{"id":10781,"date":"2024-09-09T05:00:00","date_gmt":"2024-09-09T12:00:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=10781"},"modified":"2024-09-09T22:53:45","modified_gmt":"2024-09-09T12:53:45","slug":"sales-cloud-dreamforce-24","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/news\/stories\/sales-cloud-dreamforce-24\/","title":{"rendered":"Salesforce Unveils Sales Cloud Innovations to Accelerate Productivity and Revenue with Data and AI"},"content":{"rendered":"\n<p class=\"has-text-align-center\"><em>New data and AI-powered innovations help sales teams transform their business with new account planning, prospecting, forecasting, and compensation management capabilities<\/em><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<p>Salesforce today announced new data and AI-powered <a href=\"https:\/\/www.salesforce.com\/au\/sales\/cloud\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Sales Cloud capabilities<\/a> to accelerate how sales teams drive revenue with account planning, prospecting, forecasting, and compensation management. These innovations give sellers a complete view of their customers and business by unifying Salesforce and external data with <a href=\"https:\/\/www.salesforce.com\/au\/data\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Data Cloud<\/a>, and surfacing AI-powered insights in the flow of work. Customers can now collaborate on account plans directly in Salesforce, target the most qualified prospects, forecast usage data, and get deeper visibility into the team&#8217;s performance.<\/p>\n\n\n\n<p><strong>Why it matters: <\/strong>The rise of <a href=\"https:\/\/www.salesforce.com\/au\/resources\/research-reports\/state-of-sales\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">AI<\/a> has also elevated the need for better data that is up-to-date, accurate, and trusted. <a href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Four out of five sales teams<\/a> are experimenting with or have fully implemented AI, and 83% of sales teams that use AI saw revenue growth in the past year. And, companies want all of their AI and data tools on a single platform to run every part of their business with the trust that a fully integrated solution offers.<\/p>\n\n\n\n<aside class=\"contextual-driver has-text-align-left contextual-driver--einstein\">\n\t<header class=\"tidbit-header\">\n\t\t<h2 class=\"tidbit-head\">\n\t\t\tAccelerate Growth, Pipeline to Paycheck.\t\t<\/h2>\n\t<\/header>\n\t<div class=\"tidbit-body\">\n\t\t<p><\/p>\t<\/div>\n\t\t\t<p class=\"tidbit-link label\">\n\t\t\t<a class=\"label has-right-arrow has-right-arrow--small\" href=\"https:\/\/www.salesforce.com\/au\/sales\/cloud\/?d=cta-body-promo-8\" target=\"_blank\">\n\t\t\t\t<span>GET SALES CLOUD<\/span>\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 14 10\">\n\t<path d=\"M13.92 5.38a1 1 0 000-.76.9.9 0 00-.17-.26.25.25 0 000-.07l-4-4a1 1 0 00-1.46 1.42L10.59 4H1.07a1 1 0 000 2h9.52l-2.3 2.29a1 1 0 000 1.42 1 1 0 001.42 0l4-4a.25.25 0 000-.07.9.9 0 00.21-.26z\" \/>\n<\/svg>\n\t\t\t<\/a>\n\t\t<\/p>\n\t\t\t\t<img class=\"tidbit img-einstein\"\n\t\tsrcset=\"\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@0.5x.png 84w,\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png 168w,\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@2x.png 336w\n\t\t\"\n\t\tsrc=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png\"\n\t\talt=\"Illustration of einstein\"\n\t\tsizes=\"(min-width:1024px) 175px, 130px\"\n\t>\n\t<\/aside>\n\n\n\n\n<p><strong>Zoom in: <\/strong>These latest Sales Cloud innovations include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Account Plans, <\/strong>enabling account-based selling so customers can grow accounts and win new business with real-time data. Customers can now do account planning where the work happens in Salesforce and consistently execute it using embedded best practices. With Account Plans, account teams can streamline account research with embedded SWOT analysis and customizable account research frameworks, define measurable goals in-app to guide strategy, measure success, and collaborate directly in Salesforce across sales, service, and success to boost customer health and accelerate deals. Sellers will also be able to use generative AI to centralize company research across the web, including competitive landscape and industry trends.<\/li>\n<\/ul>\n\n\n\n<p>Sales Cloud is also launching two new sales technologies built on top of Data Cloud:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Prospecting Center<\/strong> is the new command center for sellers to identify and prioritize prospects to keep their pipeline full. Because this is built on top of Data Cloud, customers can bring together CRM and third-party data, such as web data, firmographics, and advertising ZoomInfo and Highspot,&nbsp;to get a comprehensive view of prospects ranked by AI-generated engagement, fit, and intent scores. With the data in one place and in the flow of work, sellers can easily initiate actions, such as segmenting their prospects and setting outreach cadences, without toggling between applications. For customers scaling with Agentforce agents, Prospecting Center can help sellers identify the leads to route to the agent and give reps additional information when the agent hands off a qualified prospect back to the rep. This allows sellers to focus on the most qualified prospects and close deals faster.