Uncover the True ROI that Lies in Your Salesforce Data

Maximizing Data in Salesforce

“Data! Data! Data! I can’t make bricks without clay!”

-Sir Arthur Conan Doyle

The name is Holmes...Sherlock Holmes. No, I wish! But the notion isn't entirely off base. After all, in this day and age, data, research and investigation drive most everything we do in business. In order to make sound, real-time, impactful, revenue-generating decisions, we first need to evaluate the hundreds, and sometimes thousands, of bits of information that comprise the “clay,” or building blocks, of our strategy.

According to a recent study by IDG, the average company planned to grow its data volume by 247.1TBs or 52%, which translated to an increased annual spend of $7.93 million on related initiatives. While no one will contest the transformative value of relevant data, most organizations are not tapping into the full potential that their databases offer.

When it comes to the Salesforce universe, companies frequently collect more data than they actually use, at any given time. Apart from being a waste of storage, this tactic also has significant costs associated, both monetarily and productivity-wise. Oftentimes though, deep within your data wasteland, lies some new and informative gems that can drastically accelerate your sales teams’ performance.

“66% increase in Salesforce® users who list accessing data as their most challenging task.”

- IBM/Bluewolf State of Salesforce® Report, 2017

How can you tap into your data’s full potential?

 

Turn Your Data Into Actionable Intelligence

The value of data lies in the ability to use it and garner actionable insights from it. If it’s unusable, what’s the point? If an account continues to be neglected, then again, what’s the point?

MapAnything can track the last date of activity on an account and of course run reports to identify neglected accounts, but what if the data was delivered in an actionable format to ensure every meeting is a new opportunity to produce revenue? Your team should be spending more time with customers and less time planning their routes or performing administrative tasks.

With Location of Things technology like MapAnything, not only will your field reps be empowered with real-time traffic and weather smart routing, your management team will be armed with daily reports identifying opportunities for performance improvement and accountability follow-through. Cross departmental insights are also a major plus. Not only will your sales reps know how best to visit all their customers in any given day, but the service team will also be able to solve and prioritize any current cases accordingly.

 

Enable Location-Based Selling in Salesforce

After operationalizing your data, it is important to train your sales team to use it as a part of their daily routine.

For inside salespeople, this means enabling them to call customers at the right time based on customer location. It also means enabling them to quickly view contact information without having to open account records. For field salespeople, this means enabling them to quickly build and optimize routes. It also means enabling them to fill cancelled appointments by identifying nearby customers to add to existing routes on the fly. When you equip your team with location-based selling insights, boosting productivity becomes second-nature.

And for a inside peek at the real-world implication of geo-productivity-informed data, we turn to Parata.

“With MapAnything, the data is live and sits inside Salesforce. It has been a huge time-saver and allows us to concentrate on more high-value tasks.”

- Sales Operations Manager at Parata 

Your sales team needs to be able to quickly visualize and take action on accounts. Help them boost productivity by providing geographic context to their account data. Knowing the “where” in the data helps them determine the “how” when it comes to making sales.

Find out what your data strategy stands to gain with a custom demo of MapAnything. Or test drive the tool for free on the AppExchange. Either way, it’s time to start ensuring you get the absolute most out of your Salesforce data!

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Brian Bachofner
By: Brian Bachofner

Chief Marketing Officer at MapAnything