SalesWings Prioritisation and Sales Intelligence "tools" in Salesforce include:
Prioritisation of sales reps' work for an efficient sales force
Sales intelligence and enablement for more impactful 1-on-1 engagement
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1. Prioritisation
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
Reports (see also this article)
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 Total point 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 Last account activity | Allows to put the account with the most recently active contact at the top | Views, lists, reports, dashboards |
SW Total point account 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 Last account activity | Allows to put the account with the most recently active contact at the top |
SW Total point account 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
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
Account layouts
Lead, Contact & Person Accounts layouts
Elements:
1 section with fields
1 section with our Visualforce frame
Related lists
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 Total point lead score | Shows the general behavioral lead score (interest!) |
SW Predictive Score | Shows the current level of engagement of a lead/contact (urgency!) |
SW Total website 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 Mark 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) |
Section 2 with 1 column:
Column settings:
500 pixels high
"Show scrollbars" enabled
Visualforce Page name: | Notes: |
SW Website Visit Summary | A user friendly way to understand the last time a lead/contact was interested (i.e. "20 days ago") |
Examples of lead / contact layout showing both sections:
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, Segments and Triggers | Shows the list of tags that a lead/contact has collected |
|
SW - Page Visits | Shows each page and activity in a related list |
|
(SalesWings Prospect Scores) | For clients with multiple scoring only, showing the list of scores and their values |
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Examples of lead / contact related list:
Business Account layouts
Elements:
1 section with fields
Related lists
1 layout section with 1 column:
Field name: | Notes: |
SW Last account activity | Shows last time the account was active, defined by the most recently active contact's last visit date |
SW Total point account 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 |
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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:
Check out our next article about SalesWings Reporting and Analytics.
All set? Don't hesitate to schedule a Training Call with us!