High Velocity Sales in Salesforce : jayakrishnasfdc

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March 27, 2021
High Velocity Sales in Salesforce
by: jayakrishnasfdc
blow post content copied from  Jayakrishna Ganjikunta
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From Last Few Years Sales engagement has moved from traditional channels to digital channels. And while traditional salesforce automation solutions still value face-to-face interactions, today’s reps are using technology like email, messaging, video conferencing chat, and voice over IP (VoIP) as part of their sales process.

An Inside sales rep spends only 32% of their day selling. The rest of the time they’re looking up information, trying to plan out which lead to call next, or logging notes. Al

Important Terms:

  • Inside sales rep (ISR)—These are reps who focus on selling to prospects and customers from a desk, not out in the field. Some companies have these reps focus on certain tasks or specific parts of the sales cycle.
  • Sales development rep (SDR)—They focus on handling inbound leads and qualifying opportunities. They likely handle large volumes of leads. For each lead, they have a specific set of actions to handle.
  • Business development rep (BDR)—This team is a little more seasoned than SDRs. They generate net-new opportunities and focus on new business and cross-sell business. Sometimes, they have specific actions they need to take with leads, but the volume is lower, and they have more autonomy to make decisions on what they believe is the best next step.

High Velocity Sales (HVS) Introduction

Salesforce High Velocity Sales is designed to speed up the sales process for inside sales, sales development and business development teams through a combination of phone integration, artificial intelligence (AI) and a single-pane-of-glass view that avoids the time suck of switching between different apps.

Bringing together many of Salesforce’s core technologies with new features, High Velocity Sales gives inside sales teams:

  • Insights on how to prospect smarter and faster
  • Integrated tools to eliminate busywork and multiple logins
  • New levels of best-practice automation for scalable, repeatable success
  • Reviewing real-time rep progress on critical KPIs.
  • Monitoring and tracking the best activities for each lead.
  • Consistent set of specific and common procedures for reps to follow.
  • Demonstrating the usefulness and efficiency of different prospecting initiatives.
  • Speedy conversions by removing potential choke points or leakages.


High Velocity Sales License and Cost:

HVS is not available in free edition/developer org, to get this license enabled and available we need to request Salesforce Account manager for the organization which matters cost. Please see below information.

And when licenses are enabled we can see 3 permission sets get created and available licenses from company information through setup.

The below 3 are permission sets get creates.

  • High Velocity Sales User
  • High Velocity Sales Cadence Creator
  • Einstein Analytics for Sales Cloud HVS

High Velocity Sales Key Features

The below are the Features HVS delivers to Sales Reps.

  1. Work Queues
  2. Lightning Sales Console
  3. Sales Cadences
  4. Einstein Lead Score
  5. Email Integration
  6. Lightning Dialer (optional, additional SKU)
  7. Einstein Activity Capture

1.Work Queues

The main advantage of High Velocity Sales revolves around the Salesforce Work Queue (or My List) that is a prioritized list of tasks for each individual sales rep. This easy-to-use list makes it easy and quick for users to determine who to contact next and who would be the best contact method for each lead, whether that be email, phone, or another
medium.
The Work Queue gets created from a combination of two places – a Sales Cadence of wait times and activity that can be created by a manager, and from Einstein Intelligence that analyzes Salesforce and predicts the leads that are most likely to convert.

2. Lightning Sales Console

It accelerates productivity with a highly personalized and single workplace. Companies can deeply customize the Lightning Sales Console using the flexibility of Lightning to their specific requirements.

Additionally, sales reps no longer are expected to toggle between multiple applications. Instead, sales reps are seamlessly and effortlessly guided through the otherwise-complicated selling process that helps them swiftly identify and connect with the best leads and track the process of every deal, all within the Lightning Sales Console.

3. Sales Cadences

These are sequences of activities created by Sales Rep for different types of prospective customers. we can do send an email, Mark Cadence as Completed etc. Only leads, contacts, and person accounts are supported in sales cadences.

