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The Best Salesforce Pipeline Report To Use Right Now

The Best Salesforce Pipeline Report To Use Right Now

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.

Getting Started With The GSP Sales Dashboard

Step 2: Enable Historical Trending The step applies only if you are installing the Enterprise Edition of the GSP Sales Dashboard. The Historical Trending feature must be enabled to install the dashboard successfully. If you get this error message when installing the...

Webinar | Power Metrics For Lead Conversion Success

Join me and my team for a compelling webinar on power Lead Metrics in salesforce. We promise you fresh insights. As a result of this webinar you will be able to take new action to drive lead conversion rates in your business. Date: November 1st, 2017 Time: 11 AM EST,...

Lead Conversion In Salesforce | 5 Proven Best Practices

I have seen many attempts to implement an effective lead conversion process in salesforce. Not all of them successful. That is putting it mildly. In fact, businesses often mangle their lead conversion process in salesforce. The result is: Reduced sales, because leads...

How To Plug A Leaking Sales Funnel In The Right Place

Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all, why the sales pipeline is typically displayed as a funnel. There are fewer deals at each successive stage in the sales process. If the funnel wasn’t leaking, you would win 100% of...

How And Why To Use Expected Revenue For Sales Forecasting

Not having an accurate revenue forecast is the bane of many sales managers’ lives. Gut feel just won’t cut it. Nor will a top-down percentage applied across all open opportunities. Moreover, executives often dismiss the Expected Revenue report in salesforce as...

How To Compare Your Sales Funnel With Quota In Salesforce

Many managers that use salesforce are still not gaining the sales funnel insight they expected. In particular, they want to know much more about how the sales funnel compares with their quota. Sure, they've got salesforce dashboards set up. These give visibility of...

Volume Based Pricing | 4 Great Ways To Get On The Money

Daniel Tyler creates an opportunity in salesforce. Then he opens Excel. Daniel tinkers around in the pricing spreadsheet for 10 minutes. It happens to be the spreadsheet from three price revisions ago, but never mind. The spreadsheet gives Daniel the volume based...

How To Fix a Broken Lead Process In Salesforce

You probably don’t remember Monty Python’s Flying Circus. It’s a surreal comedy group from the 1970’s. It’s how John Cleese and Michael Palin first made their name. In one famous sketch, Palin arrives at the Argument Clinic or for an argument. Cleese is happy to...

2 Quick Wins Using Web To Lead You Can Implement Today

Here are two quick wins using web to lead that many companies overlook: Web to lead on their Contact Us page. Web to lead for downloadable web content. However, the fact that many companies don’t do this means they are not generating leads as efficiently as they...

Should Salespeople Generate Their Own Leads?

“If they were proper salespeople they would generate their own leads.” So says Paul Rolling. Paul commented on the LinkedIn version of last week’s blog post, “Why Salespeople Complain About Marketing Leads”. The post tells the story of how the Marketing team at...

Are Sales Right To Complain About Marketing Leads?

“Most of the marketing leads we get are rubbish!” says Dave Apthorp. Really, Dave? Is it true? Marketing leads are so poor it’s not worth salespeople calling them. We wanted to find out. So we did an experiment. The results might surprise you.

How To Manage 4 Types Of Framework Agreement In Salesforce

Framework agreements exist in virtually every industry. They are the backbone of many commercial relationships. If you want a long-term relationship with a customer, then get a framework agreement in place. So naturally, you want to manage framework agreements in...

9 Ways To Win Big Using Opportunity Products In Salesforce

Every opportunity has a value. That value is the revenue from the products and services you sell to the customer. Yet here’s the thing. The way you record that value on the opportunity has a major impact on the benefits your business can generate from salesforce. Do...

When Repeat Opportunities Are Right (And When They Are Not)

Not every sale results in a single, one-off invoice and payment. Many result in multiple orders and payments over time. But here are two common mistakes companies make in salesforce: They do use repeat opportunities when they shouldn’t, and sometimes They don’t use...

10 Illuminating Ways To Measure Closed Won Deals

It is often surprising how little effort goes into measuring closed won revenue. I guess that after all, what’s happened has happened. In most businesses, much more focus, energy and effort is directed towards building the sales pipeline. But wait a moment. We can...

