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Key Takeaways

CRM: Essential, Not Optional: Having a mature CRM like Salesforce is almost a necessity in today's fast-paced sales environment, proving crucial for streamlining sales processes.

Wasted Potential Hurts Sales: Many sales teams fail to fully capitalize on their CRM's capabilities, resulting in lost leads, missed opportunities, and a less efficient sales process.

Turning Guesswork into Clockwork: Utilizing Salesforce effectively can transform a clunky, unpredictable sales process into a streamlined, successful strategy that boosts sales performance.

Having a mature, enterprise-grade CRM like Salesforce at your team’s fingertips isn’t just an advantage but almost a necessity to streamline and speed up your sales process.

But here’s the rub: is your sales team truly capitalizing on the potential this powerhouse of a CRM offers?

Picture this—customer data not fully utilized, leads and opportunities slipping through the cracks, and a clunky sales process that feels more like guesswork than clockwork—resulting in suboptimal sales performance.

The thing is, it doesn’t have to be like that.

In this post, we'll explore practical tips to ensure you're getting the most out of Salesforce, enhancing your team's performance, and ultimately driving more sales. 

But first, let’s quickly understand...

What Is Salesforce CRM? 

As you likely already know, Salesforce is a cloud-based CRM (Customer Relationship Management) platform that enables sales teams to manage their customer interactions and data all in one place. 

It's designed to streamline various business operations, from marketing and sales to customer service.

Sales managers and team members use Salesforce to track sales leads, monitor deals and follow-ups, automate workflows, and gain insights through customizable reports and dashboards. 

Essentially, it serves as a central hub for all sales activities, helping teams to be more efficient and to foster better relationships with their customers.

Salesforce CRM's popularity boils down to its comprehensive features, flexibility, and scalability, which cater to businesses of all sizes and industries. 

It's not just a tool for managing customer relationships—it's a complete ecosystem that facilitates better sales performance, marketing strategies, and customer service.

Being a well-established giant, Salesforce's constant innovation, including AI capabilities with Einstein and extensive customization options, keeps it at the forefront of CRM solutions. 

These aspects, combined with its powerful analytics and integration capabilities, make it a go-to platform for companies looking to optimize their sales processes and drive growth.

10 Salesforce Tips To Maximize Your Sales Team’s Performance

Now, let’s get right into it. Here are ten ways you can make the most of Salesforce to ensure optimal outcomes for your sales team.

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1. Leverage Integrations With Other Tools

leverage integrations with other tools infographic

Maximizing Salesforce's potential involves leveraging its ability to integrate with a range of other tools and platforms. 

This connectivity allows you to bring together different pieces of your tech stack, enhancing productivity and ensuring a seamless flow of information across systems.

Integrating Salesforce with top platforms like Slack for communication, Google Workspace for productivity, Mailchimp for email marketing, CPQ for ecommerce, and Zapier for automating workflows can significantly enhance your sales team's efficiency. 

Each integration brings its strengths to Salesforce, allowing for smoother operations, better collaboration, and more personalized customer engagement.

Whether it's connecting your marketing reporting software, linking project management tools, or syncing with financial systems, these integrations enable a more unified and efficient workflow, making it easier for sales teams to access the data they need, when they need it.

2. Customize Your Salesforce Dashboards to Fit Your Sales Process

Tailoring your Salesforce dashboards to align with your specific sales process can significantly boost your team's productivity and insight. 

By customizing dashboards, you enable a visual representation of your sales metrics and KPIs that matter most to your team's goals.

Based on your team’s processes, customization can highlight leads, track sales cycles, monitor performance against targets, and identify trends, ensuring every team member has clear visibility of what's important and can make data-driven decisions to improve sales outcomes.

To customize your Salesforce dashboard for your sales process, start by identifying the key performance indicators (KPIs) and metrics critical to your team's success. 

Utilize drag-and-drop features to add and arrange components that display data from reports, like sales pipeline stages, monthly sales growth, or lead conversion rates. 

You can also create multiple dashboards tailored to different roles within the team, ensuring everyone can access the information most relevant to their responsibilities. 

This approach ensures your dashboard is a powerful tool tailored to your specific sales process.