• Users can include a lead, contact, or person account in only one active sales cadence at a time.
• Before merging duplicate records, be sure none of the records you’re deleting are in a sales cadence.
• Tasks related to sales cadence steps are created and updated automatically. Users can’t edit these tasks, but they can delete them
after the sales cadence step has been completed.
• The maximum number of steps in a sales cadence is 100.
• The maximum length of a wait step is 60 days.
• When a lead converts, completed sales cadence tasks aren’t transferred to the Activity Timeline of the new contact, account, or
opportunity.
• Before managers can create branched sales cadences based on call outcomes, an admin must map your org’s call result values in
High Velocity Sales Setup.
• When pre-defining an email template for a sales cadence step, you can only use Lightning email templates.
• Users can’t add targets when the sales cadence has an automated email as the first step and the number of targets will cause them
to exceed their daily limit of automated email.
• The limit of active sales cadence targets is 150,000 per Salesforce org.

4. Einstein Lead Score

Einstein Lead Scoring leverages deep and machine learning to identify and prioritize the leads that are most likely to convert. Through Einstein High Velocity Sales Cloud, the best leads are surfaced automatically to the digital sales reps. Furthermore, it helps them with the most critical information, including but not limited to Einstein High Velocity Sales Cloud-The Next Generation of Sales Powered by AI 3 past purchase history, prospect location, and the prospect’s job title to accelerate the sales cycle.

5. Email Integration

Salespeople have everything they need to sell faster, all in one screen, with the Lightning Sales Console covering
everything from identifying key contacts and following up on leads to assessing companies and more. The interesting part is that explicit guidance across the activity pipeline of salespeople, from prioritizing the best leads to the best channel and timing of communications to the communications themselves, with email templates and call scripts, help bring new sales reps up to speed more quickly.

  • The My Feed tab in the Work Queue shows engagements and alerts for emails sent from the Work Queue and tracked emails sent
  • from outside the Work Queue. That information is also shown in the Feed tab in the email integration pane. To prevent duplicate
  • feeds for reps who use the Work Queue, use the Lightning App Builder to remove the Feed tab from the email integration pane.
  • Assign that custom pane to High Velocity Sales users.
  • In the Outlook integration, if a user deletes the Email to Salesforce address (the BCC address) or removes the tracking information
  • from the email body, the email can’t be tracked.
  • If you turn email tracking off in High Velocity Sales and your sales reps also use the Work Queue in Outlook or Gmail, we recommend
  • also turning email tracking off for the integrations. To disable email tracking in the integrations, turn off the Email Tracking option
  • on the Inbox Setup Assistant page in Setup

6. Lightning Dialer (optional, additional SKU)

connects digital sales reps with prospects quickly with a single-click power dialer. Reps can click-to-call new leads directly within the Lightning Sales Console, offering them with all of the valuable productivity and data tools to move on to the next lead fast.

Active dialer panel and call script

7. Einstein Activity Capture

It cuts down the requirement for manual data entry. Digital sales reps have the complete and uninterrupted freedom to connect with calendar and email to Salesforce with customers. This helps them free themselves from countless hours of
manual data entry every day and every week. Moreover, custom email response templates and a calendar manager are included in Einstein Activity Capture that allows for single-click scheduling and responses. This enables reps to spend less time on repetitive tasks and more time on nurturing better relationships with their prospects.

High Velocity Sales Implementation

Pre-Requisites:

  1. Ask to Enable High Velocity Sales Licenses in the org by requesting Salesforce Account Manager
  2. Assign required permission sets to your user(who is going to setup and implement)

    High Velocity Sales User
    High Velocity Sales Cadence Creator
    Einstein Analytics for Sales Cloud HVS
  3. Enhanced Email must be enabled.

User permissions required to do below actions.

