The health of your sales pipeline is one of the most important metrics to measure the current and future health of your business.
A recent survey cited 72% of sales managers lead sales pipeline review meetings at least several times a month with their sales reps. The problem, though, is that 63% of those sales managers responding stated that the businesses they work for are doing a bad job of managing their pipelines. These numbers show that there is room
As business leaders and sales managers know - business is always changing. There are always new things to adapt to. But, many of us were not ready to deal with a global pandemic and the associated changes and impact. All around the globe business offices are closing and entire workforces are working from home. What can we adjust during these changing times?
Like with all changes,
Deals have participants and stakeholders. Do you know Who is who in the Zoo?
As a rep you probably know the people involved in your deal. But do your Managers? CRM, Salesforce, SalesDirector.ai, etc… all have this notion of Opportunity Contact Roles, or Stakeholders in Microsoft Dynamics terminology. SalesDirector.ai calls them Personas which all sync back to your system of record (Salesforce, Dynamics, etc…)
First, what is Activity Capture? Its the act of taking communication data such as email, calendar events, and contacts and adding them to your CRM. CRM is your system of record and in the best of all worlds you really want to maintain a healthy CRM so you know about your customers and what is going on with them.
Salesforce has a variety of tools to deal with this including: Salesforce Chrome
Einstein Activity Capture is a great step into bringing salesrep activity data (email and calendar events) into Salesforce. By default Einstein Activity Capture pulls in emails and calendar events and associates them with EXISTING Salesforce Contacts and Accounts.
Note, Einstein Activity Capture does NOT Capture NEW Contacts. Only associates Emails and Calendar Events to Existing Contact/Account Objects.
Data that’s captured by