Salesforce is a customer relationship management platform that helps businesses manage sales, customer service, support, marketing, among other things. Salesforce features enable data centralisation, process automation, and offers metrics that help improve business efficiency and personalisation in customer service. 

Here are the top 10 Salesforce features you need to know to help boost your business: 

Account and Contact Management 

    Salesforce helps store detailed information about customers and contacts, including interaction and communication history. With data centralisation, all customer information, including history, is kept in one place, making the team more efficient, as they have accessible and organised data, helping with quicker decision-making. It also helps with customer segmentation, where data makes it possible to personalise interactions based on each customer’s history. 

    Sales Opportunities 

      With Sales Opportunities, it is possible to track and manage the progress of potential sales from the beginning to the closing stage. This allows for a clearer and more detailed view of the sales pipeline. 

      Lead Management (Intelligence View) 

        With lead management, it is possible to track, manage, and qualify leads, improving efficiency in converting prospects into customers. This enables more efficient lead qualification, helping to identify and qualify leads with the highest conversion potential. Additionally, communications and activities carried out by the sales team with the leads are monitored, ensuring a more consistent follow-up, thus improving the conversion process by prioritising the most promising leads. 

        Sales Forecasting 

          This Salesforce feature is excellent for predicting future revenues based on opportunity data and sales history. These projections help estimate future revenues, enabling managers to plan strategies based on reliable forecasts, as well as allowing for quick adjustments to goals and strategies, thanks to real-time updates. 

          Territory Management 

            Territory management facilitates the organisation and division of the sales team into geographical territories. It helps distribute opportunities and accounts to the most suitable teams or sales representatives based on geographical criteria, account volume, or other factors. 

            Configure, Price, and Quote (CPQ) 

              A feature for quickly creating accurate and personalised quotes, including prices, discounts, and different quote templates. This feature helps automate product configuration, price setting, and faster, more accurate proposal generation, eliminating manual errors. It also simplifies complex products or multiple options, making it easier for teams to select options and combinations according to business needs. 

              Email Integration (Einstein Activity Capture) 

                Email integration with Einstein Activity Capture allows for the synchronisation of emails and calendars with Outlook and Gmail, enabling the tracking of sales communications. This improves visibility of customer interactions, increasing the efficiency and collaboration of teams. 

                Collaboration and Chatter 

                  This Salesforce feature enables real-time communication between teams. It is a kind of integrated corporate social network that allows team members to collaborate with one another, facilitating the flow of information, sharing updates, and centralising relevant conversations within the CRM. 

                  Opportunity Pipeline Inspector 

                    This feature offers sales teams a consolidated view of pipeline metrics, opportunities, weekly changes, AI-based insights, forecasted close dates, etc. It highlights recent changes, such as new values, delayed closings, or changes in sales stages. This makes the sales process more efficient and data-driven. 

                    Artificial Intelligence (Einstein Predictive AI) 

                      Salesforce’s Artificial Intelligence uses machine learning to provide predictions and automated insights based on CRM data. AI features provide forecasts, recommendations, and insights to optimise sales processes. 

                      These and other comprehensive Salesforce features support sales and support management, from centralising detailed and historical data for each customer to using AI to assist in forecasts and sales management. Don’t forget to explore the powerful Dashboards and Reports, which provide real-time insights to drive smarter business decisions.

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