Step: 1 (Enable HVS)

  1. Be on Lightning experience mode ,Go to Setup -> Search for ‘High velocity Sales’
  2. Click on ‘Setup and Enable HVS’
  3. Turning on High Velocity Sales automatically enables several features, including
    • Enhanced Email
    • Email Tracking
    • Einstein Activity Capture (optional , If you want this to be enabled, then you need to switch of lightning sync) explained below in detail.
    • Skip Weekends
    • Change Sales Cadence Target Assignees—If you want to prevent this feature from being
    • available to all High Velocity Sales users, you can optionally turn on Limit Who Can Change
    • Target Assignees. Then assign the Change Sales Cadence Target Assignees permission to
    • the users who need it.
    • • Relate Opportunities to Sales Cadences

And Now we can assign HVS permission sets to users who needs to Use and Access and some other Configurations want to change at section -3

Einstein Activity Capture (optional , If you want this to be enabled, then you need to switch of lightning sync)

Turn off lightning sync as shown in above picture.

Click on ‘Get Started’ On Einstein Activity Capture.

Select the anyone one option shown either Office 365/Exchange/Google to sync calendar events with salesforce and Click Next.

Give the Name of Configuration and Next, Enable all options in Review settings and Click Next. Add the users/Profiles to who want to enable.

And Enter the domain or email id..

Click on Next and Finish. Now Einstein Activity Capture will start launching and checking event, contacts etc records for the users /profiles selected.

Step:- 2(Exclude Emails and Events from Being Added to Salesforce for All Users & Set Default Activity Sharing for Einstein Activity Capture Users)

  • From Setup, enter Einstein Activity Capture in the Quick Find box, and then select Settings.
  • Click the Excluded Addresses tab.
  • Click Add.
  • Follow the prompts to update the Excluded Addresses list

Some Sales Cloud Einstein features generate business-related insights using emails
captured by Einstein Activity Capture, including emails that aren’t shared. However, the
content of the emails and the usernames associated with them are hidden. Einstein
Opportunity Insights and Einstein Automated Contacts are the Sales Cloud Einstein features
that use these private emails.

  1. From Setup, enter Einstein Activity Capture in the Quick Find box, then select
    Settings under Einstein Activity Capture.
  2. Click the Capture Settings tab.
  3. Click Edit Default next to Default Activity Sharing for New Users.
  4. Select the default option for new users.
    “Everyone” means all Salesforce users at your company, but you can change it on the Capture
    Settings page to mean only Einstein Activity Capture users.
  5. Click Save

Step:-3 (Share Activities with Groups)

Add the Enable email and event sharing field to group layouts. When the setting
is selected on a private or unlisted Chatter group, the group members who use Einstein Activity
Capture can share activities with all group members.

  1. Make sure Chatter is enabled.
  2. From Setup, enter Group Layouts in the Quick Find box, then select Group Layouts.
  3. Add the Enable email and event sharing field to group layouts.

To use a group for sharing emails and events, the group’s owner can select Enable email
and event sharing on the group’s settings

Step:4 (Permission Sets and Assignments)

  • Assign the High Velocity Sales Cadence Creator permission set to sales managers and reps who need to create sales cadences.
  • Assign the High Velocity Sales User permission set to sales reps.
  • Assign the three Einstein Analytics for Sales Cloud permission sets to users who need edit access to the Activities and Lead scoring dashboards.
  • If you’ve turned on Limit Who Can Change Target Assignees in Setup, assign the Change Sales Cadence Target Assignees permission to users who need to change target assignees.
  • Assign the Dialer permission sets to new Sales Dialer users.
  • Assign the Call Coaching User permission set to sales managers who need to use Einstein Conversation Insights.
  • Assign the High Velocity Sales Cadence Creator permission set to users who need to create sales cadence folders. If they’ve been granted access, these users can edit folders shared with them and can manage other users’ access to the shared folder. These users can edit, and manage user access to, their private folders.
  • Assign the High Velocity Sales User permission set to users who need to view shared sales cadence folders. If they’ve been granted access, these users can edit folders shared with them and can manage other users’ access to the shared folder. These users can’t create folders, and they can’t create or edit sales cadences.

Step:-5 (Configure HVS Features)

A. Set Up Sales Dialer for High Velocity Sales

Enable Sales Dialer

pre-requisite :- You need to request salesforce to enable Sales Dialer in the org.

Turn on Dialer from the Dialer Settings page in Lightning Experience.

