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3 Ways Data Can Immediately Improve Sales Performance
Integrated data and analytics helps businesses make better sales decisions. See how built-in data means better sales plans, stronger program management, and more accurate rep payouts.
Important: This session is first come, first seated. You do not have a reserved seat.

, Director, Product Management, Salesforce

, Senior Director, Product Marketing, Salesforce

, Manager, Solution Engineering, Salesforce

Role: Operations, Sales
Product: Agentforce Sales
Topic: Automation
Session Level: Beginner
Session Type: Theater
  • Wednesday, Sep 1812:00 PM - 12:20 PM PDT
    (7:00 PM - 7:20 PM GMT)
    Moscone West, L3, Cloudy Theater
  • Thursday, Sep 1912:00 PM - 12:20 PM PDT
    (7:00 PM - 7:20 PM GMT)
    Moscone West, L3, Cloudy Theater
Session Summary by Einstein: Salesforce's conference session centered on enhancing sales performance management (SPM) through actionable strategies, emphasizing the importance of a connected, complete, and flexible solution from planning to paycheck. The session underscored the challenges faced by sales reps, including the fact that 84% missed their quotas last year, with only 67% expecting to hit them this year, largely due to spending only about 30% of their time selling. Salesforce's SPM solutions, incorporating AI and machine learning, aim to bridge the execution gap by providing data-driven insights and tools across Salesforce's suite of products, including Sales Cloud and newly acquired Spiff, to optimize sales processes and improve seller performance. The session also highlighted the integration of data into SPM tools, which enables better territory planning, seller enablement, and compensation transparency, ultimately fostering trust and efficiency within sales teams.
Key Takeaways by Einstein:

• Salesforce's SPM solutions leverage the power of the Salesforce platform to offer a complete and connected experience that supports sales reps from planning stages through to compensation, addressing the execution gap in sales performance.

• The integration of Salesforce's SPM tools with CRM data allows for sophisticated territory planning and seller enablement, enabling sales reps to focus on high-value activities and increase their selling time.

• The acquisition of Spiff and its integration into Salesforce's suite enhances the visibility and estimation of compensation for sales reps, driving motivation and aligning incentives with business goals.

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Merlinda Lu

Salesforce Developer, IBM