeople want to measure their sales against target.
For managers, tracking sales versus target is a fundamental aspect of driving team performance.
Consequently, you have a decision to make:
Decide whether the Lightning Home page Quarterly Performance Chart is right for your organization.
If it is:
Lightning tip #6: Decide whether the Quarterly Performance chart on the home page is right for your business.
if it is, make sure salespeople know how to set their Goal and adjust it each quarter.
However, bear in mind the Quarterly Performance Chart is a broad-bush tool. It gives limited insight on whether the pipeline is big enough to meet this quarters’ target.
There’s also no information on whether the quality of the pipeline is good enough to meet target.
If the Lightning Quarterly Performance Chart is not right for your business, then you have three other options.
- One: use the standard Forecasts tab. That will suit some businesses. However, in my experience, not many. It’s a challenging piece of functionality to apply correctly.
- Two: replace the Quarterly Performance Chart with your own dashboard chart. Unfortunately, it’s still a challenge to provide the detailed insight necessary for robust target management. That’s because there’s nowhere to store the salesperson target figures.
- Three: use the GSP Target Tracker app. We think (not least, because we built it and customers love it), this is the ultimate way to measure sales versus target in Lightning. The app delivers detailed information on the contribution of won and pipeline deals to target; together with other metrics and insights on target performance.
This blog post explains the 3 Ways To Measure Sales Versus Target.
For more information on the GSP Target Tracker, watch the video and see more screenshots.
7. Modify Lightning reports and dashboards from Classic versions
Lightning presents information in reports differently from Classic.
Unfortunately, that means you cannot simply expect your existing dashboards to give the same pipeline visibility in Lightning.
At least, not without making some adjustments.
For example, here’s one of the 12 must-have sales pipeline charts in Classic.
However, simply running the same report in Lightning produces this chart:
This Lightning dashboard chart is not giving the same quality of pipeline visibility.
Lightning tip #7: Build new sales performance dashboards specifically adapted to Lightning.
Most people place the Date across the report in Classic salesforce reports. That’s the case in our pipeline chart above.
However, Lightning doesn’t like that.
It prefers dates down the report:
Which, in turn, provides a more meaningful Lightning dashboard pipeline chart:
For more examples of charts and reports that deliver full visibility of the sales pipeline and sales performance in both Classic and Lightning review our blog, 12 Must-Have Salesforce Dashboard Charts.
8. Decide whether Notes are right for your business
Recording notes on calls, meetings and discussions on opportunities is essential.
Of course, they’ve got to be easy to find in the future. Not only for the person that wrote them; but anyone else with an interest in the deal.
However, that brings a dilemma in salesforce Lightning.
Lightning tip #8: Decide where is the best place to record notes in Lightning. Then do it consistently.
Unfortunately, that’s not quite as straightforward as it sounds.
There’s three options.
One: create an Activity. The Log A Call button is one easy way to do this. It automatically sets the resulting Task to Completed.
Two: create a Chatter post. This has the advantage that you can proactively share the information with another person.
Three: create a Note. This is new to Lightning.
My advice, having worked with many businesses on Lightning migration: be careful if you decide to use Notes.
Here’s the issue.
You now have three places to enter information on calls and meetings. Activities and Chatter work well. Users tend to look there first for information.
Use Notes and you risk ambiguity. Salespeople become uncertain about the difference. Other people tend not to check Notes.
In addition, there’s one other challenge.
If you are migrating to Lightning from Classic, it’s likely many people will have stored important documents in the Notes & Attachments section.
Lightning Notes replaces the Notes part of Notes & Attachments. Files replaces the Attachments.
Therefore you’ll need to migrate your Notes & Attachments into Notes and Files respectively.
Of course, if you’re new to salesforce and going straight into Lightning, that’s not an issue.
Either way, be clear and unambiguous how you want salespeople to record information about conversations and meetings.
Lightning tips for salesforce
So there you have our 8 Lightning tips that will please salespeople.
Furthermore, you can see all of these tips demonstrated in our video. Of course, if you need more help then use our Contact Us page to get in touch.