Learn the Benefits of Integrating Salesforce with Microsoft Outlook
- Summarize how your reps rely on Microsoft® Outlook® and Salesforce to work their prospects and deals.
- Recognize the redundancy your reps experience entering sales data in two applications.
- Describe how integrating Salesforce and Outlook helps your reps become more productive.
Before we get going, let’s talk about what we cover in this module. In this first unit, we talk about the importance of integrating Outlook and Salesforce for setting up your reps to succeed.
In the next unit, we look at how folks using Salesforce for Outlook can move to our cloud-based Outlook integration products.
In the third unit, we show you how to set up the integration with Outlook and configure Lightning Sync.
Our final unit shows you how to help your sales reps be even more productive while they’re working in their email.
Ready to dive in? Let’s go!
A Way to Increase Your Sales Reps’ Productivity
Your sales reps use Outlook. And they use Salesforce. Isn't it time your reps use Outlook and Salesforce together? According to McKinsey & Company, sales reps spend up to 28% of their day in email and calendars. That’s the case with sales reps Erin Donaghue and Lance Park, who work at an emerging solar company, Ursa Major Solar, Inc. It’s important for them to bring Salesforce data to the place where they spend so much of their time.
- Eliminate the time they spend on redundant data entry into two applications.
- Access important Outlook email messages and relevant Salesforce records in one place, making it easier to craft targeted, meaningful email communications to prospects and customers.
- Focus more on what matters most: their sales!
Why Sales Reps Use Outlook
|The Thing Reps Do||Why?|
|Send email messages||Email is an easy and effective way to engage with prospects and get relationships going.|
|Maintain contacts||The contacts in Outlook serve as your reps’ virtual Rolodex card file.|
|Schedule meetings and appointments||Your reps rely heavily on their calendars for planning their days and scheduling important events.|
Why Reps Use Salesforce
|The Thing Reps Do||Why?|
|Maintain leads and contacts||Your reps relate leads and contacts to other important Salesforce records, such as accounts and opportunities.|
|Schedule meetings and appointments||Sales reps and their managers rely on the Salesforce calendar to get
sales-related meetings and appointments on the books.
Your reps also relate these events to other important Salesforce records.
|Track deals in the pipeline||Sales folks track their deals using Salesforce opportunities, which your sales teams relate to (you guessed it) other important Salesforce records.|
|Learn about outstanding cases||Not everything in sales goes smoothly. Your reps benefit from knowing of issues that their customers log with your company. Knowing about issues is especially important before your reps try selling whatever it is that your reps sell!|
Why Redundancy Is a Problem
Why is knowing about redundancy important? Because your sales reps do some of the same things in Outlook as they do in Salesforce. Our Ursa Major sales reps Erin and Lance often use both applications to track contacts, schedule meetings and appointments, and track tasks.
- Time lost during context switching and maintaining data in two places. The context switching alone pulls your reps out of their selling mode and puts them into a tools management mode.
- Greater chances for data entry errors. When your reps enter data in both Outlook and
Salesforce, the possibility of getting something wrong increases. We can see that when
Erin enters a contact in Outlook and then again in Salesforce, she inadvertently
introduces an error. Not good.
How Integrating with Outlook Helps Your Sales Reps
|Core Feature||Why It’s Helpful|
|See and relate relevant Salesforce content in Outlook||From Outlook email, your reps get context into what’s happening with the
people they sell to. And most important:
|Access Salesforce features in Outlook||There’s no need to leave Outlook when your reps:
|Sync contacts and events||Using Lightning Sync in the background, your reps don’t duplicate data entry
for contacts and events in both Outlook and Salesforce.
Depending on the options you choose, contacts and events sync in either or both directions between Salesforce and Microsoft Exchange.
Do Even More with Tools While Composing Emails
Want your reps to be even more productive while working in their email? Of course you do! We already know that a productive sales team is the best sales team. You can add even more to your reps’ experience in Outlook with Inbox features available while composing emails. We talk more about these features in a later unit.
See the Integration with Outlook
See the integration between Salesforce and Outlook.
Next up, we cover the basics for preparing you to move your sales team from Salesforce for Outlook to the Outlook integration and Lightning Sync.