High Velocity Sales, What You Need to Know before you buy

 Sep 15, 2021

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.

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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

image.pngLightning 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.