Like every other business, you would probably agree that monitoring the activities to gauge the sales and account team performance is of crucial importance. To achieve that, sales managers and leaders keep a close eye on their team’s average number of calls made, emails sent, and meetings booked, to ensure that their teams are operating at maximum efficiency. This also helps predict if they are going to reach their monthly quota.
On the other hand, sales reps want to easily prioritize their daily sales activities. They feel greater motivation to increase their activity if they know what volume they need to achieve in order to reach their personal income targets.
So how does a company satisfy both the needs of the manager and the team representatives? Implementing Sales Cloud, Outlook integration and Standard Einstein Activity Capture is the first step many businesses take to streamline and monitor all activities closely and accurately. There are however still limits that should be noted. As a Salesforce partner, Scalefocus would like to share its knowledge and experience with you before you consider implementation.
Understanding the Limits
The activities that are captured from Outlook are actually only visualized in Salesforce org, stored on Amazon web service (AWS) [1]. This means that these activities do not "live" in the customer’s Salesforce org, but only appear in it. Since there is no "trace" of these activities, we can’t use the data in a workflow, process builder or flow as the data don’t show up.
So, a one-click solution is not an option. The access to all actives captured by Einstein Activity Capture is a licensed feature. You can choose between 3 licenses:
Each license option comes with benefits and improvements of the Sales Cloud and each comes with Einstein Activity Capture. Both Sales Cloud Einstein and High Velocity Sales include Inbox as a feature. Inbox as a standalone license has the lowest cost per user and the least number of functionalities. To discuss the licenses in further detail and find which one is best suited for your business goals, feel free to reach out to our Salesforce experts for a consultation.
Our Approach
Let’s take a recent client scenario and ask: Why did we advise our customer to go small and then grow in scale when needed?
First, we carefully considered the solution and features needed. To satisfy the business logic, we only need access to the activity metric fields included in the Inbox license. Then we evaluated the considerations and limitations of each license. What they all have in common, is that if there is at least one Einstein Activity Capture user, then all Salesforce users in the company can use the activity metric fields.
Knowing that, we advised our customer to purchase the Inbox license. This decision saved up to 50% of license cost. Because Salesforce is a scalable platform our customer can purchase a license upgrade anytime to answer growing functionality needs.
As a trusted partner, we consult our customers on how to choose from the variety of Salesforce licenses to suit best their business needs and to improve the ROI of their CRM implementation. Reach out to our team to learn more and take the next step in scaling your business effectively.
The Authors:
Tanya Marinova, Senior Salesforce Consultant, Scalefocus
Nikolay Bizev, Senior Technical Instructor, Scalefocus