Why Your Salesforce Setup is Hurting Revenue
Updated: Mar 7
A well-designed Salesforce setup is the most underrated part of any go-to-market strategy. An improper setup could lead to lots of communication issues within your GTM teams and even affect revenue generated.
5 Common errors caused by poor Salesforce setups: And how to fix them
There are several common errors that can occur in Salesforce caused by improper setups, including:
1. Duplicate data
Duplicate data can occur due to manual data entry or incorrect data import, leading to confusion and decreased data accuracy.
Fix: To fix this error, organizations can implement a data deduplication tool or process to identify and merge duplicate records. They can also enforce data quality guidelines and train sales representatives on proper data entry practices.
2. Inconsistent data
Inconsistent data can occur when different sales representatives enter information differently, leading to confusion and decreased data accuracy.
Fix: To fix this error, organizations can implement standardization practices and enforce a common data model. They can also use picklists and validation rules to ensure that data is entered consistently.
3. Missing data
Missing data can occur when sales representatives forget to enter information or when data is lost during import.
Fix: To fix this error, organizations can implement data validation rules and mandatory fields to ensure that all required information is entered. They can also use data quality tools to identify and address missing data.
4. Incomplete reporting
Incomplete reporting can occur when data is not properly entered or when reports are not set up correctly.
Fix: To fix this error, organizations can implement proper reporting practices and train sales representatives on how to properly enter data. They can also work with Salesforce administrators to ensure that reports are set up correctly.
5. Limited visibility
Limited visibility can occur when data is siloed or when the wrong access permissions are set.
Fix: To fix this error, organizations can implement proper data sharing and security practices. They can also work with Salesforce administrators to ensure that the correct access permissions are set.
What would be most impacted by an improper Salesforce setup?
Efficiency
An improper Salesforce setup can slow down the sales process, resulting in fewer outbound and actual selling activities. It can lead to duplicate data, incorrect data entries, and make it difficult for sales reps to access the information they need to close deals.
According to a study by Salesforce, sales teams lose an average of 1.6 hours every day due to data entry and manual data management.
Data Accuracy
Accurate data is crucial for GTM teams to make informed decisions, track performance, and measure results. An improper Salesforce setup can result in incorrect data being entered, leading to inaccurate reporting and a lack of trust in the data. This can negatively impact the ability of the GTM teams to make informed decisions and can lead to misaligned strategies and missed targets.
Revenue Attainment
The ultimate goal of GTM teams is to drive revenue growth for the organization. An improper Salesforce setup can slow down productivity, extend the sales process, and cause missed opportunities.
According to a study by Nucleus Research, companies using Salesforce experienced an average increase in revenue of 41% compared to companies not using Salesforce.
Most common problems caused by an improper Salesforce setup
Poor collaboration and communication
A poorly designed Salesforce setup can make it difficult for team members to collaborate and communicate effectively, leading to confusion and miscommunication.
Lack of insights and visibility
An improper Salesforce setup can result in inaccurate data and limited visibility into customer behavior and sales performance, preventing GTM teams from gaining insights into the market and making it difficult to identify opportunities for improvement and growth.
Decreased customer satisfaction
A slow or inefficient sales process can lead to frustration among customers and decreased customer satisfaction. It can negatively impact customer loyalty and harm the reputation of the organization.
Increased workload and stress
An improper Salesforce setup can result in manual data entry and data management tasks, which can increase the workload and stress levels of your GTM reps, leading to burnout and decreased productivity.
Missed reporting deadlines
Poor data accuracy and limited visibility can result in incorrect reporting and missed reporting deadlines. Hindering the ability for GTM teams to measure their performance and make informed decisions.
Why is a solid Salesforce setup crucial for GTM teams?
To wrap it all up, a proper Salesforce setup is crucial for the success of GTM teams. An improper setup can result in issues like decreased efficiency, inaccurate data, and lower revenue attainment. It's essential for organizations to invest in a well-designed Salesforce setup to drive pipeline and revenue numbers up, and keep their teams better aligned.