💃 Only 3% of Salesforce Professionals Know This 🕺

Good morning, Salesforce Nerds! I used to work with a client that had one of these ninjas 🥷.

This admin had spent their 10 year Salesforce career with one company - siloed, isolated, and left to their own devices.

They were an excellent admin and business systems analyst. They knew their tech, but also knew how to build trust and relationships with the business, solve complex problems, and help to manage the growth of the company they served.

But then this one thing took them from an excellent frontline tech worker to an executive and leader in their department in just 3 years….

WHAT IS IT?

This One Important Fact for Salesforce Professionals

You’ve worked with admins, developers and consultants.

Perhaps you’ve interviewed Salesforce professional candidates.

And you’ve seen your network post thousands of Salesforce-related messages on Linkedin, Twitter, and Reddit.

And yet…

Only a small fraction of these Salesforce professionals know their company’s revenue.

🫡 As an in-house resource, that’s knowing your own company’s revenue. Bonus if you monitor YoY and 5yr growth plan. Extra bonus if you’re monitoring direct competitors!

🫡 As a consultant, in addition to your consultancy’s revenue, you need to know your client’s too!

WHY SHOULD YOU CARE?

Revenue is Context and a North Star, All-In-One

🛳️ Cruise Ship vs Speed Boat 🚤

A company that has been doing billions in revenue, year over year, is a mature org that has 90% of their processes dialed in, and manual exception-management processes for the other 10%. A cruise ship 🛳️.

A 1 year-old company that is doing $1MM in revenue is in startup-mode - driving a speedboat @ 125mph while changing the windshield and strapping on a turbocharger without slowing down 🚤💨.

Understanding your company’s revenue tells you what the work environment will be like - will you be managing a bunch of trouble-tickets as part of a large team 😴; or will you, solo, be building out new enhancements today while break-fixing yesterday’s work 🥵!

🎯 Aiming Point

The $1MM company is aiming to be a $100MM company 🚀🚀🚀.

Can the company’s current Salesforce org manage that?

Of course not, that’s why you’re needed to design, build, and iterate on the org until it can handle $100MM in revenue.

More users, more automations, more data, more integrations, more complexity, MORE, MORE, MORE!!!

And the company already doing billions in revenue? While they’re on the back-half of the rocket ship ride 🚀, they have an equally difficult task - optimize the last 10%.

You know the saying - closing the final 10% takes 90% of the total effort 😅. All the low-hanging fruit is gone. Only exceptions remain.

WHAT’S INCLUDED?

Professional Benefits

The only thing more powerful than a Salesforce professional is a Salesforce professional that has context and an aiming point 😉.

Understanding a company’s revenue gives you the ability to ask (or answer) good questions. For example-

🤔 What changes in your sales cycle will nurture revenue growth for the company and remove friction from the sales process?

🤔 What is preventing the org from scaling from $1MM to $100MM?

🤔 What opportunities are there for improving and enhancing the CRM? What is the low-hanging fruit? The high-ROI? The 5-years-out vision?

Another benefit is aligning your Salesforce callouts with language that your decision-makers understand. Behold-

❌ “Our security model is too complex to manage and maintain with the plethora of roles, profiles, and permission sets.” 🤷🏻

✅ “Our security model is preventing the company from scaling from $1MM to $100MM in revenue.” 😃

HOW DO YOU GET IT?

How To Get the Company Revenue?

If you are working with a public company, you can obtain all of the goodies easily from their website.

If you are working with a private company, it may not be as accessible, but your quarterly or annual meetings should provide some insight.

You can ask around the office, too. Any department leader will be hyper-aware of company financials, and each layer down the hierarchy slightly less so.

And, of course, take a peek in the org. A revenue report is ubiquitous in CRMs. Even if your org is not dialed-in to accurate revenue numbers, something is better than nothing 💯.

TAKEAWAY and POLL

Final Thoughts

A few minutes to find out your company’s revenue will have an outsized payoff for your career.

😃 It will separate you from the vast majority of your Salesforce professional peers who don’t know their company’s revenue.

😃 It will give you the ability to ask better questions, give better answers, and speak the language of decision-makers.

😃 It’s super easy to research, especially if you work with a public company!

Take today’s poll and let us know where you stand ⬇️

SOUL FOOD

Today’s Principle

and now....Your Salesforce Memes