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Transform the Way You Work with an Integrated Platform

Learning Objectives

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

  • Explain the benefits of the Salesforce and G Suite integration.
  • Explain a real-world scenario of the Salesforce and G Suite integration.

Busy Work Versus Productive Work

Responding to email, managing documents, note-taking, and scheduling can all be important tasks. But through our research, we find our customers, and especially sales people, feel they aren’t spending enough time on the right things, which are the activities that help them build deeper relationships with their customers. 

In a recent Salesforce Research survey, we found that 66% of the average sales representative’s time is spent on non-selling tasks.   

A pie graph indicating that salespeople spend 66% of their time doing non-selling activities, such as researching prospects, generating quotes, and having internal meetings.

Data Source: “State of Sales,” Salesforce Research, May 2018.

What Gets in the Way

When we looked at our data a bit closer, we found that the top 5 things sales reps believe they spend too much time on are:

  1. Managing emails
  2. Logging activities
  3. Inputting sales data and customer notes
  4. Finding the right person to contact
  5. Creating follow-up tasks

One way to address these inefficiencies is to provide sellers with more integrated experiences between where they are tracking their sales information (CRM), with the productivity tools they use for their day-to-day activities. This is part of the inspiration for our partnership with Google Cloud—create a seamless experience between Salesforce and G Suite to help you get time back.

What Is G Suite?

If you aren’t familiar with G Suite, it is an integrated suite of secure, cloud-native collaboration and productivity apps powered by Google AI. It includes Gmail, Docs, Drive, Calendar, Meet, and more. If you are interested in getting additional details, or trying it for yourself, check out the resources at the end of this unit.

Salesforce and G Suite Integration Can Help with That

Connect G Suite and #1 CRM from Salesforce.

Salesforce and G Suite users have access to a number of native integrations to help make work more productive at no additional cost. These capabilities span the Salesforce platform and the following G Suite apps: 

  • Gmail
  • Calendar
  • Drive
  • Sheets

So how do these integrations work? How do you remain a trusted guide in your customers’ stories, instead of just some background character? 

Gmail Integration

The Gmail app with the Salesforce sidebar open, displaying people and accounts related to the open email.

The Salesforce Lightning Gmail Integration puts Salesforce directly in your Gmail web app. Access Salesforce through a sidebar with a compact view of the Salesforce Lightning experience. Make it just for you and your company, too.

  • Customize the objects that appear in the sidebar from the Salesforce App Builder— this is important if you have specific objects that you or your users need to see when interacting with email.
  • Immediately see related Salesforce data in the sidebar when you click an email.
  • Log activities and emails without leaving Gmail.

It is also straightforward to set up, so your users can get up and running quickly. Check out the Gmail Integration badge linked in the Resources section of this unit. 

Salesforce Inbox for Gmail

Bring the intelligence power of Salesforce Einstein into your email experience as well. Salesforce Inbox for Gmail uses artificial intelligence to help your sales reps get even more from their integrated Salesforce and Gmail experiences. It recommends follow-ups for emails. It also offers Einstein scoring to make customer interactions more meaningful and productive.

Some of the additional capabilities provided by Salesforce Inbox for Gmail include:

  • Insert Calendar Availability in email
  • Email Tracking
  • Send Email Later
  • Expose additional lists of Salesforce records
  • Einstein scoring available in the Gmail sidebar

It’s important to know the Salesforce Inbox features are a paid add-on.

Salesforce Files Connect and Drive

Google files exposed in the Salesforce UI both on the desktop and mobile devices.

With Files Connect for Drive, you can use files from Drive inside Salesforce and link them directly in records and Chatter posts. This helps reduce file duplication and improves compliance/security of sensitive information.

The key features include:

  • The ability to associate files from Drive to Salesforce records with clicks.
  • The ability to post files from Drive to internal and external communities with Chatter.
  • Basic Drive intelligent features, such as “most recently edited” files appearing at the top of the list.
  • Support for Salesforce mobile.

We’ve included how to set up Drive for Files Connect in the Resources section if you want to learn more. 

Sheets Data Connector for Salesforce

The flow of data between the Salesforce platform and Sheets to pull in data and push changes back to Salesforce.

Users can save time when interacting with large data sets by pulling reports or constructing custom data queries from Salesforce into Sheets. You can also push mass data edits back to Salesforce. 

Check out this video to learn more about how the Sheets data connector for Salesforce can help you manage lists of records between Salesforce and Sheets. 

Lightning Sync for Calendar

The flow of data between Calendar and Salesforce is bidirectional for both contacts and events.

Keep contacts and events in sync between Calendar and Salesforce.

Admins can choose whether both contacts and events sync, or whether only contacts or only events sync. Admins can also decide which direction your items sync: between Salesforce and Calendar, or just one way.

Lightning Object Creator

The Lightning Object creator setup screen with Sheets selected as the source

The Lightning Object Creator enables you to take offline processes currently built on spreadsheets that can be transformed into modern cloud applications. 

For example:

  • A car dealership can take the spreadsheets that are created from paper-based test drive forms (which capture prospect information, car makes, models, and preferences) and turn them into a digital process connected to CRM.
  • A marketing team can take a spreadsheet that manually tracks marketing assets (like theme, format, location, date, and distribution location) into an interactive asset tracker that is customizable, automated, and able to drive insights through dashboards and reporting.
  • A human resources team can convert a spreadsheet that tracks volunteer activities into a volunteer matching app that can drive employee participation, increase social impact, and raise the profile of corporate social responsibility.

Sheets is one of the primary import methods supported by the Salesforce Lightning Object Creator, allowing G Suite users to easily build apps on the Salesforce Lightning Platform using pre-populated data from Sheets.

The Lightning Object creator is planned for General Availability in the Summer ’19 release ( Safe Harbor). Contact your Account Executive if you would like more information prior to General Availability. 

Check Out This Story!

Nielsen scores high ratings from users after deploying Google and Salesforce!

By activating the Lightning Sync and Gmail integrations, Nielsen’s sales teams were able to more effectively track their activities and customer interactions, which equated to two hours of time saved per sales rep per week. 

“Ultimately our goal in bringing these two (solutions) together was to increase time selling. It worked.” 

—Andrew Criezis, Vice President of Operations, Nielsen

Corresponding table for “Nielsen scores high ratings from users after deploying Google and Salesforce.

Challenges
Solution
Collaboration was stifled because people couldn’t share documents and resources
G Suite promotes easy collaboration, cross-device capability, and a cloud-first strategy
A need for a single, unified sales process companywide
Salesforce is the backbone of a new standard enterprise process
Tracking activities and entering sales funnel data ate up too many hours
Lightning Sync with Calendar lets sales reps easily populate events and data

Salesforce Sales Cloud and Lightning for Gmail simplifies tracking of events and interactions

Resources

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