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11 Key Considerations for Selecting a Systems Integrator for Sales Cloud

Nov 23 · 7 min read

Salesforce Sales Cloud is a cloud-based sales application designed to aid salespeople in selling more efficiently and productively by centralizing customer data, tracking their interactions, and automating some sales tasks. With Sales Cloud, view all customer data and engagement in a single view that you can access anywhere. The automation can help nurture leads, the accessibility allows salespeople to conduct their work from anywhere, and the dashboards can help salespeople view the health of their business.

 

Salesforce Sales Cloud is what some consider Salesforce Management or Sales Force Automation (SFA). SFA is a category of software designed for sales personnel and sales management. It has automated workflows that streamline the sales process. It is one of the foundational tools for a company with a human-driven sales model to grow their business from sales leads, sales forecasts, and individual and team performance.

 

Here are some interesting stats from Hinge Research on how Sales Force Automation can impact a business:

  • “High Growth” firms — those that have recently experienced exponentially high growth — are much more likely (26.2% vs. 16.6%) to have a highly mature marketing and sales automation strategy in place relative to their counterparts.

  • “High Growth” firms are about 31% more likely to have widely accepted and incorporated general business software automation than “No Growth” firms.

  •  “High Growth” firms are 61% more likely to incorporate automation into core business processes automation thoroughly.

 

Important components of Sales Force Automation:

  1. Process Automation

  2. Lead Management

  3. Contact Management

  4. Task Management

  5. Opportunity Management

  6. Pipeline Management

  7. Sales Forecasting

  8. Sales Team Management

  9. Reporting and Analytics

 

Salesforce Sales Cloud has been named a Leader in the SFA Gartner® Magic Quadrant™ for 15 straight years, and it is part of the #1 Customer Relationship Management(CRM) suite in the world.

 

According to Salesforce, Salesforce Sales Cloud offers 4 significant benefits: 

  1. Can help you close more deals

  2. Can get you more leads

  3. Can accelerate your productivity

  4. Can give you the insight to make more meaningful decisions

 

To get the most out of Salesforce Sales Cloud, your implementation needs to be configured correctly for your sales needs, optimized for sales process best practices, and set up properly to help you meet your revenue objectives. So what criteria should you consider when selecting a systems integrator for Salesforce Sales Cloud?

 

Here are the key considerations theCodery suggests you think about when selecting a systems integrator for Salesforce Sales Cloud.

11 Key Considerations for Selecting a Systems Integrator for Salesforce Sales Cloud

  1. Sales expertise. Sales happen across the globe, directly with customers, and indirectly through partners. Some deal cycles are large, some require complex rules around quote configurations, and others are document & signature intensive. A solid implementer has seen a wide variety of scenarios like these and knows how to solve these problems most effectively, quickly, and cost-effectively on the platform.

  2. Expertise with Salesforce Sales Cloud (outline why specific SFDC Sales Cloud expertise is important- ie workflows, streamlining sales tasks, lead flow, etc.) The options to solve a given problem on Salesforce are numerous and daunting. The right solution will kickstart positive energy, momentum, and adoption in your Sales team. The wrong solution will incur numerous problems slowing or blocking progress in a deal, frustration, and eventually turnover as teams feel crippled from technological waste. A solid implementation partner will know quickly which tried and tried solution patterns make the most sense for a given problem or opportunity. They will drive the best solution that meets your needs and constraints (budget, schedule, time). They will push for the solution that works best for you, today and tomorrow.

  3. What is your Salesforce ecosystem expertise?  The Salesforce product suite is vast, and there are many different ways to approach your implementation architecture. Ideally, you have a partner who can architect your implementation with a perspective of the fewest steps, but also accounts for scale and future growth.

  4. What have you delivered for customers like us?  What problems like mine have you solved?  Each systems implementation partner you are considering should be able to give you examples of similar use cases. They should be able to easily tell you how long it took and how much it cost. They should have a precise answer, and a vague response may be a warning signal that they may not have experience with similar use cases.

  5. What kind of implementation model do you follow? Some firms expect you to know the product, want you to anticipate all the risks, and need you to be the product owner. They just implement and move on.  Other firms, like theCodery, offer all of the above as a trusted implementation partner with our product expertise. You get a partner that is as invested as you are in the success of the implementation. theCodery is with you in the trenches and stays with you after go-live to ensure you have everything you need to meet your objectives.

  6. How deep is your Integration development experience? This is an essential question if you are looking at integrating multiple systems with SFDC. Some organizations need quick point-to-point integration. Other organizations need much deeper integration with ERP systems and more complex systems like Mulesoft, Informatica, etc. Depending on your needs, be sure to ask about their depth of integration experience, how technical their team is, and if they have worked with middleware.

  7. Lead management and marketing expertise (sales and marketing have to flow). Pull marketing is here to stay, and many companies have an arsenal of tools managing digital engagement. How, when, and where to plug this data into and from Salesforce is the key for personalizing messaging at scale, encouraging high engagement in marketing and sales, and concentrating your efforts on the best prospects in your pipeline.