Wow, Look At The Difference In Average Deal Size!

Recent research by GSP with one of our customers showed a 65% difference in the average closed won opportunity size. That’s a huge variation. All salespeople are working comparable territories. Selling the same products to similar customers. So the variation...

5 Big Problems with Sales Adoption (and how to fix them)

“The sales forecast spreadsheets never match what’s in salesforce”. That from the VP of Sales of a prospective customer last month. He was complaining about low sales adoption of salesforce. I’m sorry? What did you say? Why on earth are you still using spreadsheets...

5 Mistakes To Avoid With Salesforce Leads

Most businesses should be making use of Leads in salesforce. Unless you’re in a known and finite market then there will always be new Leads to be qualified. (Actually even if you’re in a finite market in which every player is known you should probably still be using...

5 Factors to Consider When Switching to Salesforce Lightning

Not Lightening… Or Lighting. But Lightning. If you didn’t know already, ‘Lightning’ is the modernization of the salesforce user interface. It’s delivered loads of new features and productivity benefits but it’s not for everyone… just yet. Could your team be more...

Sales Process and Opportunity Stage Hacks

What if the standard set of salesforce Opportunity Stages don’t match your sales process? (They probably don’t, by the way). Then change them. But to what? The answer can provoke heated discussion. But it’s critical. Get the opportunity stages right and you have the...

5 Tips To Increase Average Deal Size Using Salesforce

You might think there’s not much that can be done to increase average deal size. Other than apply good old fashioned sales skills. But you’d be wrong. In fact there are 5 things that can be done in salesforce to help increase average deal size and drive revenue....

Why You Should Be Using Salesforce Quotes with Opportunities

How often do sales people give more than one quote to the customer to clinch a deal? Always? Sometimes? Hardly ever? Often customers ask for more than one quote. They want the price with and without various optional products. Or they need quotes based on different...

How to Measure Opportunity Win Rates Across Sales Teams

Increasing your opportunity win rate is the single most powerful way to increase revenue. Building more pipeline increases sales. So does shortening your sales cycle. And increasing your average deal size definitely helps. But nothing has such a dramatic impact as...

Tell-tale signs you need a salesforce Product Selector

It’s tough to go back to the customer with an increased price after important products were first missed off an opportunity. It’s frustrating when sales people forget to add complimentary products that would increase the overall deal size. And it’s costly when an...

5 Tips to Help You Create Perfect Salesforce Reports

Information allows managers to act; data doesn’t. That’s why effective salesforce reports present information in a way that is quick and easy to assimilate. They draw attention to the essential facts. They allows managers to act, not analyse. So here’s our 5 tip guide...

How to tell if your sales funnel is emitting warning signals

It’s easy for sales managers to get distracted with the here and now. Especially when there’s constant pressure to hit this month’s target. Today may look rosy. Or not. But your sales pipeline shape may be a warning signal of a future revenue problem. And that problem...

5 killer examples of recurring revenue forecasts in salesforce

I’ve never met any company that couldn’t – or probably shouldn’t – be using Products in salesforce to forecast revenue. But here’s the rub. Many of us sell products and services that involve recurring revenue. And that means you need to use standard or custom product...

5 Nifty Ways To Use Salesforce Campaigns

Unless you're exceptionally lucky, every business has to put effort into creating new leads and sales opportunities. But if you're not using salesforce campaigns to measure and manage your marketing activities then the chances are you're missing out on many benefits....

10 Tips to Prepare Salesforce Import Data

"Where on earth do I start?" That's a common reaction when contemplating how to import data to Salesforce or improve existing data quality. And it's true. There's a lot to do. Much hard work can be necessary when it comes to importing data. Combined with a certain...

The Mini Dictionary of Marketing Automation Terms

Getting the sales team to cold call an unqualified list of leads is like giving up smoking or going on a diet. There's always something that gets in the way. Tomorrow is always a better time to start than today. And in any case, it often turns out to be an unfruitful...

The Best Advice You Can Get On Salesforce Campaign Members

Many people find it difficult to use salesforce campaigns. They can’t match the functionality with the campaign they want to run. They can’t tell whether the campaign was successful or not. Or the results simply don’t seem to make sense. So here’s the best advice you...