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The new <strong>Consumption Forecasting<\/strong> unlocks the ability for customers to forecast on consumption and usage data. Customers can now bring external data, such as product usage and telemetry, into their forecasts to make them more complete and accurate, and can also utilize the AI model of their choice to power the insights. This helps sales teams forecast anything that runs their business as more customers adopt usage-based pricing models. Consumption forecasts are also unified with the default pipeline forecasts, so sales leaders have a unified view of their data across all business models. This saves them time from navigating multiple spreadsheets and manually manipulating data to make decisions.<\/li>\n<\/ul>\n\n\n\n<p>Sales Cloud also announced new functionality to help sales teams of all sizes gain deeper visibility into their commissions. These enhancements are particularly well-suited for organizations seeking robust, enterprise-grade solutions. <strong>Salesforce Spiff<\/strong> now includes:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>New leader dashboards that give sales leaders a birds\u2019 eye view of their team\u2019s performance, including team pacing for a specific period, team quota attainment against goal, and team ranking. In addition, customers can now bring Spiff\u2019s reporting data into any CRM and visualize it in <a href=\"https:\/\/www.salesforce.com\/au\/analytics\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Tableau<\/a>, allowing customers to include commission data in their decision-making.\u00a0<\/li>\n<\/ul>\n\n\n\n<p>These new capabilities build on Salesforce\u2019s recent announcement of two <a href=\"https:\/\/www.salesforce.com\/au\/news\/stories\/einstein-sales-agents-announcement\/\" target=\"_blank\" rel=\"noreferrer noopener\">Agentforce Sales Agents<\/a>. Agentforce SDR Agent autonomously engages with inbound leads, in natural language, to answer questions, handle objections, and book meetings for human sellers. Agentforce Sales Coach Agent autonomously engages in role-plays with sellers, simulating a buyer during discovery, pitch, or negotiation calls.<\/p>\n\n\n\n<p><strong>Salesforce perspective:<\/strong> \u201cOur customers are telling us that they want a single, integrated platform where humans work with AI to drive sales success. We\u2019re excited to see Salesblazers adopt these innovations to power data-driven decisions and AI-powered productivity amongst their sellers.\u201d \u2013 MaryAnn Patel, SVP of Product Management, Sales Cloud<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>Our customers are telling us that they want a single, integrated platform where humans work with AI to drive sales success.<\/p>\n<cite>MaryAnn Patel, SVP of Product Management, Sales Cloud<\/cite><\/blockquote>\n\n\n\n<p><strong>Customer perspective:<\/strong>&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u201cWe take full advantage of Sales Cloud\u2019s built-in capabilities and insights so we can get more time to build relationships with our customers. No more wasted time, everything is in one spot.\u201d \u2013 Dan Ruland, VP of Sales, Thnks<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u201cThe transparency Salesforce Spiff will provide to our sellers, combined with the ease of use for our finance and operations teams, is a game-changer for Certinia, ensuring everyone is aligned and confident in their earnings. We look forward to Spiff transforming how we manage and motivate our sales teams as we streamline our incentive compensation process.&#8221; \u2013 Erin Sawyer, Chief Financial Officer, Certinia<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"h-nbsp-availability\"><strong>&nbsp;Availability:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Accounts Plans, Prospecting Center, and new Salesforce Spiff functionality will be generally available in October 2024. Generative AI in Account Plans will be available in February 2025.<\/li>\n\n\n\n<li>Consumption Forecasting will be in pilot in October 2024 and generally available in February 2025.