Salesforce sales leaders use Einstein Analytics to track pipeline and team performance, drill into deal changes, monitor forecast dashboards with alerts, and identify high-propensity accounts through white-space analysis.
Einstein analytics is helping trailblazers everywhere get intelligent sales insights and faster answers, and Salesforce is no exception. Here's a peek behind the curtain at four of the top ways sales leaders at Salesforce use Einstein analytics to manage pipelines and coach their teams. First, Einstein analytics gives our sales leaders full visibility into team performance. They can see overall pipeline and pipe coverage numbers, then click on individual team members to see who needs the most coaching. Filtering by stage and forecast category helps provide a more complete picture and they can always scroll down to see top open deals and take action without leaving the page. Next, sales leaders can drill into pipeline to understand what changed. Instead of simply tracking beginning and ending pipeline, sales leaders can see everything that happened in new deals, deals that moved in or out of the quarter, and closed deals that were won versus lost. By clicking on the moved out category, they can collaborate with the team to see what can be done to bring those deals back in. Then leaders can use the forecast Dashboard to plan for the future. Cumulative forecasts help sales leaders know when they can expect deals to close. Forecasts are broken out into best case and commits and leaders can view by deal band to track large deals. They can also scroll down to see the full cumulative forecast table and set a notification to know when their direct reports commit number rises. And finally, sales leaders can discover new opportunities for their team with white space analysis. They can quickly understand which products have been sold into which accounts and then drill in to see which accounts have the highest propensity to buy. And as always, they can see the opportunity details down below, allowing them to focus their energy on the right deals. To learn more about how Einstein analytics can help you and your team sell smarter, visit us online.
