Sign up to our mailing list to keep up to date with our weekly content
Salesforce Blog

10 Best Practice Tips For High Impact Salesforce Dashboards And Reports
Dashboards and reports deliver substantial benefits to Salesforce.com users. Setup correctly, they provide the sales pipeline and performance visibility needed to drive revenue. However, you can optimize the design and layout of Lightning reports and dashboards to...
How To Track Lead Score Velocity And Highlight Priority Prospects
Tracking lead scores over time means you can act quickly upon prospects when there is a sense of urgency. We call the change in lead score value over time, the lead score velocity. You can also refer to it as the lead score cadence. Here's an example that reveals why...

How To Fix a Broken Lead Process In Salesforce (With Free Templates)
Since 2003, more than 1,700 companies have come to me, asking for help in getting more benefits from Salesforce. I've concluded that no topic causes as much befuddlement in Salesforce as to how to design the lead process. You're guaranteed a bun fight if you ask a...

4 Types Of Framework Agreement You Can Manage In Salesforce (2021)
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, it's a good idea to agree on a framework agreement. So naturally, you want to manage framework...
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 -...
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...
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 especially true if you're still using the standard opportunity stages—those out-of-the-box stages in Salesforce. Of course, you can change them. (If...
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...
12 Must-Have Salesforce Dashboard Charts | With Video And Examples
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. Executives expected the dashboards to give full visibility of the...
10 Powerful Closed Won Opportunity Reports For 2020
It is surprising how little effort often goes into measuring closed won deals. I guess that after all, what’s happened has happened. In most businesses, much more focus, energy and effort is directed towards the sales pipeline compared to won deals. But wait a moment....
Your Sales Forecast Is Probably Wrong (So I’ve Written This Guide To Getting It Right)
Many sales managers struggle to create reliable sales forecasts. In fact, many forecasts are wildly inaccurate. Even (or especially) when the sales team is using a CRM system such as salesforce. The trouble is gut feel just won’t cut it. Nor will simply applying a...
How To Measure Opportunity Conversion Rates (Correctly) And Increase Sales
Opportunity conversion rates are a critical sales metric in any organization. That's because when all is said and done, there are only three ways to increase revenue. Grow the pipeline. Increase the average deal size. Increase the opportunity conversion rate. Of...
3 Proven Ways To Boost Pipeline Quality You Can Start Today
I’m often asked by sales managers: How do I measure AND improve the quality of the sales pipeline? It’s an ongoing challenge. Well: In this blog post I explain EXACTLY how to use salesforce to manage pipeline quality. Not only that. I tell you specifically where to...
Let's Work Together
We'd love to hear from you. Get in touch by completing the form below.
Let's Work Together
We'd love to hear from you. Get in touch by visiting our contact us page.
Sign Up for exclusive pipeline visibility tips
