The rise of sales operations has established a new breed of Salesforce Admin. Their charge: implement data-driven sales KPIs, processes, and culture by synthesizing sales technology with the sales organization’s overall strategy and key initiatives.
The role of Salesforce administrator varies depending on the organization. For larger sales organizations with more resources, that role falls to full-time Systems Admins or Sales Operations specialists. In younger, leaner organizations, Salesforce admins are often VPs and managers who pull double-duty as they build out the sales team’s infrastructure.
During Aligned 2017 - a free virtual summit on B2B sales and marketing alignment - we shared high-level strategy overviews from 10 Salesforce Admins who deployed creative Salesforce analytics and reporting strategies to drive their organization. The event included valuable stories and tips from people like Gary Vaynerchuk, Max Altschuler, and Jill Konrath.
Here are 10 stories of Salesforce Admin using new and innovative ways to visualize, analyze and broadly leverage Salesforce analytics to drive company revenue growth.
Role: Sales Operations Lead at Prezi.
Growth: B2B sales team grew from 3 to 10 reps in 2016 - on pace to reach 30 reps in 2017.
Keys to Success: 1. Streamline processes. 2. Adopt user-friendly technology. 3. Focus on key metrics.
Role: Sr. Manager Analytics & Solutions Design at Kenco Group.
Growth: 45% increase in monthly bottom-line margin during January 2017.
Keys to Success: 1. Ensure data accuracy, first. 2. Use recognition strategies drawn from social media.
Role: Revenue Operations at HelloSign.
Growth: Surpassed $10M ARR in 2016 with only 8 sales reps.
Keys to Success: 1. Focus on prioritizing what to fix first. 2. Get sales incentives in line ASAP.
Role: Vice-President, Sales at ChowNow.
Growth: Grew sales team headcount from 7 to 40 and annual recurring revenue from $250K to $11M.
Keys to Success: 1. Incentivize key sales activities. 2. Broadcast live Salesforce analytics for each rep.
Role: Vice-President of Strategy & Administration at Fitzmark.
Growth: Increased 2017 margins by 3% and became back-to-back Inc. Fastest-Growing Company.
Keys to Success: 1. Track, display and incentivize key performance metrics from all systems on one dashboard. 2.Create custom goals for business development, account management and operations.
Role: Sales Development Manager at Outreach.
Growth: How Outreach Grew From 0 to 2,000 Customers in 16 Months
Keys to Success: 1. Make sales managers accountable for rep success. 2. Emphasize team culture. 3. Keep reps in their lanes by publicizing live Salesforce dashboards, TVs and leaderboards.
Role: Vice-President of Enterprise Sales at Next Caller.
Growth: 40% monthly revenue growth over 16 consecutive months.
Keys to Success: 1. Route key Salesforce data to public channels, such as office TVs and team chat. 2. Keep a narrow focus on targeting and activity.
Role: Sales Director at ZeroCater.
Growth: West Coast sales team headcount grew 15% since December 2016.
Keys to Success: 1. Everything Salesforce data accuracy - before you do anything else. 2. Publicize metrics to ensure proper activity logging, stage updates, and so forth.
Role: Vice-President at AMX Logistics.
Growth: Grew annual revenue from $0-$25M over 4 years.
Keys to Success: 1. Broadcast real-time Salesforce metrics across all departments and offices. 2. Combine visibility with effective SPIFs to foster a competitive culture that drives revenue.
Role: Sales Development Manager at Terminus.
Growth: 600% revenue growth and 300% client growth since May 2016.
Keys to Success: 1. Use Salesforce data to run account based sales development targeting 5-6 prospects per account. 2. Automate data enrichment, intelligence, and updates inside Salesforce.
Salesforce admin, managers, and operations leaders are the prime beneficiaries of Aligned 2017. Click here to watch the full-length video sessions above, along with 40 more presentations from the likes of Gary Vaynerchuk, Jill Rowley, and Jamie Shanks.
Follow the lead of these SFDC admins and harness the full power of your Salesforce analytics in 2017.
Jeremy Boudinet is the Director of Marketing for Ambition, an App Exchange platform that syncs Salesforce with any data source and tracks real-time performance data across your entire team. Visualize core benchmarks, score overall user performance, and set up custom sales contests complete with TV leaderboards, email alerts, personalized highlight reels and theme songs, plus much more. Learn more @ambitionsales.