Boost Productivity with High Velocity Sales
After completing this unit, you’ll be able to:
- Describe a Work Queue.
- Explain how intelligence helps Inside Sales teams.
- Discuss the benefits of the Lightning Sales Console.
Now that you understand the daily challenges of a sales rep (too little time spent selling, and too much time spent navigating too many systems), let’s take a look at the solutions.
So how do we streamline? How do we make it simple to know who you need to contact next and what the best next action is? The answer is Work Queues.
A rep’s Work Queue is a prioritized task list inside the Lightning Sales Console (more on the console in a second). So, a rep knows exactly what next step to take with each customer. This helps the rep build a strong pipeline.
Reps can use email templates and Lightning Dialer (the native Salesforce click-to-call solution), to send an email or place a call with a single click, with no time wasted while picking up a phone and dialing a number manually or switching to a different email client.
It’s great to have an easy list of to-do items, but it’s just as important to make sure that those tasks are in the right order. It doesn’t make sense to place a bunch of calls or send a slew of emails to a lead that isn’t warm.
What if those teams had a tool that let them use their own sales history to win more deals? Enter Einstein Lead Scoring—a High Velocity Sales feature that analyzes the data, predicts which leads are most likely to convert, and displays intuitive factors behind the scores.
So that Work Queue? It’s easy as pie to sort on that Einstein Lead Score. Now sales reps aren’t just getting through activities quickly, but intelligently focusing on the right ones. It’s this kind of intelligence that lets reps gain back hours of productivity and spend more time selling.
Having all of those tools and all of that information easily accessible in one system is great. But face it: Sometimes systems still require a lot of clicking around, a lot of tabs open at the same time, and a lot of navigation. Suddenly, those easy-to-access tools aren’t so easy to use.
We’re going to shift that narrative: Instead of one system with a one-size-fits-all user experience, let’s put this in a framework that is customizable. A framework that’s reactive to screen size. A framework that lets you put components in one layout, and a framework that puts all the information needed on one screen at one time. We call it the Lightning Sales Console.
Lightning Sales Console delivers a unified, intuitive sales experience. Sales reps now have everything needed to sell faster all in one screen—from following up on leads and assessing companies to identifying key contacts and more. Phone integration, notes, and more, all in one easy-to-use utility bar.
See that screenshot above? A rep looking at that screen knows everything they need to know about calling a lead. The activity timeline show them what emails and calls the lead has received before. Pardot Engagement History has a list of marketing engagement the lead has gone through. The Sales Cadence card clearly points out where the lead is in the sales journey. Now, all the rep has to do is pick up the phone and call—which just means clicking the phone number, since Lightning Dialer is built in and available right in the Utility Bar at the bottom of the screen.
Now who doesn’t want to work faster, smarter, and easier? Go ahead and try Einstein Lead Scoring and the all-new Work Queue, all within the framework of the Lightning Sales Console.