Discover Agentforce Sales Agents
Learning Objectives
After completing this unit, you’ll be able to:
- Explain the basics of Agentforce for Sales.
- Differentiate between Agentforce Sales Development Representative and Agentforce Sales Coach.
Agentforce for Sales
These days, customers expect relevant, personalized interactions with sales reps. But reps only have so many hours in the day and plenty of customers they want to interact with during that time. Agentforce for Sales can help reps do their jobs better. Sales Agents maximize human potential and enhance sales rep productivity by assisting them throughout the sales cycle, helping reps sell faster and scale their efforts across all their customers.
Agentforce is a set of tools to create and customize agents as well as a suite of assistive and autonomous agents that extend teams to get work done faster. Agents can accomplish numerous tasks within Salesforce orgs, like building pipeline, case deflection, and coaching sales teams. Within the Agentforce framework, there are autonomous and assistive types of agents.
Sales Agents—specifically Agentforce Sales Development Representative (ASDR) and Agentforce Sales Coach (ASC)—are within the suite of Agents termed autonomous (complete jobs for you) and assistive (help you). For example, Agentforce SDR can help nurture inbound leads 24 hours a day, maximizing a sales rep’s pipeline. This helps scale each sales rep and accelerates your sales team’s growth. Sales Coach is a dedicated coach for your sales reps, enabling them to be prepared when making pitches to every customer.
A Sales Agent for Every Occasion
So how do you determine which Sales Agent is best for your sales team? Let’s dive deeper into each option to help you make the best decision for your company.
Agentforce SDR Agent
Agentforce SDR handles personalized outreach to leads, responds to questions, and even schedules introduction meetings for each sales rep. This agent is grounded in your company’s sales, product, and customer data to help scale a sales rep’s time. It’s focused on the top of the sales funnel or the beginning of the sales cycle with the main goal of nurturing leads. Here’s how ASDR works.
- Ensures every lead gets attention.
- Automates various sales development tasks to help sellers focus on nurturing relationships.
- Interprets and processes information to answer questions, handle objections, qualify leads, and book meetings.
- Drives email interaction with leads and partners with the sales team to book meetings and expedite pipeline progression.
- Passes off leads to the sales rep.
By automating these top-of-the-funnel activities, ASDR can free up sales reps to focus primarily on connecting with high-quality and qualified leads—leads with a higher chance to convert. ASDR Agent is not meant to replace human SDRs. Instead, it provides your company with an easy way to scale your selling capacity to handle leads that would otherwise be untouched, accelerating your sales team’s pipeline. The ASDR Agent is ideal for companies looking for high-volume lead generation and to increase the productivity of their sales team.
Agentforce Sales Coach
Agentforce Sales Coach provides deal-specific, personalized feedback to sales reps on their customer communication and messaging. Its main focus is the bottom of the sales funnel or end of the sales cycle, helping sales reps to close deals faster. ASC accesses CRM data to better support sales reps with the deals they’re working on. This allows sales reps to practice their pitch before customer meetings, and provides feedback on the rep’s pitch tailored to the deal and the specific stage the deal is in.
When feedback is generated, ASC cross-references the sales rep’s information with certain fields from the opportunity to ensure it’s correct. Additionally, ASC simulates a “customer” or “buyer” in facilitated role-play scenarios tailored to the sales rep’s deal, and provides feedback to the sales rep specific to that opportunity for their role-play. Here’s how ASC works.
- Allows teams to scale coaching by giving every seller a dedicated coach.
- Facilitates role plays tailored to specific deals and provides personalized, objective feedback after each session.
- Allows sellers to practice pitching, handling objections, or negotiating before meeting real customers—without consuming precious manager time.
- Helps managers focus their energy on the critical moments—the real “game-time” swings—not the practice sessions in the batting cage.
Sales Coach Agent is ideal for the manager with a large sales team or very little time for coaching sales reps.
To sum up Agentforce Sales Agents, SDR Agent focuses on the beginning of the sales cycle, assisting sales reps with common tasks, freeing them up to focus on more complicated sales deals. Sales Coach Agent focuses on the end of the sales cycle, helping sales reps advance deals by giving feedback and conducting role-play scenarios following preset guidelines to ensure the coaching is consistent and objective.
Now that you have a better idea of what Agentforce is and how our two different types of Sales Agents can help your growing business, you’re ready to watch your sales grow!