If your inside sales team is making a lot of calls and using Salesforce, it makes a lot of sense to integrate telephony and CRM as closely as possible. By adding voice capabilities to Salesforce, not only will reps reap massive productivity gains, but managers will also be rewarded with greater visibility into reps’ activities and outcomes.
So if you’re considering adding a voice integration to the Sales Cloud, we want to help make sure that your Salesforce voice implementation is as successful as possible. We’ve put together a checklist of the most important things to consider when adding voice to Salesforce.
One of the most important reasons to marry telephony and Salesforce is to capture more data automatically. The more call data that you can capture in Salesforce automatically, the more data you’ll have in Salesforce. Let’s face it – even top-performing sales reps can’t be counted on to log all of their call data manually (in fact top performing reps are often the ones most loath to enter data in CRM). When data is auto-logged, managers get to stop nagging their reps to enter data, and they can start coaching their team to create more opportunities and revenue.
One of the most important things to look for is telephony solutions that simply work with Salesforce right out of the box – in other words, a product. Go any other route, and you’re going to end up spending massive resources on custom implementations. These not only cost money, but can also slow your team down. Easy implementation was perhaps our number one consideration when building Revenue.io. We made sure that adding powerful telephony for Salesforce was as simple as logging into Revenue.io with your Salesforce username and password.
Not all telephony is equal. Adding a simple dialer to Salesforce may boost sales productivity to a degree, but to maximize your Salesforce/voice integration look for features that are specifically built for sales reps. As an example, just some of the sales features that Revenue.io offers include:
One of the top perks of integrating voice with Salesforce is that call data can power reports and dashboards. Call analytics reports can not only give managers deeper insight into reps’ activities and outcomes, but it can also enable smarter revenue predictions. Sure, a talented Salesforce admin can build any number of custom reports, but something important to look for is whether a voice solution for Salesforce offers reporting out of the box. The more reporting power you can gain without involving lengthy customization, the better off you’ll be.
Top sales managers want to see call data in real-time, not even a half hour after the fact. That’s why it’s important to ensure that your telephony solution syncs call data with Salesforce immediately. When we created RingDNA, real-time data syncing with Salesforce was an absolute must for us. Why? Because we’re Salesforce users and we knew that if we needed call data synced in real time, then our customers would want it too. And time and time again, our customers have told us that this was one of the big reasons they chose our Dialer.
Looking at voice solutions for Salesforce? Our Sales Acceleration Buyer’s Guide can help you identify which features are must-haves for your business.
Jesse WestDirector of Lifecycle MarketingRevenue.io
Jesse Davis West is Director of Lifecycle Marketing at Revenue.io, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 11 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.