3. Automate Repetitive Tasks With Workflow Automation

Is your sales team still spending a good chunk of their day on repetitive manual tasks instead of strategizing and building better relationships with potential and existing customers?

It’s about time this squandering stops. 

Workflow automation in Salesforce allows you to streamline your sales process by automating repetitive tasks, such as email follow-ups, task assignments, and lead scoring. 

By setting up rules and criteria, you can automate actions based on specific triggers, ensuring that your sales team focuses more on selling and less on administrative tasks.

For instance, you can set an automation that triggers when the client has filled a form to send a custom quotation through CPQ tools for Salesforce.

salesforce crm flow builder

This saves time and ensures consistency and speed in your sales operations, leading to improved productivity and customer satisfaction.

In Salesforce, you can leverage newer tools like Flow and Einstein Automate to automate repetitive tasks. These tools offer advanced capabilities for creating complex workflows and automations without writing code. 

For instance, you can design a Flow to automatically send personalized email follow-ups to leads or use Einstein Automate to predict customer needs and suggest the next steps to your sales team. 

Or, you can set up an automation to send an email notification when a new lead is created, assign tasks to team members based on lead status, and update fields automatically when certain criteria are met. 

This way, Salesforce enables more efficient task management and enhances lead engagement through automation.

4. Use Salesforce Reports and Dashboards For Data-Driven Decisions

Salesforce reports and dashboards are core features that provide real-time insights into your sales activities, enabling you to monitor trends, measure performance against goals, and identify areas for improvement.

Here are a few sample questions you can quickly gain answers to using this feature:

  • How much sales did we make last quarter?
  • Do we have big-ticket deals that are stalled in the sales cycle?
  • What’s our average deal size?
  • How’s our revenue growth trending?
  • Which areas should we invest in to boost sales?

To use Salesforce Reports and Dashboards, start by defining metrics that align with your sales objectives. Then, use the Report Builder to create reports that track lead conversion rates, deal closure rates, or customer engagement levels. 

After that,  you can visualize these metrics on dashboards for an at-a-glance view of performance. 

Utilize filters and groupings to drill down into specifics, like regional sales performance, win rates, or product line success.

By creating custom reports and dashboards tailored to your specific needs, you can gain a comprehensive view of your sales pipeline and team performance. This empowers you to make informed strategic big-picture decisions and drive your sales efforts more effectively.

5. Employ Salesforce Lightning For Enhanced Functionality

Salesforce Lightning allows users to be more efficient through its intuitive UI and create custom sales apps dedicated to your business with the help of a drag-and-drop builder.

It offers a modern, intuitive user interface that lets you customize Salesforce for users, improving productivity and efficiency.

By employing Salesforce Lightning, you can leverage advanced features like Lightning Components and Lightning App Builder. 

Lightning Components helps you create web and mobile apps and reusable elements, such as dashboards, for salespersons. On the other hand, the Lightning App Builder empowers even non-technical teams to build tools for their tasks, such as getting notifications about a certain campaign.

Additionally, explore Lightning Flow for automating business processes with visual workflows, enhancing both the user experience and operational efficiency.

Overall, Salesforce Lightning can empower your teams to tailor the Salesforce environment to their specific needs, facilitating smoother workflows and a more personalized CRM experience.

6. Boost Speed and Efficiency By Customizing Your Navigation Bar

A rather straightforward tip, customizing your Salesforce navigation bar is a simple yet impactful way to boost speed and efficiency for sales teams.

By organizing and prioritizing the tabs and shortcuts that align with your daily tasks and processes, you can significantly reduce the time spent searching for information or functionality. 

Tailoring the navigation bar to fit the unique workflow of your team ensures that the most frequently used features are always just one click away, streamlining operations and enhancing productivity across your sales organization.

To customize the Salesforce Navigation bar, go to the App Manager and select the app you want to customize. From there, you can edit the navigation bar to include the tabs and objects that are most relevant to your team's workflow. 

You can reorder these items based on priority or frequency of use, ensuring quick access to key resources.

7. Collaborate More Easily With Chatter

As the feature’s name (“Chatter”) suggests, Salesforce Chatter facilitates easier collaboration across your sales team by acting as an enterprise social network. 