  1. From Setup, enter Dialer in the Quick Find box, then select Dialer Settings.
  2. Enable Dialer.
    Optionally, enable personal voicemail, prioritized call lists, voicemail drop, and other settings
    for your org as well.
    Note: You can turn on and manage more features under the Dialer node in Setup.
    Depending on your org, this may include local presence, call result tracking, and more

Add Dialer to the Utility Bar

Use the App Manager to make Dialer available from the utility bar at the bottom of the page. The
utility bar gives your sales reps quick access to commonly used tools.

  1. From Setup, enter App Manager in the Quick Find box, then select App Manager.
  2. Edit an existing Lightning app or click New Lightning App. You can also upgrade a custom
    Classic app to a Lightning app.
    If available, the Lightning Sales app contains numerous options preconfigured for sales users.
  3. On the Utility Items tab, click Add Utility Item and select Dialer.
  4. On the User Profiles tab, make the app available to relevant user profiles.
  5. Verify the other app details, including the app name, branding information, and available menu
    items.
  6. Save your changes.
    To verify your changes, from the App Launcher, find and open the app that has Sales Dialer enabled

B. Define Call Results for Branching

Group call result values in categories to easily display the data in reports and use it as branching
criteria for sales cadences.

  1. From Setup, enter ‘High Velocity Sales’ in the Quick Find box, and then select ‘High Velocity
    Sales’.
  2. Edit the Define Call Results for Branching section and enable the feature.
  3. Enter the call result values used by your org next to the related call result categories.
    If your org is using Lighting Dialer, click the Edit Call Result Values link to confirm or modify
    your org’s current call result values and Click Save.

C. Set Up Einstein Lead Scoring for High Velocity Sales

If you’re using Einstein Lead Scoring for the first time, enable and configure Einstein Lead Scoring
in Setup.

  1. From Setup, enter Einstein Lead Scoring in the Quick Find box, and then select Einstein Lead
    Scoring.
  2. On the Settings page, click Get Started.
  3. Read the introduction, and then click Next.
  4. Choose the lead conversion milestone that matches your business practices. Does your sales
    team create opportunities when they convert leads, or do they simply convert leads to accounts
    and contacts? Then click Next.
  5. Choose whether you want Einstein to score all your leads or only leads that meet criteria you
    specify. To score only certain leads, click Score only leads that meet my criteria. Otherwise,
    click Next.
    You can specify up to 100 field filters for the leads you want to score. The CurrencyIsoCode field
    can’t be used in lead field filters.
    The following field data types also can’t be used in lead field filters.
    • Address
    • Date
    • Datetime
    • Double
    • Encrypted String
    • Geolocation
    • Multipicklist
    • Reference— However, the RecordTypeId reference field is supported.
    • Text Area
    • Time
  6. Choose whether you want Einstein to include all your lead fields during lead score analysis. To exclude specific fields, click No, ignore
    certain fields (Advanced), and then deselect the fields you want to ignore. Otherwise, click Next.
    Some businesses use fields that don’t affect a lead’s chance of converting. For example, you might have a field that indicates the reason a lead didn’t convert. Telling Einstein to ignore those fields yields more accurate lead scores. Before ignoring a field, make sure that the field doesn’t affect the lead’s chance of converting. Ignoring fields that affect score analysis decreases the accuracy of your lead scores. If you are uncertain about whether to ignore a particular field, contact Salesforce Customer Support.
  7. Wait while Einstein confirms that your company’s data works with the settings you’ve chosen.
  8. When Einstein finishes confirming your settings, click Score Leads.
  9. Using the Lightning App Builder, make sure that the Einstein Lead Scoring component was added to Lightning pages for leads. In
    Salesforce Classic, add the Lead Score field to lead page layouts. The Lead Score field can’t be used on the same page layout as the
    Lead Score Distribution or Conversion Rate by Lead Score report components.
  10. After scores are available, add the Lead Score field to public lead list views. Salesforce automatically adds this field to default list views.
    It takes up to 24 hours for lead scores to be available. Sales Cloud Einstein users see scores and factors on the Einstein Scoring component.
    To see the component, users need read access to the Company, Phone, and Email fields on leads

D. Add the Sales Engagements Component to Record Pages

Add the Sales Engagements component to relevant record pages with the Lightning App Builder.
With the Sales Engagements component, users can see which sales cadence a given prospect is
in, their engagement activity, and also their progress within the sales cadence.

