Three Untapped Ways to Support RevOps with Salesforce
Despite the long-term use of Salesforce Sales Cloud, many companies overlook several features that can significantly boost their RevOps efficiency, missing opportunities for optimising processes and enhancing valuable insights for revenue operations. Here are three key ways companies can better utilize Salesforce Sales Cloud to support RevOps.
1. Leveraging AI and Machine Learning with Einstein Analytics
One of the most underutilized features of Salesforce Sales Cloud is Einstein Analytics, Salesforce’s artificial intelligence (AI) and machine learning (ML) platform. Many companies fail to harness the full potential of Einstein Analytics, which can transform how they approach data and decision-making.
How It Supports RevOps:
- Predictive Sales Insights: Einstein Analytics can predict sales outcomes by analyzing historical data and identifying patterns. This allows RevOps teams to anticipate future sales trends, optimize forecasting, and allocate resources more effectively.
- Lead Scoring and Prioritization: AI-driven lead scoring helps identify high-potential leads, ensuring sales teams focus their efforts on prospects most likely to convert. This improves lead management efficiency and boosts overall conversion rates.
- Opportunity Insights: Einstein Analytics provides insights into which deals are likely to close and which are at risk. By understanding these dynamics, RevOps can implement targeted strategies to support at-risk deals and drive them to closure.
2. Integrating Advanced Marketing Automation
Many companies only use basic marketing automation tools without deeply integrating them with Salesforce Sales Cloud. Coupled with a lack of available skills and experience in the marketplace to extract the most value from Salesforce Marketing Cloud Account Engagement (aka Pardot), means a disconnect between marketing and sales operations is leaving money on the table.
How it Supports RevOps:
- Unified Customer Journeys: Creating personalized, automated customer journeys ensures a consistent experience from first touchpoint to sale.
- Real-Time Data Syncing: Advanced integration allows real-time data transfer between marketing and sales, enabling responsive and agile RevOps strategies.
- Nurture Campaigns and Lead Management: Automating nurture campaigns keeps leads engaged, ensuring sales teams receive well-qualified prospects.
3. Utilizing Advanced Reporting and Dashboards for Strategic Alignment
Comprehensive reporting and dashboard capabilities are often underused, or worse, create duplicate, outdated, or misrepresented insights that do not allow a proper understanding of root causes of performance gaps and the ability to track improvements. Advanced reporting (or a thorough tidy-up of existing reports and dashboards) can help align strategic objectives across RevOps functions.
How it Supports RevOps:
- Customizable Dashboards for Different Teams: Tailored dashboards provide relevant metrics for each RevOps team.
- Cross-Functional Reporting: Monitoring how different departments impact revenue helps identify misalignments and fosters collaboration.
- Real-Time Performance Monitoring: Advanced dashboards enable quick, data-driven decisions, crucial in a fast-paced business environment.
By leveraging Einstein Analytics, deeper marketing automation integration, and sophisticated reporting that cuts across functions and objects, companies can enhance their RevOps strategies, drive better alignment across departments, and achieve superior revenue growth. Unlocking these capabilities in Salesforce Sales Cloud streamlines operations and sets the stage for sustained success.
To find out how Tayona Digital can assist in the adoption of these three features, talk to us today.
