If you are an existing user of salesforce, you always want to look out for analytic features in the upcoming releases which always offer more insight on your crm data for your executives. Here are some features which were available on the winter 14 release which you should have turned on already. If you have not done it, please read the below benefits these features offer and make your salesforce org proactive than reactive.
1. Track your pipeline changes.
With history forecasting available on the winter 14 release, salesforce now allows to track history changes on your standard and custom objects. Amount, close date and forecasting category are already available by default on your opportunity object. A new report type has been added for history changes which would allow you to create pipeline reports which can show changes on your opportunity amount for the last 3 months and opportunities which have been pushed or added in from a historical perspective.
We can also highlight changes with different colors which would allow sales managers to spot changes in the pipeline quickly and engage with the sales reps to take action on the pipeline changes.
2. More insight on account based selling
With the ability to add charts on opportunity and account detailed pages, sales teams can easily view their opportunity pipeline for a specific account on the account detailed page. A bar chart which shows opportunities, amounts and close dates would visually indicate how their revenue, forecast sales. A chart on cases status can indicate cases which are still open and not meeting the SLA of the account which can help support teams to prioritize the support team to work on resolving the cases. This would also result in increase in sales and customer satisfaction on their accounts.
3. Become proactive with Salesforce
Since salesforce is storing the changes on the history object, automatic triggers and workflow alerts can be setup to notify sales management on changes in opportunity amount and close date and a chatter post sent to the entire account team. This can result in actions which can help to prevent opportunities from slipping away and help sales reps to meet their forecast quota.
With these 3 tactics , salesforce teams can effectively use salesforce to get insights and take action on their pipeline which would result in an increase in revenue. Please feel free to post your comments and send me an email to firstname.lastname@example.org for any questions.