How To Make Use of Salesforce for Improving Sales

The eyesoring sales process will suddenly become attractive with the implementation of Salesforce. It gives you a better picture of sales funnel, not just this but makes it easier for you to understand the potential of business growth.

Here, I must say that business growth is directly proportional to healthy sales process. If your sales Funnel is easy to access and looks positive, you are on a good track, but the struggle lies in managing it on excel sheets. You still don’t know how easy it could be with the implementation of CRM.

In this post, we will understand the meaning of Lead, Opportunity, Account and Contact. Also, we will discuss how they are related and the best ways to use these features of Salesforce. Using these features in the most efficient way, leads to better sales.

Without any further ado, let’s take a deep dive into this ocean.

Leads

Consider leads as all the people showing interest in attending a webinar. There is possibility that some of them will attend the webinar. Remember at this level, you only know that some people are interested in the event, but whether they will attend or not is still not clear.

In other words, we could say a business card is a lead, that gives you information of the business that you think might be interested in the services you offer.

In Salesforce, we have three ratings for lead; Hot, Warm and Cold that we set depending on the type of lead and give it a status:

Open- Not Contacted
Working — Contacted
Closed — Converted
Closed — Not Converted

Now, when a lead is converted, a new account, contact is created, and an optionally an opportunity. However, creation of opportunity totally depends on the need.

Accounts and Contacts

Accounts and Contacts share a master-detail relationship, which means if you delete account, contact will be deleted automatically. Same relationship is shared between account and opportunity, if you delete account, opportunity will be automatically deleted. We can call this type of relationship as LookUp in Salesforce.

The leads are converted into Accounts, which generally means that the lead is moved to a status closed. In other words, we can say a lead is converted into account means, the project is being awarded and a transaction has occurred.

Note: When a lead is closed, an account is created and an opportunity tied to the account is also created.

Opportunities

The opportunity of revenue makes a lead to be converted into Opportunity. Now when you convert your lead into Account/Contact, you thereafter convert it into Opportunity. Creating opportunity is optional, but yet the practice of opportunity creation is followed.

The Bottom Line

Implementation of Salesforce revamps the sales process. It makes the job of sales personnel easy and enables them to sell more. However, simply implementing Salesforce will not give a lift to the sales, it will benefit if your team makes the most of it. If you are still following the outdated traditional practice for sales, you need to give a tweak to it. Don’t know how Salesforce will fit to your existing business, Ask Us? The team of experienced Salesforce Consultants at Webuters will help you.