Top Sales Acceleration Features of Salesforce Sales Engagement [Former High Velocity Sales]
5 min
Salesforce Sales Engagement, formerly known as High Velocity Sales, is a Salesforce module that combines features and add-ons that collectively enable sales staff to operate as effectively and efficiently as possible. Sales Engagement is the streamlined solution built by Salesforce to provide internal sales teams with insights so they can operate much more quickly and productively.
This bundle comes with many features that will allow you to streamline the sales process -like Sales Cadences- to assist your sales team in selecting the appropriate activity that is most appropriate for a specific Lead or Contact.
Work Queues are lists of jobs or tasks organized most sensibly within the Sales Console so that the sales team can concentrate on the most crucial and pertinent work tasks first. Then, sales representatives can get in touch with prospects and record the conversation with just a few clicks without leaving the interface by using email templates, or they can use the Sales Dialer (Salesforce's built-in softphone solution), which is an add-on available for this bundle.
Some of the top features of Salesforce Sales Engagement mentioned below will allow you to accelerate the sales process and increase them by multifold:
1. Sales Cadences
Sales cadences are a series of tasks (such as phone calls or emails) that direct an inside sales representative through the appropriate course of action to take in order to convert an open, unqualified prospect and advance them to the next stage of the sales cycle.
Simply said, managers can develop sales cadences to execute best practices for lead conversion at scale. Sales cadences are lead management processes. Consider how a business might choose the most effective sales strategies to ensure repeat success.
Take this into consideration: Following a sales campaign, a manager understands the best approach to convert a lead is through a series of calls and emails spaced at specified intervals. New leads can be routed through a sequence of tasks and waiting periods created using Sales Cadences.
Sales managers can include their own best practices in Sales Cloud using Sales Cadences. Sales Cadences enable managers to share best practices with the entire team, whether they have a novice salesperson who needs to learn the best next steps or an experienced sales rep who needs assistance with prospecting. Making decisions about the next step and designing that step into a flow only requires clicks (no code is required).
Learn more about how to build effective Sales cadences using Salesforce Sales Engagement.
2. Work Queue
Inside a rep's Lightning Sales Console is a list of tasks with priority called the Work Queue (more on the console in a second). So a representative is fully aware of what action to take next with each client—this aids in the rep's pipeline development.
Reps can view a prioritized collection of emails, calls, and tasks using the Work Queue. The cadences that the sales managers develop describe these actions.
The Sales Cadence feature goes into a rep's queue right away. Both features work together to show salespeople who their next lead is and what action they need to take. For example, if the first step in a Sales Cadences journey is to make a call, the lead's name and the required action will appear in the Work Queue. If a prospect is further along the Sales Cadence cycle and needs the right email template as their next step, that will also be shown in the Work Queue. The whole system works together to make it easy for salespeople to know what to do next.
The Sales Cadences and Work Queue features can help you take care of virtual sales teams throughout your whole process. Sales leaders can use them to implement the most successful selling model for businesses and sales teams, from onboarding new reps and setting up best practices to improving reps' daily productivity.
3. Einstein Conversation Insights
Users of the Einstein Conversation Insights tool, which is available to sales and service users, can view insights and trends discovered during voice and video chats. Calls are recorded and later analyzed for mentions of particular terms, and phrases. Managers can listen to call recordings and view call details from voice and video call logs.
This feature can recognize how many participants are there on a call, and a different color denotes each participant. This feature allows you to calculate the talk-to-listen ratio. It also allows you to jump to different mentions in the call from the player. To highlight and jump to particular parts of the call.
In addition to that, the manager may also set up feedback which will allow us to help surface the most pertinent calls in the daily highlights email; this shall not go to the sales/service rep but only to the system.
Collecting all the data from every call, Einstein Conversation Insights creates a dashboard and reports increasing operative visibility to managers.
Regardless of the brand chosen, Conversation Intelligence (CI) software such as Einstein Conversation insights, Gong, or Chorus, is an essential part of a sales team's technology stack.
4. Einstein Activity Capture
Einstein Activity Capture is a productivity-enhancing technology that assists in updating data between Salesforce and your email and calendar programs. To keep data up to date between applications, Einstein Activity Capture focuses on three categories of data—emails, events, and contacts.
In order for Einstein Activity Capture to function, it must be connected to either a Gmail account or an Office 365 account, and once it's been initiated, Einstein Activity Capture will start keeping track of all emails and account-related events in Amazon Web Services. There is a provision to view all the emails and events in the Salesforce, even if they are stored on the AWS server.
- The tool divides emails and events into the following Salesforce records:
- Leads
- Contacts
- Accounts
- Person Accounts
- Opportunities
Learn more about Einstein activity capture.
5. Sales Dialer
Even though we're in a highly technological age, around 90% of all client interactions still happen over the phone, making calling the main mode of sales for all companies. However, constantly punching in numbers for each contact, keeping track of activity records for every call, and low connect ratios are three big pains for sales agents.
The Sales Dialer feature can help overcome these obstacles and make the calling experience better for your sales reps, giving them confidence to deliver their best every call. It's an add-on for Salesforce Sales Engagement that lets you connect with prospects and customers with just a click on their numbers in Salesforce. Using a Salesforce dialer, reps can view previous call logs, take notes, and finalize details all in one place while on the call, without switching to any other app. The dialer also automates tasks like call logging, voicemail deletion, and skip lists, so you can engage with leads and contacts more quickly.
Digital platforms have replaced traditional methods for Sales Engagement. Today's sales reps also use technology like email, texting, video conferencing, chat, and VoIP as part of their sales process, even though classic Salesforce automation systems still emphasize face-to-face interactions. In fact, reps now spend six times as much time selling in front of a screen as they do in person.
There are different Salesforce-ready dialer options on the AppExchange, such as PhoneIQ. If you’re not sure about how to make your pick, the best criteria for selecting a Lightning Dialer for Salesforce involves taking a closer look for: outbound and inbound capabilities, advanced Telephony Features you may need and mobility capabilities.
And it's a business strategy that's becoming more and more well-liked. According to research, virtual sales positions are expanding 15 times faster than those in the field. Therefore, it's critical for businesses to keep up with technological and team advancements.
Final Thought
Salesforce Sales Engagement is a tool designed to help virtual sales teams streamline and speed up their sales processes. Its bundle of sales acceleration features provide guidance on how to prospect more effectively, use integrated tools to save time, and utilize automation best practices for scalable and repeatable success. These features can help virtual sales teams, including sales development reps, eliminate unnecessary tasks and logins, enabling them to focus on the most critical work.
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