10 tips to merge salesforce environments

It can be a tricky business to merge salesforce environments. But actually it’s a surprisingly common activity. One company purchases another and both use salesforce.com, for example. And in many large companies, different regions or divisions within the same business...

8 Best Practice Tips to Increase Salesforce User Adoption

52% of high-performing sales people are power users who take full advantage of their company’s CRM technology compared to only 31% of under-performing sales people. That’s according to “What Separates the Strongest Sales People from the Weakest” published in the...

The Essential Guide to Salesforce Product Price Books

Product Price Books get a bad rap. Too often they’re seen as the problem children of Opportunity Products. A bit fiddly and a little complicated. And no-one really understands what they do. Close your eyes, and with any luck, the need for Product Price Books might...

How to Make It Easy to Add Products to Opportunities

It’s true. For a sales person, to add Products to Opportunities in salesforce can be a bind. It’s even more of a hassle if your sales people have a lot of products to select from. Let’s face it, it’s not the most user-friendly piece of functionality salesforce have...

Sandbagging Might Be Ruining Your Sales Pipeline Visibility

What a Hero! Last day of the quarter. He’s pulled another rabbit out of the hat. Closed a big deal out of nowhere. Turned our below budget forecast into an above target winner. He’s saved our bacon. And not for the first time. Warren the Hero. But is he truly the...

5 Killer Ways To Increase Your Salesforce Benefits

Last month we gave you 5 Compelling Ways to increase your salesforce.com benefits. As promised, here's another five ways our customers have increased the benefits they deliver from salesforce.com. See which ones apply to you. 1. Improve sales funnel management Nearly...

How to Spot Poor Quality Deals Using Salesforce Dashboards

Every Sales Manager is interested in what has been sold. Well, sort of. But what really gets them going is thinking about what will be sold. It's the size of the sales funnel that drives emotion, energy and attention. So it's a crying shame that the sales funnel is...

Inside Sales Reps – Who Should You Phone Next?

Inside Sales Reps can't phone all of the people all of the time. And nor would you want them to. Like any other sales team, Inside Sales Reps need to prioritise their activities. But this requires a mechanism that allows Inside Sales Reps to define a schedule of calls...

10 best practice tips for high impact salesforce dashboards

Dashboards deliver huge benefits to salesforce.com users. But the benefit is greatest when the dashboard is properly set up. Follow these 10 best practice tips to create awesome salesforce dashboards. 1. Pull the dashboard chart from the source report Cut your work in...

How to Count the Number of Opportunity Close Date Changes

Anyone that runs a sales team needs to be able to quickly identify dud pipeline deals. Those opportunities that have little chance of ever closing successfully but which are inflating the size of the pipeline. The ones that give you a false sense of future sales...

Who’s in your invisible sales pipeline?

In the age of the internet most purchasing processes begin long before the selling organisation becomes aware of it. Invisible buyers perform invisible Google research. They narrow their invisible choices. They invisibly decide which companies to contact. And start...

3 Charts to Help You Measure Sales Pipeline Quality

In most sales teams there's a strong focus on the size of the sales pipeline. But size isn't everything. We want to know that the pipeline isn't being artificially inflated just to keep the management team at bay. In other words we need to measure sales pipeline...

Morten’s Board! Journey to a sales pipeline dashboard

Look familar? Here's the spreadsheet that tracked the sales pipeline in Gilbarco Veeder Root before they used salesforce. Which of course made it difficult to see the wood for the trees. So Scandinavian business unit manager Morten Raaby devised his own system. Morten...

9 Must Have Charts On Your Marketing Dashboard

Identifying which salesforce marketing campaigns have generated the most number of sales ready leads is critical to improving marketing effectiveness. So here's 9 charts that we think should be on the Leads & Marketing salesforce dashboard for sales and marketing...

10 Tips to Help You Roll out Salesforce Chatter

salesforce.com Chatter is a great tool for collaborating with colleagues and making working life more efficient, effective and enjoyable. But there's more to successful Chatter roll out than simply switching it on. Here's our 10 tips for successful Chatter roll-out...

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