Softwares that handle the customer-relationships for an organization are known as CRM (Customer Relationship Management) software. Salesforce is a type of cloud-based CRM software that helps organizations handle their leads, transactions, and their customer support. It incorporates reporting and Analytics in its application suite to gather valuable insights from its customers. Understanding the Salesforce Sales Analytics App, helps organizations utilize it to its full potential to extract valuable insights from their customers.
Sales Analytics incorporates all the technologies that help generate insights from data, metrics, and sales trends. Thus, by analyzing Sales, you can get a better understanding of the past Sales results and make effective decisions accordingly.
This article gives you 7 simple steps that will help your organization set up the Salesforce Sales Analytics App. It also provides some information about Salesforce and the importance of Sales Analytics for companies. Read along to find out how to set up the Salesforce Sales Analytics App for your organization.
Table of Contents
Introduction to Salesforce
https://en.wikipedia.org/wiki/Salesforce
Salesforce is a cloud-based Customer Relationship Management software that is offered as a service. It helps organizations to manage their leads, process orders, account orders, process invoices, and even in supporting the customers. What makes Salesforce popular is the fact it completely absolves the organizations of doing anything to maintain the infrastructure and software. Salesforce also provides reporting and Analytics capabilities in its application suite.
Beyond the default dashboards and reports, Salesforce also provides an application store from where customers can download dashboards and reports created by third-party developers. if that still does not meet your requirements, it also has facilities for implementing custom reports and dashboards. The Salesforce Sales Analytics App uses all the available information to gather valuable insights from the customers.
To learn more about Salesforce, click this link.
Understanding Sales Analytics
https://www.zoho.com/analytics/sales-analytics.html
Sales Analytics is the Salesforce app that is used to analyze customer data that get accumulated in the cloud. Until recently, this was known as Einstein Analytics and was implemented by Salesforce itself. This has now migrated to Tableau CRM thereby allowing Salesforce customers to use a flexible Business Intelligence tool within the Salesforce lightning application itself.
The Salesforce Sales Analytics App caters to all kinds of Sales roles inside a typical organization. It helps the top executives have a birds-eye view of everything that is happening in the Sales department through tailor-made dashboards. It helps managers visualize the performance of their team as well as the individual Sales Representatives. For the individual Sales Representatives, it provides a deeper view into opportunities, the status of their Sales quota, Sales pipeline activities, etc.
The Salesforce Sales Analytics App provides numerous built-in Dashboards and the ability to create custom dashboards and reports. For the uninitiated, the Sales Analytics app can be difficult to negotiate because of the number of functionalities it support. You will now learn about the different default dashboards in Salesforce and how to set up the Salesforce Sales Analytics App for the first time.
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Prerequisites before Setting up your Salesforce Sales Analytics App
- You must be a Sales Cloud Enterprise, Professional, or Unlimited with Admin privileges.
- Have a TableauCRM license
- Be a Salesforce user and have Sales Analytics user permissions.
Setting up your Salesforce Sales Analytics App
In order for your to set up your Salesforce Sales Analytics App, you need to follow these 7 steps:
You will look at the basic dashboards of Sales Analytics and learn how to start working with them. This tutorial assumes that Sales Analytics is already enabled and your user account has Sales Analytics permission. Follow the below steps to get started with Sales Analytics.
Step 1: Opening the Analytics Studio
To get to the Analytics Studio, open Sales Home and click on the ‘Apps’ icon, and then click Analytics Studio.
Image Source: Self
Step 2: Using the Search Box
By default, Analytics Studio should take you to the Salesforce Sales Analytics App. If it does not, use the search box and type ‘Sales Analytics’.
Image Source: Self
Step 3: Accessing the Default Dashboard
Clicking the Sales Analytics Home should take you to the default dashboard. The default dashboard displays 4 metrics and related goal values of each metric- Closed Won, Win rate, Average deal amount, and Average days in the Sales cycle.
Image Source: Self
Step 4: Customizing Widgets
In case you want to customize the widgets, click on the Edit button. This will take you to the designer.
Image Source: Self
Step 5: Changing the Goal Widget
One of the basic customizations you can do is to change the goal widget value. For this, click on the Widget and change the range value on the right-hand side as shown below.
Image Source: Self
Almost everything you see on the dashboard is customizable. Feel free to explore different customization options to find the one that aids you the best.
Step 6: Accessing Other Dashboards
Other than the generic Home Dashboard, Sales Analytics provides numerous other dashboards that are tailor-made for different roles. For the Sales managers, it provides Forecast Dashboards and Team Achievement Dashboards. For the Sales Representatives and Executives, it provides individual performance and Account Level Dashboards.
You can find a comprehensive list of such dashboards here. To access any such dashboard, use the Search Box and type the dashboard type you want.
Image Source: Self
Step 7: Using the Lens to add Visualizations
For other dashboards, Salesforce Sales Analytics App has another visualization concept called Lens. A Lens is a targetted visualization specific to an object.
For example, opportunities a Salesforce object can have that every Sales manager keeps a close eye on. The ‘Explore Opportunities’ Lens lets one visualize opportunities across various grouping parameters like time ranges, stage of opportunities, owner, etc.
A Lens is different from dashboards in the sense that you can vary the aggregating or grouping parameters and visualize the content live. It provides a mechanism for ad-hoc analysis. To access any Lens, use the Search Box while ensuring that the Lens checkbox on the right-hand side is ticked. The two pictures below explain this:
Image Source: Self
Image Source: Self
That concludes the short tutorial on setting up the Salesforce Sales Analytics App. As evident from the above examples, it is a very useful tool that lets Sales teams understand their Sales activities in-depth and brings out exactly what to focus on.
Conclusion
This article provided 7 easy steps to help organizations set up their Salesforce Sales Analytics App. It also explained the importance of Sales Analytics for an organization and gave some features of Salesforce. Overall, the field of Sales Analytics is on the rise because of the immense features it provides in reporting and gathering insights. By using the Salesforce Sales Analytics App, you can benefit from these features as well.
With Tableau CRM integrated, Sales Analytics has now become a full-fledged BI tool. The only caveat is that there is a long learning curve and you will need some expert guidance to make the best use of it. Adding to that, the steep licensing cost can also be a deterrent in using this. A solution to these problems could be to use cheaper and simpler third-party analytics tools. To accomplish that you will need to export data from Salesforce and import it to the tools.
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Share your experience of setting up the Salesforce Sales Analytics App in the comments section below!