💃 Sales and Salesforce and Salesforce Professionals 🕺

Good morning, Salesforce Nerds! Here’s a little icebreaker for your Monday meetings!

Anyway…did you know that Amazon corporate workers, whose jobs are comfortably outside of the warehouse, can expect to spend a week getting their hands dirty doing all the warehouse things?

Depending on which corporate function they’re working in, their onboarding may include working shifts at an Amazon fulfillment center, where they will unload, stow, pick, pack, and load customer orders into a trailer 😅.

Why? 🤷 

Why would a mid-level manager, who was hired to lead a team of expensive and talented resources - who all will never again set foot into a warehouse again - be required to spend a week doing hard, thoughtless labor in a windowless one-million-square-foot concrete box? 🤔 

And what does this have to do with Salesforce….? 🤔🤔

Agenda for today includes

• Can You Sell Using Your Org?

• Daily Principle

• All the Memes

Can You Sell Using Your Org?

Today we will discuss-

💃 What Is It? 🕺

💃 Why Should You Care?🕺

💃 What’s Included? 🕺

💃 How Do I Get It? 🕺

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WHAT IS IT?

Amazon corporate workers are likely to be in a role that directly or indirectly impacts supply chain operations.

But how do you get a fresh MBA-grad with a comp-sci undergrad to understand all that goes into getting a physical package from a seller to a customer?

Amazon will get you into a warehouse to physically do these things. So you know what it’s like to breakdown a pallet, stow the package, snake through the aisles to pick product, then prepare them for shipping to a sort center.

Getting hands-on selling experience, within your company’s sales cycle, will give you an important perspective into your users, and the Salesforce solutions you build for them 👍.

And this goes both ways - how much less discourse would you receive from your users if they spent time admin’ing an org, resetting passwords, and changing opportunity status names 😉.

But, your role serves sales 💯.

So you, your salespeople that you support, and your company all stand to benefit significantly by your ability to execute the sales process 🙌.

What can you do to get hands-on experience in the sales process you are supporting? 🤔 

WHY SHOULD YOU CARE?

😮 What if your favorite basketball team had a coach that never played basketball?

😮 What if Disney’s Chief Content Officer had never read a Marvel comic or seen a Star Wars movie?

😮 What if the people who support, maintain, and enhance your CRM had never sold before?

🤔 

Are you a less effective Salesforce professional for having no sales experience?

If you are currently looking at your role through the lens of Salesforce and technology, but not sales, then how is that impacting your ability to maximize your company’s revenue 💰, especially from your uniquely leveraged role of Salesforce professional?

Ideally, a Salesforce professional has selling experience. Even if it’s just a few reps, there will be significant knowledge gained by being hands-on 💯.

This knowledge, combined with your ability to automate process, surface data-driven insights, and all the other amazing things a Salesforce professional does, makes you an exceptionally powerful force 💪.

If you have worked with Salesforce professionals who were previously Sales Ops Managers, GTM Managers, or similar roles, you may have been impressed with how they bring their sales chops to their Salesforce roles. These are great resources to learn from 🧠.

WHAT’S INCLUDED?

A basketball coach who has played basketball before knows to get on your opponent’s hip on a rebound, to take away their jumping leverage 🧠.

They know good jump shot technique is to keep your shooting elbow in, and your shooting arm on a straight plane upon release 🏀.

A Salesforce professional who has been in a sales cycle knows they can enter a “desired sales date” that can make their pipeline look healthier than it is 👀.

They know having a notes field on the Lead object and a notes field for Activities is confusing 😕.

From fundamentals to nuance, those things you only pick up on if you’ve done them yourself 🙌.

HOW DO YOU GET IT?

If you’ve never led or directly contributed to a Sales cycle, see if you can get yourself involved.

Look, we all gotta start somewhere 💯.

Just like a first-time manager, who has never managed people before, there’s going to be a learning curve for a Salesforce professional who has never sold before.

For in-house Salesforce professionals, this is a bit easier. You will already have relationships with your sales team. Simply ask to be involved 🙂.

A mid-level sales role - Sales Ops Manager, GTM Manager, etc - can provide you with more strategic insights.

A frontline salesperson can provide you very specific pain points and nuances in the process, including CRM-specific tactical insights like click-path, page layouts, and automation opportunities.

For consultants, getting hands-on is more challenging, because you are expected to be the expert, and clients are not keen on paying for you to learn their sales processes.

Consultants need to have a few more resources and tools at your disposal-

• Reverse-demo recording of your client’s sales process.

• Business Analyst skills.

• Resourcefulness - Ask your company’s salespeople for support.

Daily Principle

and now....Your Daily Memes