Sales teams share their knowledge and practices so that each sales person can access the resources to close deals and convert prospects. Hitherto this sharing was restricted to sales teams, and in some cases, within organizations. With Salesforce communities the opportunity to share resources with other teams and organizations has opened up new vistas on the sales front. Sales personnel can now share not just resources but insights from others who have closed similar deals. Salesforce communities can be effectively used to enhance customer relationships and convert prospects. Here are some of the key features of Salesforce communities:
Salesforce has a lot more to offer than just team and information management. Data from any system can be easily brought into Salesforce. Members of a community can create and update records. You can get customer feedback and even rope in their tweets and tweaks on social media. Members can recommend groups that have similar interests and experts can visit to give advice and guidance. Team members can send personalized feeds to customers with content gathered from within the community. You can rank and laud your high flyers within the community to serve as a motivation for others to improve performance. Members can recommend one another as experts, rankers, and top performers thus encouraging the whole team. You can create leaderboards reflecting the performance of the team.
Company at your Finger Tips
Using the capabilities offered by Salesforce, your sales teams can literally have the company at their fingertips. Information about costing, pricing and budgeting is only a click away. Inventories, stock, defective batches, and other information can be available within the community. Creating a lively community is the key to a vibrant sales team. Motivate your team and support them with the information and resources they need. Then watch them go out and rope in the customers. All this and more can be easily achieved using Salesforce communities.
Another feature of Salesforce – the opportunity genius – matches opportunities to needs. Sales personnel can locate deals similar to their own and gather intelligence to help them close it. Armed with information about customers’ responses to sales pitch, documented material, and insights from sales personnel, a sales rep can meet his customer with confidence born from knowledge.
Bob Thompson of CutomerThink says that the biggest features of the sales cloud are content management and collaboration. These features will help sales teams pool resources and enhance sales experiences by recognizing the consumers’ needs and being ready with the products, costs, and features. The contemporary customer has no time to waste waiting for quotes in the mail. They demand prompt answers to the questions they ask. Contemporary customers are decision makers who want information promptly to help them decide quickly. Salesforce communities provide the information to reps along with the tools to present the information in the form desired by the customer. The reps can use this information to satisfy the customers’ queries. Deals are closed not just by providing information but providing the right information in the right way. Salesforce communities empower sales teams to do just that.
Coming out first with the service cloud and then the sales cloud, Salesforce has opened the doors to new ways of conducting business. With improved connectivity between the various activities and processes within an organization, the sales teams have been empowered with new ammunition to make sales pitches and satisfy their customers. Sales teams are surging forward towards a new horizon where every demand of the customer is met with up-to-the-minute information and solutions. Sales services have been enhanced to include not just selling a product but educating the customer about the products available and presenting comparisons, costing, and pricing statistics,. On a cautious note, however, Bob Thompson of CustomerThink warns that the output from the sales cloud is only as good as the input. The spirit of the community and team work must be upheld for the sales cloud to be fruitful.