Boost Adoption with Inbox

Learning Objectives

After completing this module, you’ll be able to:

Explain how today’s sales teams use email.
List four ways Salesforce Inbox can make your team more productive.
Describe why adoption is key to ROI.

Is Email Really Dead?

Surely you’ve heard from some sales expert by now that “email is dead.” It’s true that we’re moving to new ways of communicating. We text our bosses, collaborate internally and externally on Slack, and catch up on video conferences. But those are all internal relationships. What about prospects?

Despite technological advances, a large majority of prospects and customers still want to communicate by email. How often do you text a prospect to introduce yourself? Probably not often, or at least not successfully! And sure, you can get a video meeting sometimes, but you need a mechanism to help you book the meeting. Email communication is still a huge part of the selling motion.

This is the reality: Your salespeople need to be in their inboxes, because that’s where their customers are. But that necessity brings a couple problems with it.

A lot of deal information is stashed in their inbox, where it’s not doing much good to anyone who wants to collaborate on the deal, or a manager who needs insight. And what if someone leaves the company? That’s a lot of information lost. In fact, 79% of opportunity data never makes it to a CRM.
If you do have amazing reps who share their key deal info in a CRM, they’re still spending a lot of time toggling between systems instead of just selling.

73% of sales teams are increasingly monitoring outside reps’ activities; 63% of reps log more details from customer interactions than they did in 2019; 69% of high-performing sales teams are automating logging sales data and customer notes

Now that you’ve come to terms with your sales reps spending time in their inbox, it’s time to tackle that problem with solutions.

Meet Salesforce Inbox

Salesforce Inbox enhances the email experience and increases productivity and efficiency when it comes to communicating with customers. The rep stays in their email inbox while Salesforce Inbox captures every email and calendar event and puts it right in Salesforce.

That means crucial sales information is saved right where they need it. Plus, when reps draft a new email or prepare for a customer meeting, Salesforce Inbox automatically surfaces relevant customer data. So they have the context and information to move the deal forward right now.

See how it works.

Here are the most important productivity features you saw in the video.

Einstein Activity Capture: Sync emails and calendar events to Salesforce and associate them with the right records automatically.
Quick-create: Add deals to your pipeline and contacts to Salesforce without leaving your email inbox.
Insert availability: Secure customer meetings faster by eliminating scheduling friction.
Read receipts: Track when emails are opened or engaged with.
Mobile and Desktop apps: Sell smarter anywhere with the full power of Salesforce in Outlook, Gmail, and your mobile email inbox.

Basically, Salesforce Inbox is your secret ingredient to make every step of the sales cycle more digestible, because let’s be honest, data entry isn’t why anyone got into this job.

Adoption and ROI

Another sales-leader favorite catchphrase: Adoption is the new ROI. However, we believe adoption is the path to higher ROI. Because, really, your team can’t benefit from something unless they’re using it. When you move to a new solution (like Sales Cloud), it’s crucial that you get your sales reps on board from day one. It’s a cycle: The more they use it, the more information is captured, the more helpful it becomes, and the more they’ll use it.

Many customers and reps are still communicating via email. Inbox continues to be one of the very best ways to get your reps to use Salesforce. The magic is that Inbox brings Salesforce to where your reps already are—in their email inbox. They work from where they’re communicating, get to know Salesforce, see the power it brings, and adopt it as one of their key sales tools.

If you have sales reps who live in their inboxes, if you want to capture that sales data, and if adoption of your new CRM is important to you, think about adding Salesforce Inbox.

Resources

Salesforce: Find Your Productivity Peak with Salesforce Inbox (signup required)