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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 To Win Big Using Opportunity Products In Salesforce
Opportunity products define 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 most companies, the answer is to enter the total value of the opportunity in a single...
9 Ways To Win Big Using Opportunity Products In Salesforce
Opportunity products define 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 most companies, the answer is to enter the total value of the opportunity in a single...
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...
Sales Pipeline Trend (Track Whether Your Funnel Is Growing Or Shrinking)
Tracking your sales pipeline trend is essential. That's because all other things being equal, you cannot increase sales if your funnel growth is flat. Or even worse, heading downhill. In other words, managers need clarity on the historical trend in the size of their...
3 Killer Pipeline Quality Metrics That Highlight When To Be Skeptical
Often skepticism is deserved when it comes to pipeline quality and the accuracy of the revenue forecast for this month. That's because deals that we assume will close this month, sometimes slip to the next month. That's painful if it's unexpected. Of course, in an...
How Products Bring Salesforce Opportunities To Life
This blog post explains step-by-step the essential things you need to know about using products on Opportunities in Salesforce. If you're not sure exactly how price books work, then I explain that too. Why is that important? Because using products and price books on...
How To Add Products To Opportunities The Easy Way (2019)
Many salespeople get frustrated when they try to add products to opportunities in Salesforce. The reason is that it's cumbersome to find the right products. That's true in both Salesforce Classic and Lightning. For example, the Recent Products list gets in the way in...
12 Must-Have Salesforce Dashboard Charts | With Video And Examples
Recorded Webinar | 12 Must-Have Sales Dashboard Charts In 2019 Many sales managers are deeply frustrated when it comes to Salesforce dashboards. After all, dashboards are often the most compelling reason the company invested in Salesforce in the first place....
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