<\/li>\n<\/ul>\n\n\n\n<aside class=\"more-from-block more-from-block--2 alignfull wp-block-newsroom-moreontopic\">\n\t<div class=\"more-from-block__content\">\n\t\t\t\t\t<h4 class=\"more-from-block__title\">Related<\/h4>\n\t\t\n\t\t<div class=\"more-from-block__cards more-from-block__cards--2\"\n\t\t\t\t>\n\t\t\t\n\n<article\t\t\titemscope=\"\"\n\t\titemtype=\"https:\/\/schema.org\/Article\"\n\t\tdata-card-id=\"13204\"\n\t\tclass=\"content-card content-card--large-inline is-entire-area-clickable content-card--is-boxed\"\n\t\t\tdata-clickable-area-link=\"https:\/\/www.salesforce.com\/au\/news\/stories\/agentforce-for-communications-announcement\/\"\n\t>\n\t\t\t<div class=\"content-card__image-container\" itemprop=\"image\" itemscope itemtype=\"https:\/\/schema.org\/ImageObject\">\n\t\t\t<img width=\"1024\" 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content-card__content-container--style-\">\n\t\t\n\t\t\n\t\t\t\t\t<h3 itemprop=\"headline\" class=\"content-card__title\">\n\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"https:\/\/www.salesforce.com\/au\/news\/stories\/state-of-sales-report-2026\/\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t\t\t\t\t\t\t\t\tclass=\"content-card__title-link\"\n\t\t\t\t\t>\n\t\t\t\t\t\t\t\tThe Productivity Gap: New Survey Shows ANZ Sales Teams Are Betting On AI Agents To Help\t\t\t\t<\/a>\t\t\t<\/h3>\n\t\t\n\t\t\t\t\n\t\t\n\t\t\t\t\t<div itemprop=\"readTime\" class=\"content-card__read-time\">\n\t\t\t\t6 min read\t\t\t<\/div>\n\t\t\n\t\t\t<\/div>\n\n<\/article>\n\n\t\t<\/div>\n\t\t<noscript>\n<div class=\"pagination-fallback\">\n\n\t\t<a href=\"https:\/\/www.salesforce.com\/au\/news\/wp-json\/wp\/v2\/posts\/10781\/page\/2\/?bc=OTH#section-title\">\n\t\t\tOlder Posts\t\t<\/a>\n\t\t<\/div>\n<\/noscript>\n\t<\/div>\n<\/aside>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"h-learn-more\"><strong>Learn more:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Learn more about these and other innovations at <a href=\"https:\/\/www.salesforce.com\/dreamforce\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Dreamforce<\/a>, either in-person or on Salesforce+<\/li>\n\n\n\n<li>Read about Salesforce being named a Leader in the <a href=\"https:\/\/www.salesforce.com\/news\/stories\/gartner-magic-quadrant-sales-force-automation-2024\/\" target=\"_blank\" rel=\"noreferrer noopener\">2024 Gartner Magic Quadrant for Sales Force Automation Platforms<\/a><\/li>\n\n\n\n<li>Learn about the <a href=\"https:\/\/www.salesforce.com\/blog\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">Salesblazer community<\/a>, where sales professionals can learn new skills, make connections, and uncover career opportunities<\/li>\n\n\n\n<li>Read seven <a href=\"https:\/\/www.salesforce.com\/form\/sales\/consensus-sales-cloud-ai\/?d=pb\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">ways to use AI to drive sales<\/a> from pipeline to paycheck<\/li>\n<\/ul>\n\n\n\n<p><em>Any unreleased services or features referenced here are not currently available and may not be delivered on time or at all. Customers should make their purchase decisions based upon features that are currently available.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>New data and AI-powered innovations help sales teams transform their business with new account planning, prospecting, forecasting, and compensation management capabilities Salesforce today announced new data and AI-powered Sales Cloud capabilities to accelerate how sales teams drive revenue with account planning, prospecting, forecasting, and compensation management. These innovations give sellers a complete view of their [&hellip;]<\/p>\n","protected":false},"author":0,"featured_media":10780,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"sf_subhead":"","sf_i18n_disclaimer":false,"_jetpack_memberships_contains_paid_content":false,"alternateThumbnailId":0,"sf_product_cta_id":0,"footnotes":""},"categories":[],"tags":[],"sf_content_type":[1239],"sf_theme":[1115],"sf_topic":[1092,1183,1093,1118],"sf_product":[1170,3543,1123],"sf_industry":[],"sf_role":[],"sf_multimedia_asset":[],"sf_location":[1094],"sf_collection":[3553],"sf_visibility":[],"coauthors":[],"class_list":["post-10781","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_content_type-news-announcement-product","sf_theme-digital-transformation","sf_topic-artificial-intelligence","sf_topic-data","sf_topic-digital-transformation","sf_topic-sales","sf_product-data-cloud","sf_product-einstein-ai","sf_product-sales-cloud","sf_location-global","sf_collection-dreamforce-2024"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales Cloud Innovations Accelerate Productivity, Revenue with Data, AI<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/au\/news\/stories\/sales-cloud-dreamforce-24\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Salesforce Unveils Sales Cloud Innovations to Accelerate Productivity and Revenue with Data and AI\" \/>\n<meta property=\"og:description\" content=\"New data and AI-powered innovations help sales teams transform their business with new account planning, prospecting, forecasting, and compensation management capabilities Salesforce today announced new data and AI-powered Sales Cloud capabilities to accelerate how sales teams drive revenue with account planning, prospecting, forecasting, and compensation management. 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