Collaborate Your Way to Success
After completing this module, you’ll be able to:
- Explain how sales teams can collaborate on Chatter.
- Describe key benefits of Quip.
The last unit showed you how to build an account team and define roles. Now let’s talk about the importance of communication in those roles. Think back to your hot new band we talked about. If everyone is playing in a different key, they’re not going to sound harmonious, let alone get into a groove. The same holds true for sales teams that can’t easily and efficiently communicate; their deals will fall apart—fast.
Chatter is Salesforce’s collaboration platform that lets teams talk effortlessly in real time. It’s like the social media platforms that you use in your personal life, but built for work.
- Everyone can post about what they’re working on or comment on others’ posts.
- You can join public or private groups, where you can get the latest on topics or solve problems together.
- Teammates can collaborate right on an opportunity or account record, so the information is stored right where they need it.
- And, like on familiar social platforms, Chatter surfaces the content that is the most interesting and helpful to you.
Beyond being an amazing way to bring people together, no matter where they are, it’s a competitive advantage for sales teams. The most successful sales teams offer up some best practices on using Chatter.
Share Information as a Team
Sales teams have a lot of information to share. Just the same, they need to process a ton of data to get their jobs done. This information overload can lead to email burnout (or lost emails), so here’s a tip: Avoid email fatigue by keeping all that must-share information in a team Chatter group. Have some fun picking a name for your group and show your team spirit. Some groups at Salesforce: “Can’t Stop Won’t Stop,” “Turtle Power,” and “Wolff Pack,” (the last two are named for their managers’ last names, Turtle and Wolff). Have some fun with it!
Here are a few people to invite to your Chatter group, and what they can contribute.
- Sales manager: executive passdowns, metrics updates, or training recommendations.
- Sales reps: a sales podcast recommendation or a deal win (or loss) story that can help others learn. Or they can post a question that helps them with a deal—and anyone can help answer.
- Marketing: a new webinar, details of a SPIFF, or the latest presentations.
Reps see all that information when it’s posted, and even better, they can go back and search for it when they need it.
Collaborate on Opportunities
When you have a team of people focused on one opportunity, there’s a lot of information to track. Everyone has different roles, which means each person can have their own ideas, updates, files, and more to share. Fortunately, everyone can share with the group, directly on that Opportunity record’s Chatter page, so the info is easy to access when and where they need it.
Motivate the Troops
Some of the best sales managers know that reps are often driven by healthy, clean competition. They can use that to motivate their teams. And here’s how: When you use Sales Cloud, you have access to an enormous amount of information, including awesome visual dashboards that let you fuel the competitive fire.
You can Chatter (yes, it’s a verb anytime you’re posting something on Chatter) a dashboard of who had the most activities this month, the top 10 reps based on opportunities won, or who has made the fewest calls. (Now’s your chance to nudge your favorite underdogs, lovingly, of course.) When you call out people who are crushing it, and those who aren’t, it kicks your reps into high gear. Recognition, or lack thereof, can be very motivating.
Quip is new to the Salesforce family, so it’s possible you aren’t familiar with it just yet, but it’s about time you two got acquainted. Meet Quip: the cloud product that brings new life to all your work. It combines documents, spreadsheets, checklists, and chat in one place so that anyone with permission can access anywhere, on any device—even when they’re offline. Quip is a powerful way to collaborate, make every moment productive, and help sales teams move more deals across the line. Here are a few cool things you can do with Quip.
Build a Plan. Together.
As an account team works an opportunity, it can use Quip to create any documents it needs. Take an account plan, for example. One person creates it, and then everyone can contribute their own items. Everyone can edit, or add comments if they want to ask someone a question. The best part is that nobody slows the group down with questions like, “Is this the latest version?” because of course it is!
Sales Cloud holds a ton of information for you, and sometimes you need a little organization. Think of Sales Cloud as the walk-in closet of your dreams. It’s beautiful, well lit, enormous, and best of all, perfectly organized. That closet organizer is Quip—it helps you keep your report data organized and super easy to search, because you can open Salesforce reports right in Quip.
They always stay in sync, so you don’t have to run the report over and over. This is especially helpful in keeping your team aligned. You can filter to exactly what you want to see, highlight what you want to call out, and @mention certain people where you’d like to have their feedback or attention. You can even take that spreadsheet and embed it right in another document, like your team updates.
Now that you’ve got the quick introduction to these collaboration tools, it’s time to let your team get started with Chatter and Quip. Your team is more effective when they can work together easily. So give them the tools to do that!