  1. From Setup, enter Lightning App Builder in the Quick Find box, and then select Lightning
    App Builder.
  2. Click Edit for the Lightning page you want to modify, or create a new page. For High Velocity
    Sales, make sure you update relevant lead, contact, and person account pages. If Relate
    Opportunities to Sales Cadences is enabled, you can add the component to opportunity page
    layouts.
  3. Add the Sales Engagements component to the page’s layout.
  4. Save your changes.
  5. If you’re creating a new page, activate the page and assign it to High Velocity Sales users.
  6. Repeat the process for other relevant Lightning pages

E. Display Key Sales Cadence Fields on List Views

Make sure that users can see the Sales Cadence and Sales Cadence Assignee fields in relevant list
views. You can also create a list view that shows only records linked to a sales cadence.

  1. Navigate to the list view where you want to expose the fields.
    If you’re using the sales console, switch out of the split view to see the List View Controls.
  2. Select the List View Controls dropdown, and then click Select Fields to Display.
    Not all list views are editable, such as the Recently Viewed list view.
  3. Add Sales Cadence and Sales Cadence Assignee as a couple of the top Visible Fields.
  4. Save your changes.
  5. Repeat the process for other relevant list views.
    For High Velocity Sales, update the lead, contact, and person account list views.

F. Set Up Sales Cadence Fields on Record Layouts

  1. From Setup, enter Object Manager in the Quick Find box, and then select Object Manager.
  2. Click the object you want to modify. For High Velocity Sales, make sure that you update Lead,
    Contact, and Person Account.
  3. Select Compact Layouts, and then click New.
  4. Enter a label for the compact layout. HVS Compact Layout works here.
  5. Add Sales Cadence, Sales Cadence Assignee, Sales Cadence State, First Call Date, and
    First Email Date as a few of the top Selected Fields.
  6. Save your changes.
  7. Click Compact Layout Assignment and then Edit Assignment.
  8. Select the compact layout as the Primary Compact Layout, and then save your changes.
  9. Repeat the process for other relevant objects. For High Velocity Sales, make sure that you update
    Lead, Contact, and Person Account.

G. Add Sales Cadence Actions to Page Layouts

. From Setup, enter Object Manager in the Quick Find box, and then select Object Manager.

  1. Click the object you want to modify. For High Velocity Sales, make sure that you update Lead,
    Contact, and Person Account.
  2. Select Page Layouts, and then click the relevant page layout.
  3. From the palette on the upper portion of the screen, click Mobile & Lightning Actions.
  4. Drag these actions to the Salesforce Mobile and Lightning Actions section of the page layout.
    • Add to Sales Cadence
    • Remove from Sales Cadence
    • Change Target Assignee
    • Pause Target
    • Resume Target
  5. Save your changes.
  6. Repeat the process for other relevant objects. For High Velocity Sales, make sure that you update Lead, Contact, and Person Account.

H. Customize the Work Queue

Select up to three fields to appear in the work queue so that your sales reps see the information at
a glance.

  1. From Setup, select Object Manager, and then click the name of the entity whose layout you
    want to edit.
  2. Click Compact Layouts, and click the name of the layout you want to customize.
  3. Click Edit.
  4. In the Selected Fields column, the first three fields represent the data that displays in the work
    queue. Change the order of the fields so that the fields you want to display are one of the first
    three fields listed.
    Sales Cadence isn’t supported as a field for the work queue. If it’s one of the first three fields,
    the fourth field appears in its place.
  5. Click Save.
    You can customize different fields for each record type

Resource: https://help.salesforce.com/articleView?id=sf.high_velocity_sales.htm&type=5


Thanks for Reading.
Jayakrishna


March 27, 2021 at 09:49PM
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