  8. Personalization & contact management. Whether you’re selling B2B or B2C, consumer expectations have shaped high expectations for individuals in communications. Generic, cold blasts incur negative responses. Personalized offers and messaging show a connection and focus on the individual. The best system implementation partners understand how, when, and where to plug personalization into sales and marketing segmentation strategies to ensure high success rates in your sales and marketing efforts. Personalization is the secret to maximizing your ROI on your marketing and sales investments.

  9. Pipeline management & forecasting. Salesforce might singularly be best known for its ability to capture, report, and analyze anything in your database. The key to solid pipeline management is not just the visualizations and insights, but also the ability to build sales applications that make data collection super easy. Finding ways to offload information collection to customers via capture forms, integrating emails and calendar appointments to contact records, and providing mobile-friendly, easy data capture mechanisms to reps. It is no secret that sales representatives can be reticent to track their activities and sales data – a solid implementation partner will set up easy, simple, and effective paths to gather information easily and as automatically as possible.

  10. Opportunity management – Opportunities serve not only as of the basis for solid pipeline management but also as critical quality checks to ensure the customer is properly qualified, information is captured and vetted correctly, and that it is as easy as possible to bring in new and existing customers to close a sale. Whether it’s discount, offers, and bundles, or managing critical quality gates to generate documents, get signatures and run through legal and similar reviews, Salesforce can create the correct controls around your business process to make sure every deal comes through clean and clear.

  11. Enablement at go-live and post-go-live. The implementation process only begins at launch. Now that you have a rich, robust business management appliance in your hands, it is critical that both the people using the system and maintaining it understand how best to manage it most effectively. Great implementation partners recognize the importance of managing the human side of change: communication, testing, training, readiness, and life after going live. Ensure your partner is discussing change management with you on a regular basis, from the beginning of your engagement.

 

How do you manage projects? See how the implementer of the system discusses typical project elements of scope, schedule, budget, and risk. How they describe this gives you an idea of their experience levels. Additionally, you should ask them how they manage projects with a given set of deadlines and budget constraints (for example, project management for a 3-month project that delivers multiple projects). They should be able to address this succinctly if they have enough experience.

 

How can you make changes in SFDC with minimal pain? This is a change management question, and many firms overlook the change management process.   Changes are inevitable, so you need a partner that will plan for change adoption upfront.  Change management in the form of communications, outline benefits of change, internal PR, test application, training for go-live, and enablement after go-live.  We see this often being an afterthought, and planning for it proactively can reduce issues and user frustration.

 

What is your experience with analytics? How have you worked with clients around KPIs and metrics for Sales Cloud? The rubber meets the road when you can pull up a dashboard and see quickly what is working and not in your pipeline. Going further – helpful analytics will enable you to focus on higher probability targets and/or open up further possibilities for revenue. Which metrics make the most sense? Where and how can Salesforce drive insights to close larger deals, faster, and with happier clients? Which agents and campaigns are driving the best results? Deeply experienced, capable partners have answered questions like these across a wide variety of clients and experiences – they will know the right data to model, analyze, and visualize to give you intelligence above and beyond what you’re collecting through interactions alone.

 

What is the time to get started?  Many large firms are booking up months in advance, so while you may be ready to go, they may be 6 months out still.  theCodery is known for being nimble. With most projects, theCodery can get started quickly and get faster time-to-value than our larger competitors. Agility and speed are our superpowers – working with us means you’ll reach value at a much faster rate than you can imagine.

Need help in implementing Salesforce Sales Cloud?  theCodery is a Salesforce partner that has delivered hundreds of successful Sales Cloud implementations. Enable your sales team to build relationships and close more deals with the right sales tools and a trusted partner to help you implement Salesforce Sales Cloud.

 

How theCodery can help you with Salesforce Sales Cloud:  

  • Improve Productivity: Empower your sales team to be more productive and be closer to the account at every sales stage. 

  • Improve Processes: Build sales processes within a scalable architecture to transform and grow with your sales. 

  • Efficient Prospecting: Integrate marketing data into Sales Cloud to ensure your sales team reaches out to prospects at the right time.

  • Enhance Performance:  Advance deals through the sales funnel, improve your close rate, and improve your profitability. 

  • Track Objectives Proactively: Get insights quickly with robust reporting and custom sales dashboards so you can quickly and accurately gauge the health of your sales funnel. 

  • Eliminate duplicated effort: Streamline integrations and redundant tooling through an effective integrated solution.

 

If you have any questions for theCodery about our team, our process, or our Sales Cloud clients, please feel free to contact us at https://www.thecodery.io/contact-thecodery

 

ABOUT THECODERY

theCodery understands the challenges in modern tech stacks and takes a personalized approach for each Salesforce Sales Cloud implementation while leveraging our deep been-there-done-that and best-practice expertise to ensure you get the most value out of your Salesforce deployment.  We take an agile approach with all development, optimization, and integration projects. If you need help, we are here. Whether you are trying to broaden your engineering and development capabilities, reduce technical debt, integrate tools you are unfamiliar with, or create new applications, theCodery has a proven track record of solving problems and streamlining complexity.

theCodery: Accelerate your time-to-value on Salesforce Sales Cloud with a trusted partner that delivers scalable architectures that are tailored to accelerate sales.

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