Salesforce layouts, sales prioritization and sales insights

SalesWings provides valuable data points and insights for prioritization and intelligence for leads, contacts, accounts, and opportunities

Philip Schweizer avatar
Written by Philip Schweizer
Updated over a week ago

SalesWings provides valuable data points and insights for prioritization and intelligence for leads, contacts, accounts, and opportunities.

To maximize value with SalesWings, we recommend the below setup in Salesforce with:

  1. Prioritisation of List Views and Related Lists

  2. Sales intelligence and enablement on Page Layout for more impactful 1-on-1 engagement

Don't hesitate to schedule a Training Call with us!


1. Prioritisation with List Views and Related Lists


SalesWings brings important efficiency gains for sales reps when it comes to consistently, and quickly tackling the next best lead, contact, account, or opportunity from a list of records.

This helps prioritize a team or rep's assigned Salesforce records, whether it is for inbound leads, campaign leads, existing customers for upselling, or any other day-to-day sales reps' work.

Where to facilitate prioritization with SalesWings fields?

  • Lists and views

  • Related lists of contacts belonging to an account

Available custom fields for prioritization:

Leads / contacts*:

Field name:

Notes:

Where to use:

SW Time of last visit

Allows to put the most recently active at the top

Views, lists, reports, dashboards

SW Lead Score

Allows to prioritize based on the general behavioral lead score (interest!)

Views, lists, reports, dashboards

SW Predictive Score

Allows to put the hottest leads at the top, based on trends of activity (urgency!)

Views, lists, reports, dashboards

(Multiple scores)

For clients using multiple scores, you can add your mapped custom fields where the multiple scores are mapped to

Views, lists, reports, dashboards

(Fit / demographic scores aka Lead grading)

For clients using "SalesWings Toolbox", leverage your fit scores

Views, lists, reports,

dashboards

Examples of lead prioritization list:

Accounts:

Field name:

Notes:

Where to use?

SW Account Last Activity

Allows to put the account with the most recently active contact at the top

Views, lists, reports, dashboards

SW Account Lead Score

Allows to prioritize accounts based on the combined contacts scores

Views, lists, reports, dashboards

SW Predictive Account Score

Allows to put the hottest accounts at the top, based on trends of activity (urgency!). A proprietary algorithm computes the current level of engagement of an account, based on its tracked contacts predictive scores

Views, lists, reports, dashboards

(Multiple scores)

For clients using multiple scores for leads and contacts, you can roll them up to accounts using a third party solution and add your custom fields

Views, lists, reports, dashboards

(Fit / demographic scores aka Lead grading)

For clients using "SalesWings Toolbox", leverage your fit scores

Views, lists, reports, dashboards

Examples of account prioritization list:

Related list of Contacts, tied on the Account layout

Make sure that if you display a related list on the account layout of all contacts, that you add the contact prioritization fields* of contacts within that list.

Examples of related contact prioritization list:

Opportunities:

Since opportunities are tied to accounts, you can leverage the account prioritization fields to prioritize opportunities.

Field name:

Notes:

SW Account Last Activity

Allows to put the account with the most recently active contact at the top

SW Account Lead Score

Allows to prioritize accounts based on the combined contacts scores.

SW Predictive Account Score

Allows to put the hottest leads at the top, based on trends of activity (urgency!). A proprietary algorithm computes the current level of engagement of an account, based on its tracked contacts predictive scores

(Multiple scores)

For clients using multiple scores, you can add your custom fields if you map them from accounts to opportunities

(Fit / demographic scores aka Lead grading)

For clients using "SalesWings Toolbox", leverage your fit scores

Examples of opportunity prioritization based on account data:


2. Sales intelligence and enablement on Page Layout


To enable your sales reps to perform at their best, they need to get insights into the needs, activity and profile of their prospects. Our unique sales insights facilitate sales engagements which are informed, tailored to a prospects needs, and highly effective.

Where to add SalesWings data?

  • Lead layouts

  • Contact layouts

  • Opportunities layouts

  • Account layouts

Lead, Contact & Person Accounts layouts

Elements to add on the page layout:

  • 1 section with fields

  • Related lists

  • Add our Lighting Weight Component section (containing SalesWings insights)

Section 1 with 2 columns:

Field name:

Notes:

SW Since last visit

A user friendly way to understand the last time a lead/contact was interested (i.e. "20 days ago")

SW Lead Score

Shows the general behavioral lead score (interest!)

