Asim Ziyadkhanli’s Post

Activity History in Salesforce - doing a refresher session for a rep returning to the business and they posed the question as to any previous activity, is it still visible after 4 or 5 years? The answer is YES, whatever was logged historically is visible long after the initial entry Probably every sales rep has got a customer from the past that they had a good rapport with, what is that customer doing now? Take a trip down memory lane and look them up in Salesforce - you might just surprise yourself!

Heard a stat yesterday that sales reps check their commissions 4x/week. I check mine at the end of every month....... if that. Before you tell me "But Haley.. thats crazy!!" I know it is.. but I have never been a numbers girly and truthfully companies make it so much harder than it needs to be for reps to understand their commissions. Luckily - I have Dalton Day to sit me down each year to walk me through my comp plan/commissions, but at the end of the day.. I want to be able to pull my own opptys to understand how much $ I am going to make when I close them. Crazy concept.. I know. So naturally - I am pumped that Salesforce acquired Spiff. Selfishly, but also for what this means for my customers and for their sales teams too. With one click into your oppty, you can quickly visualize and understand your commissions, see how they increase in real time when you decrease your discounting levers and when they increase again when you decide to take that 1yr deal to a multi-year 😏 https://lnkd.in/eNHBqi65

Are you lost in Sales Ops? Find Your Way 🗺️ Ever felt like you're drowning in sales tasks? You're not alone. What if there's a lifeline just within your reach? 🌪️ Early in my career, I was overwhelmed with sales ops—juggling lead gen, engagement, and closing deals. It felt like navigating a storm without a compass. 🌩️ I saw talented salespeople leave, burnt out. Revenue stagnated. We were stuck in a loop. 🌈 Then came Salesforce. It wasn't just a tool; it was a paradigm shift. Automation, insights, and robust pipeline management changed the game. 🚀 Imagine a streamlined sales process that feels like a well-oiled machine. That's what Salesforce offers—more time for strategy and less for mundane tasks. 🗺️ Salesforce is your compass in the chaotic world of sales ops. It aligns your sales strategies with business goals, making your journey less about survival and more about conquest. Don't just cope with the chaos; master it. Salesforce is not just a tool; it's your strategic partner in sales ops. 👇 How are you navigating your sales ops challenges? Share your journey.

We've had "girl math" & "boy math". I've also seen "cat math", "dog math" and even "horse math". But finally we have "Salesforce Math" 😁 It's important for Salesforce professionals to be able to speak the language of the sales and sales ops teams, as well as knowing the technical capabilities of the system. Fergal McMenamin breaks it down in a simple way below. Check it out!

Account Executives. Internalize the belief you are the CEO of their own territory 🌎 You should know 📚 The TAM of your territory 💰 Attrition rates in your patch🏃♂️ Annual Order Value and Growth Rates 📈 The beautiful thing is if you’re company/uses Salesforce well then this information can be pulled using standard reporting functionality 💪

How to speak to the Sales Director: Don't talk about Salesforce. Instead, 1️⃣ Talk about their Total Revenue formula 2️⃣ Ask what real-world actions need to happen 3️⃣ Assign each action to a component in the formula 4️⃣ Model all this in Salesforce Let's see how this works...... The Current Math: 1000 leads x 40% conversion = 400 opps 400 opps x 30% close rate = 120 deals 120 deals x $1,000 avg deal size = $120,000 Total Revenue 👉 Now, what if we increased each component by just 10%? Better Math: 1,100 leads x 44% conversion = 484 opps 484 opps x 33% close rate = 160 deals 160 deals x $1,100 avg deal size = $176,000 Total Revenue That's basically a 50% increase in Total Revenue. Fifty. Five - zero. Isn't this far more fun than just waiting on them to come and ask for yet another multi-select field?! 😅

Haven't seen my fellow linkedin gurus talking about account planning so here is a template that covers the absolute basics. Account planning unlocks: 1. Clarity of mind in what your plan of attack is for a given account. Hopefully this is capturable in salesforce 2. Clarity for team members that are also serving the customer. I've seen this doc exist as the holy document that folks follow to support key customers at all of the companies I have worked at. If your sales org isn't using these you should be the person to start doing it! Have a great weekend 😊

How do I build territories and sales assignments of the best fit customers? One of the big drivers for Zsuzsanna Ferenczi and I here at Bunes & Ferenczi is the notion of: ➡ Finite market ➡ Finite resources Amongst your finite resources is your salesforce. They are made up of people. People who want to succeed and do a good job. However, what happens if we assign a bad roster of accounts? Our modelling indicates that between 30% and 50% are none-ICPs. That means we are setting sales people up to fail. Sure, we have excellent sales people who can prioritize and segment their own assignment. But it doesn't look like it scales to everyone. We need to find a systematic way to do so. Start by assigning only ICPs, and rank them for the salesforce.

Looking to make complex sales processes easy to manage in Salesforce this year? LeanData has made Mike Schnell's life easier by allowing him to put everything into one platform and manage it all in one place. Along with Audit Logs to see the details and understand exactly what's happening at any point in the process. Learn how Mike eliminated manual processes that were frustrating for both Ops and Sales ⬇

"If you can't sell it to a 5 year old, you can't sell it at all" This is the indoctrination I give to all the members of my Salesforce throughout my career. From Golden Morn and Milo, to inventory apps and BNPL profiles, the principle remains the same: If you can't simplify the product, then you don't know the product. And if you don't know the product, you can't sell it. Deep product knowledge is crucial because it enables you to present your product or service in the best possible light. This means understanding not only the features but also the benefits. And, equally important, how these benefits align with your prospect's specific needs and pain points. Also, your confidence and expertise will shine through when you can answer questions with precision and offer solutions tailored to your prospect's unique situation. When I started my sales journey I was haphazard in my approach. I sent my salesmen out with assigned targets and supplied them with all the products they needed. But after a period of not getting strong results, I had to restrategize. So I systematically took time out to ensure that my salesmen know granular things about the products they sold. This included conducting training classes and modules, furnishing them with sufficient product information, and conducting regular field accompaniment to make sure they're passing the right information across. In the first 6 months after I decided to embark on this systematic approach, I recorded 80% growth in sales and this was largely due to the increase in the confidence and ability of the sales men, all because of their improved product knowledge. It's a hack that took me years to master. I give it to you for free. You're welcome. #SalesTips #OluTheOligarch #ProductKnowledge