With so many different touchpoints throughout the sales process, the thought of trying to capture and track all of your activities through opportunity management in Salesforce can seem daunting. So, we’ve put together a list of easy-to-follow tips that will go a long way in improving the quality of data your team is inputting into Salesforce.

1. Four Sourcing Tiers

It’s imperative for Sales VPs and CEOs to understand how they fill their pipeline and where deals are coming from in order to make the right investment decisions. In trying to track this, most sales managers rely on the out-of-the-box lead source option in Salesforce, which provides a picklist of common lead sources to choose from. However, this standard option fails to tell the full story. Implementing four sourcing tiers in Salesforce will give you a much more holistic and accurate picture of your lead sources. This article will tell you how and why you need better sourcing tiers.

2. How to Effectively Manage Activities

Sales managers and VPs need to know what an effective activity or call workflow looks like for their sales team, and they can’t do this without rock solid data. There needs to be a strong emphasis on data entry and hygiene across the sales team in order to make better and more data-driven decisions. Here is how you should be coaching your team to manage activities in Salesforce.

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3. Setting Up Two Fields For Closed-Lost Opps

In order to conduct a credible win/loss analysis and enable your team to learn from past mistakes, your reps need to be closely tracking Closed Lost Reasons. Similar to how implementing four sourcing tiers adds valuable dimensions to your data, having two fields as opposed to just one for Closed-Lost opportunities can make a big difference. Learn how each field should be used and how to set it up.

There’s a lot that goes into closely tracking leads and opportunity management in Salesforce, but implementing these simple tips will help encourage a detail-oriented culture and lead to more useful and accurate Salesforce data. With this data, you’ll be able to uncover valuable insights into your sales process and help better inform sales decisions.

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