Salesforce Management


Salesforce is an information system used in CRM marketing and management that help automate some sales and Salesforce management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems.

Salesforce is typically a company’s customer relationship management system. It is a system that automatically records all the stages in a sales process. Salesforce includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that may be needed. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. Salesforce also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of Salesforce can include sales forecasting, order management and product knowledge. More developed Salesforce systems have features where customers can actually model the product to meet their needs through customization’s.

An integral part of any Salesforce, is company wide integration among different departments. If Salesforce  is not adopted and properly integrated to all departments, there might be a lack of communication which could result in different departments contacting the same customer for the same purpose. In order to mitigate this risk, Salesforce must be fully integrated in all departments that deal with customer service/Sales management.

In order to establish a dynamic Salesforce strategy and business process, Salesforce relies on goals, plans and direction. In order to put in place your strategy and business process, specific procedures must be implemented:

Identifiable sales force management processes:

  • Setting targets and objectives based on inputs.
  • Assigning roles responsible for achieving objectives
  • Control processes for ensuring objectives are being achieved within a given time frame, a given market
  • System management to handle automation

The process usually starts from identifying business needs. Then, a business model is established and implemented in Salesforce. This process enables businesses to establish Salesforce performance standards, measuring against actual performance. The sales managers adjust their actions based on the overall performance.

Aside from the setup process, the following strategies are implemented: 

  • Sales management — Sales Reps have full access to needed data.
  • Activity management — Tracks all Calls/E-mails interactions with customers.
  • Opportunity management — Ability to track Won/Loss Opportunities and Sales related to them. As well as Products sold.
  • Account management — Store Account (Company) information regarding that Account (Company). Ability to connect Contacts/Opportunities(Sales) to related Accounts.
  • Territory management — The ability to assign a specific Territory(s) to a single Sales Rep or a Group.
  • Salesforce management — Process includes training, data management, reporting, customizing, and integration’s. As well as installing plug-ins and other third party Apps.

We have one certified Salesforce professional Chad Gebo.

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