High Velocity Sales is a Salesforce product that is designed to help digital sales teams thrive. In this blog post, I’ll be sharing with you an overview of High Velocity Sales, its core features, and how it can help drive efficiency and scalability across your org.
Why High Velocity Sales?
With more digital sales reps than ever, it’s crucial to work with software that provides tools for sales reps to maximize their productivity. And with lots of leads, contacts, and accounts to keep track of, there’s a lot of guesswork involved in what steps to take, who to prioritize, and creating and maintaining an all-around sales process that works.
That’s where High Velocity Sales comes in. With High Velocity Sales, you can speed up your digital sales processes and make them more efficient overall by eliminating the guesswork for your sales reps. With a combination of tools, automation processes, and insights, High Velocity Sales gives your sales team what it needs to speed up the sales process, thus generating more revenue.
What’s Included With High Velocity Sales
High Velocity Sales includes several tools that will help streamline processes for your sales reps. Here’s an overview of each one and what it will accomplish for your sales team.
Sales Cadences
Sales Cadences are the primary feature that make up High Velocity Sales. Sales Cadences are groups that you can define and assign a particular set of leads, contacts, and personal accounts to. Then, using the Sales Cadence Builder, you can design flows based on what should happen during the sales process based on how customers respond during the process.
The example below illustrates how a sales representative should follow up with his West Coast Retail leads. Once he enrolls his lead, they’ll receive an email, then the sales representative will be tasked with a phone call, and 4 hours later another call.
Actions, listeners, and rules make up Sales Cadence Builder. Actions are what sales reps should perform in that step, such as calls or emails. Listeners can be used to see what the user does (such as progressing in a certain direction if they reply to a user, or if a call goes to voicemail) and go to another step in the flow based on that result. Finally, rules can be set up based on the results of particular actions.
Having these actions in place for each cadence easily pre-defines steps for sales reps as an easy way to streamline processes and eliminate guesswork. Plus, with the ability to have multiple Sales Cadences set up, it’s easy to customize the sales process for what will work for different user groups.
Lightning Sales Console
Lightning Sales Console is the new home for your sales reps. With Lightning Sales Console, actions for leads, contacts, and personal accounts all stay in the same tab. This consolidated user interface makes it easier for sales reps to navigate as they reach out to users and perform quick actions. Sales reps now have everything needed to sell faster all in one screen, they can follow up on leads, while accessing companies to identify key contacts and more.
Work Queues
Work Queues live in the left side of the Lightning Sales Console, and it’s a prioritized task list for sales reps to complete actions, which are predefined by the previously configured Sales Cadence Builder. For each Sales Cadence in the Work Queue, you can see all required steps for which customers and when they need to be completed. You’ll also see when these steps become overdue. The Work Queue further consolidates the user interface for sales reps by making it possible take actions such as calls and emails directly from the Work Queue. You can also reassign particular steps in the process to other sales reps, or pause the timeline if needed. When taking calls from the Work Queue, you can even take notes for that specific call, and if a call script was defined in the Sales Cadence Builder, you’ll see it here too.
The Work Queue also contains a Feed tab, which contains actions that users from your Sales Cadences have been taking. Things like email opens, views, and replies can be tracked here.
It’s also possible to access the Work Queue from Outlook or Gmail if you’re using the email integration feature.
Einstein Lead Scoring
High Velocity Sales comes with Einstein Lead Scoring, which is a useful tool that will help you find patterns in lead conversion history and tell you where to best priority Sales Cadence activity. You’ll also find out what factors determine what makes a lead most likely to convert in your org. The more data you have in your org, the better Einstein Lead Scoring will be able to prioritize activity for you.
Sales Dashboards
High Velocity Sales also includes new dashboards to help you see the success of cadences, as well as insights of where you can improve processes.
The Lead Performance Dashboard shows how your sales team is working leads. This includes how many leads were touched, the average time to first touch, the average number of touches per lead, and the number of lead conversions. These can also be filtered by sales rep, sales cadence, and date range.
The Engagement Performance Dashboard shows prospect engagement statistics for emails and phone calls. These can be sorted by sales cadence, sales rep, date range, or a combination of the above.
The Sales Cadence Performance Dashboard shows how effective sales cadences are. This includes statistics on targets in process, lead conversions, and sales cadence completions. This also includes how long it takes to go through the sales cadence process and whether sales reps are completing tasks on time.
High Velocity Sales features an excellent suite of tools that can help your sales reps accomplish their goals with both efficiency and scalability. If you’re looking to streamline your sales processes and expand upon your digital sales team strategy, High Velocity Sales may be the product for you.
If you have any questions or want to get started with High Velocity Sales, feel free to reach out!
Jennifer Contino
Director of Marketing
Jen, our director of marketing comes to us with over a decade of marketing experience and nearly a decade within the Salesforce ecosystem. She’s known for her work with Pardot, creativity within the digital marketing space, and passion for marketing and the power of Pardot and Salesforce together.