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Salesforce Blog
How to Build Powerful Key Account Plans In Salesforce
In every business, there are customers and prospects for whom you need to create Account Plans. These are the customers that already generate a disproportionate share of revenue and profits. And, they are the prospects who will become the income stars of the future....
How To Add Products To Opportunities The Easy Way (CPQ Wizard)
Many salespeople get frustrated when they try to add products to opportunities in Salesforce. That's because it's cumbersome to find the right products, even (especially) if you're using Salesforce Lightning. For example, the Recent Products list gets in the...
How Products Bring Salesforce Opportunities To Life (Even For Service Businesses)
This blog post explains step-by-step the essential things you need to know about using Salesforce products on Opportunities. If you're not sure exactly how price books work, then I explain that too. Why is that important? It's vital because using products and price...
Forecast Categories | What They Mean and How To Use Them
This article tells you everything you need to know about using Forecast Categories to improve revenue forecasting and to analyze the pipeline. In this article, I explain: 1. What a Forecast Category is.2. The way the Forecast Categories and Opportunity Stage fields...
Forecast Categories | What They Mean and How To Use Them
This article tells you everything you need to know about using Forecast Categories to improve revenue forecasting and to analyze the pipeline. In this article, I explain: 1. What a Forecast Category is.2. The way the Forecast Categories and Opportunity Stage fields...
How To Measure Sales Versus Target In Salesforce (2020)
If you want to track sales versus target in Salesforce, there's a superb app that empowers you to do it. It's called the GSP Target Tracker. Here's a summary of the essential things the Target Tracker helps you do in Salesforce: Compare rep, team, and company sales...
7 Lead Conversion Metrics You Should Be Tracking (But Probably Aren’t)
This blog post explains the lead conversion metrics you should be tracking in Salesforce. Why are these metrics important? They’re crucial because your business puts a lot of effort into generating converted Leads. However, are they worth their salt? Do the leads...
How Expected Revenue Delivers Reliable Sales Forecasts (2020)
Expected Revenue delivers a reliable forecast of future sales in many companies. It's a sales forecast you can defend in front of the board. Unfortunately, however, some executives dismiss Expected Revenue in Salesforce as irrelevant. That's a pity because not having...
Measure Average Deal Size | How and Why To Use This Critical Metric
The average deal size with one of our customers varies by 65% for closed won opportunities. That's a whopper of a variation. All salespeople work in comparable territories. They are selling the same products to similar customers. That means the difference in average...
9 Ways Opportunity Products Deliver Big Benefits In Salesforce
Opportunity products are the physical items and services you sell on an opportunity in Salesforce. However, if you don't use opportunity products, what's the alternative? For many companies, the answer is to enter the total value of the opportunity in a single field -...
The Best Sales Pipeline Report To Use This Year (2020)
Effective sales manage relies on robust visibility of the sales pipeline. This salesforce dashboard chart shows the open opportunities by close date and stage. It gives sales executives the essential information they need to manage the sales pipeline effectively. It allows them to forecast accurately. It enables dud deals to be identified. And it prevents that all too common problem of the over-inflated sales pipeline.
14 Easy Salesforce Lightning Tips And Tricks That Will Please Salespeople (2020)
Like many long-time Salesforce users, I had to learn to love the Lightning interface. In part, that’s because, after all these years implementing Salesforce, my retina has the Classic interface imprinted upon it. I can navigate it with my eyes shut. That means, at...
4 Ways To Measure Revenue Against Sales Targets In Salesforce
Many executives get very frustrated, trying to measure sales versus target in Salesforce. Perhaps you're one of them. Like others, you may even have searched in vain for the Targets tab. (If you're still looking, stop now; it doesn't exist). Fortunately, if you want...
Opportunity Stages Explained With Best Practice Recommendations
The Opportunity Stages in Salesforce should match your sales process. But if they don't, you're not alone. That's probably especially true if you're still using the standard opportunity stages. Those stages that come out-of-the-box with Salesforce. Of course, you can...
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