How to pick a sales app on Salesforce?

By Anna Sophie Gross May 22, 2017

Here’s what AppExchange customers told Salesforce about their real reasons for purchasing sales apps

Sales apps on Salesforce provide a wide range of tools that help all aspects of your sales operations. Almost all app buyers say that one of the best functionalities of their apps is that they’re native to Salesforce. This means they can get a 360 degree of their customers and draw in real-time data.

Apps can also be an investment for companies, saving them time and  money, when it comes to:

  • prospecting
  • lead nurturing
  • product knowledge
  • brand advocacy
  • closing deals
  • selling online
  • reporting on results.

From Salesforce’s conversations with AppExchange customers in sales, here are the big insights and takeaways about purchasing sales apps.

Evaluate

When evaluating whether an app will be the right fit for you, you need to think about how it will affect your employees and resellers – is it going to engage them and keep them coming back for more?

You should also think about the scalability of the app, thinking about whether it will be well suited to future projects.

Lastly, but perhaps most importantly, research integration into your existing technology stacks. Will them be a seamless fit? Will it add and enhance what you already have?

“Evaluate your sales applications for both the business value — does it meet the organization’s needs and priorities? And end-user value — are users truly engaged with your entire sales tech stack?” advises Mark B. Levinson, VP and Group Director of Sales Services at SiriusDecisions.

Implement

Successful implementation requires providing the proper onboarding and ongoing support materials for your team. That means thinking through all of the possible ways that your resellers and partners might use the app.

You need to make sure you give your team plenty of prep before implementing. You should talk through all of the benefits with them, and hear out their concerns via feedback.

Most of us are in the habit of regularly reporting on the progress and effectiveness of our work. The effectiveness of sales apps is no different; if you’ve spent time and budget purchasing and implement new tools, you need to make sure that you’re actually checking if they’re working.

Measure

Despite what you might think, the process of measuring success comes before implementation. You need to lay out what all of your KPIs are and then put systems in place to track whether you are reaching them.

You need to invest in resources that will help you collect and distribute that data. So, when evaluating whether a given salesforce app is the right fit for you, you need to consider whether it will help you collect data and run reports in order to gage how successful you have been.

Effective measurement includes understanding what success looks like and having the proper resources and systems in place to measure. Think about both the direct and indirect metrics that show success, such as efficiencies gained or sales rep retention.

“Generally, companies aren’t buying technology just because it’s cool. You know what you’re trying to accomplish. And usually, you have a sense of those performance indicators. So there’s a number of metrics that the company likely knows that they’re going to impact. And that becomes your measurement tool. We always ask ourselves, what are we going to impact? And what are those metrics that we can measure that show we are achieving that impact? And it’s really as simple as that,” says George Gallegos, CEO of Jitterbit.

For those in a sales leadership role, arming sales reps with the right technology  is the key to ensuring seller loyalty and engagement as well as revenue growth.

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