SW Predictive Score

Shows the current level of engagement of a lead/contact (urgency!)

SW # of Visits

Shows how many times a lead/contact has visited the website; an interesting indicator of interest over a longer period

(SW Favorite)

Shows whether or a not a lead/contact is currently favorited inside SalesWings (only interesting if your sales reps have access to the SalesWings cockpit)

(SW Favorite)

Allows a sales rep to favorite a lead/contact from within Salesforce (only interesting if your sales reps have access to the SalesWings cockpit)

SalesWings Lightning Component

How to add our LWC section:

1) Navigate to a a record (Lead, Contact, Account or Opportunity):

  • Log in to your Salesforce account.

  • Use the App Launcher to go to the Leads tab.

  • Open any record.

2) Edit the Page:

  • While viewing the record, click on the gear icon (βš™οΈ) at the top right corner of the page.

  • Select Edit Page from the dropdown menu. This action will take you to the Lightning App Builder for the selected object.

3) Add the SW Insights Component:

  • In the Lightning App Builder, locate the SW Insights component in the left sidebar under "Custom" or "Custom - Managed" components.

  • Drag the SW Insights component to the desired section of the lead layout. This can be the main column or a sidebar, depending on your layout preference and the design of your page.
    ​

4) Position and Configure the Component:

  • After placing the component, you can configure it by clicking on it and setting the properties in the right-hand properties panel, if applicable.

  • Adjust the size and alignment as needed to fit the page layout.

5) Save and Activate the Page:

  • Click Save to preserve your changes.

  • Click Activate to set this version of the page as the default view for users.

  • Follow the prompts to assign the page as the org default or app default, as necessary.

6) Test the Component:

  • Return to the lead record to ensure that the SW Insights component appears correctly and functions as intended.

7) Repeat the same process for all other objects.

Related lists:

If your sales reps are regularly in the field and consulting leads and contacts in the Salesforce mobile apps, the individual activities can be attached to the lead and contact layout in a related list. This is interesting because the sales insights of the Visualforce frame are not viewable on mobile.

Related List Name

Notes

Columns to show

SW - Tags

Shows the list of tags that a lead/contact has collected

  • SW Tag

SW - Activities

Shows each page and activity in a related list

  • Page

  • Page visit count (sort descending)

(SalesWings Scores)

For clients with multiple scoring only, showing the list of scores and their values

  • Name

  • Value (sort descending)

Examples of lead / contact related list:

Business Account & Opportunity layouts

Elements:

  • 1 section with fields

  • Related lists

  • Add our Lightning Web Component (containing SalesWings insights)

1 layout section with 1 column:

Field name:

Notes:

SW Account Last Activity

Shows last time the account was active, defined by the most recently active contact's last visit date

SW Account Lead Score

Allows to prioritize accounts based on the combined contacts scores (main score)

SW Predictive Account Score

A proprietary algorithm computes the current level of engagement of an account, based on its tracked contacts predictive scores

(Multiple scores)

For clients using multiple scores for contacts, you can roll the scores up to accounts using a third party solution and add your custom fields

(Fit / demographic scores aka Lead grading)

For clients using "SalesWings Toolbox", leverage your fit scores

Examples of account layout section:

Account Related Tag List:

Related List Name

Notes

Columns to show

SW - Account Tags, Segments and Triggers

Helps understand needs / profile of an account!

-----

Shows the list of tags that all contacts within an account have collected, to understand the needs of an account

  • SW Tag

  • SW Tag Account Score (sort descending)

Examples of account's tag related list section:

Enhance contact related list of accounts:

To quickly see on an account which contacts have been active and are hot, you can add the Saleswings custom fields or mapped score fields into the related list.

Examples of account's contacts related list section:

How to add our SalesWings Account Insights LWC component?

Please follow the same process as for leads & contacts.
We recommend placing the LWC on the side. The result should look like this:
​

All done? Don't hesitate to schedule a call for us to review the set up!

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