This feature allows team members to share information, files, and feedback in real-time, directly within Salesforce.

Chatter empowers employees to connect, engage, and take action anytime, anywhere, driving productivity and innovation. With Chatter, you can collaborate on various projects and opportunities, share insights, and create polls for instant feedback. 

This fosters a knowledgeable and connected workforce that can respond quickly to business needs.

Put simply, Chatter can streamline sales communication, reduce email clutter, and ensure valuable insights and updates are easily accessible to everyone who needs them, fostering a more collaborative and informed sales environment.

8. Get the AI Edge With Salesforce Einstein

Salesforce Einstein brings the power of AI to your CRM, enabling smarter decision-making and personalized customer experiences.

salesforce crm ai einstein

It allows users to quickly build AI-powered apps, offering custom predictions, embedding predictive insights into records or apps, and adding AI to workflows.

Key features include:

These tools help predict business outcomes (such as churn or lifetime value), understand customer sentiments and intent in a body of text, and see brand engagement across digital platforms.

Furthermore, Einstein Bots lets you automate customer interactions, handling routine requests and freeing up your team to focus on more complex issues.

Thus, these tools enhance communication efficiency and customer experiences while also boosting your team’s productivity.

9. Use Email Templates to Personalize Every Message

Creating and using email templates in Salesforce allows you to standardize your communication while personalizing each message to the recipient.

These templates can incorporate merge fields and letterhead (which defines the logo, page color, and text settings) to include relevant data from Salesforce records automatically. This ensures each email feels personalized and relevant to the individual receiving it.

This not only saves time but also enhances the effectiveness of your communication strategy.

Check out these resources from Salesforce on creating and managing email templates in Salesforce Classic and Lightning Experience.

10. Train and Support Your Sales Team With Salesforce Trailhead

Salesforce Trailhead offers a dynamic, interactive learning platform for training and supporting your sales team.

It provides a variety of learning paths tailored to different roles within Salesforce, enabling team members to gain the skills they need for their specific functions.

To deepen your team's Salesforce proficiency, Trailhead provides customized learning modules that range from beginner to advanced levels. Each module covers specific Salesforce functionalities, ensuring your team can tackle real-world challenges effectively.

By completing these modules, team members can track their progress, earn recognition through badges, and achieve certifications that affirm their Salesforce expertise (by becoming “Trailblazers”).

This structured learning approach ensures your sales team is well-equipped and continuously evolves with Salesforce's expanding capabilities.

Put simply, Trailhead gamifies learning for your sales team, enabling businesses to get the most out of Salesforce.

Learners can earn badges and get certifications from Salesforce based on their roles after they complete the relevant courses.

Get More Out Of Your CRM With The Right Salesforce Tips

Embracing these Salesforce tips can significantly enhance your ecommerce CRM's effectiveness, leading to improved sales performance and customer satisfaction.

By customizing dashboards, automating tasks, utilizing AI with Einstein, and ensuring your team is well-trained, you can unlock Salesforce's full potential.

These tactics contribute to a more efficient, data-driven approach to sales, enabling your team to focus on what they do best: selling. Ultimately, a well-optimized CRM is not just a tool but the backbone of your sales success.

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Salesforce CRM FAQs

Still curious? Here are some top questions and their quick answers.

How Can You Optimize Salesforce Reports and Dashboards?

Optimize by customizing reports to align with your business goals, using filters to narrow down Salesforce data, and designing dashboards that provide actionable insights.

What are Salesforce Tips For Maximizing Productivity?

Leverage automation for repetitive tasks, customize your dashboard for quick access to key metrics, and utilize Salesforce mobile for on-the-go access.

How Do You Automate Processes in Salesforce?

Utilize Salesforce Flow for building automated workflows that guide sales processes, customer service, and other operational tasks without manual intervention.

Can Salesforce Integrate With Other Software I Use?

Yes, Salesforce offers extensive integration and API capabilities through its AppExchange, allowing you to connect with a wide range of software and services for a unified workflow.

Hazel Raoult
By Hazel Raoult

Hazel Raoult has over six years of experience writing about ecommerce, technology, entrepreneurship, and B2B SaaS. Hazel's work has been published in The Future of Commerce, ChatBot, VWO, and OROCommerce.