This is what it might look like when you close a deal in Sales Cloud.

Salesforce Sales Cloud is used by large companies such as Amazon, Coca-Cola, Spotify, and American Express, but it’s just as popular with small businesses. Sales Cloud is highly regarded and loved by sales organizations around the world. But how does it actually work? And what are the benefits? We often get questions about Sales Cloud and how it can be used. Here, one of our certified consultants, Johan Westerholm, answers some of the most common questions.

What is Salesforce Sales Cloud?

Sales Cloud is part of Salesforce’s cloud-based CRM system, designed specifically for sales organizations. The platform is used to track customers and deals, as well as the sales activities that need to be carried out. It also allows you to work with leads and prospects before they become actual sales opportunities. Sales Cloud also shows how you’re performing against your and your organization’s sales goals and what’s needed to reach them.

What can you do in Sales Cloud?

Sales Cloud offers a wide range of features used to create, track, and analyze your business’s deals. Here are the most basic ones:

1. Leads

The "Leads" section contains contacts that have not yet become sales opportunities. Leads are imported automatically or manually from other systems or files. Here, you can send emails, log calls, and enter details about the person. Hopefully, you will eventually convert a lead into a sales opportunity. When a sales opportunity is created, it is linked to an account, a contact, and a sales project. For example, you might have a lead form on your website, and when a potential customer fills it out, the lead is added to Salesforce and automatically routed to the sales representative best suited to contact that person.

2. Accounts

Here is a list of all the companies that you and your sales team have been in contact with. An account is often used to create the so-called “Customer 360” – a comprehensive view of the customer’s engagement with your company. Here you can see, among other things, which contacts and business opportunities are related to the account, the industry the company belongs to, ongoing activities, number of employees, current contracts, completed purchases, address details, and much more

3. Contacts

Under "Contacts," you'll find your contacts—that is, the actual people you work with. Here, you can enter details such as phone numbers, email addresses, titles, and the person's role within the company.

4. Sales Project

This is where it all happens! During sales projects, you can see all your business opportunities. As a salesperson, you can see which deals are in progress, how hot or cold they are, and how you’re performing against your goals. As a sales manager, you can get an overview of how each individual salesperson is performing, how many deals are in the pipeline, and how the organization is performing based on KPIs. The results are aggregated and can be displayed visually in reports and dashboards.

5. Reports and Dashboards

Reports and dashboards can be created for virtually anything, as long as the data is in Salesforce. In the dashboard, you’ll see visual charts and tables covering everything from leads and customers—including which segments they belong to and how hot or cold the deals are—to sales volume for specific products. You can also use this information to create reports that are either stored in Salesforce or automatically sent to selected recipients. By generating insights, you can draw conclusions about your products and deals.

In the dashboard, you can choose what to display and how it should look.
In addition to these items and features, there are several other functions designed to make sales work easier. These include internal chats, the ability to create sales campaigns, and goals.

What are the benefits of Sales Cloud?

There are plenty of benefits to Sales Cloud. Perhaps the most obvious one is that it allows you to get a clear overview of and keep track of your business. By adopting a unified approach across the entire organization, you create a simpler and more efficient way of working. Another advantage is that you can start small and then add more features as you go. Since Salesforce is one of the leaders in CRM, you can also feel confident that they’ll keep you up to date with the latest innovations. Three releases with new features and tools are always released each year to help you compete in the market.

What types of businesses can use Salesforce Sales Cloud?

Sales Cloud can be used by both large and small organizations. It’s a great platform to grow with, allowing you to start with a starter package and later add more features and contacts when you’re ready to expand. It’s easy to use, but to set it up correctly, it’s important to work with a certified Salesforce partner at the beginning. The lowest-tier Salesforce license is called Professional. It offers excellent functionality for those who just want to get started. What’s missing here compared to the Enterprise and Unlimited licenses includes the ability to integrate with other systems (so-called API calls). Enterprise and Unlimited are used by slightly larger organizations that want to retrieve or send data to other systems and may need more capacity in their Salesforce environment. We’re happy to help you find the right fit, or you can go directly to Salesforce.

We’ve decided on Sales Cloud—what’s next?

We recommend that you either contact Salesforce directly or speak with a certified Salesforce partner. Salesforce can assist you with pricing for various packages and licenses. A Salesforce partner can help you determine the best course of action. Releye’s strength lies in our team of experienced and skilled professionals who are experts in both technical and strategic areas.

Please contact us if you have any further questions about Sales Cloud!

Would you like to learn more about Salesforce?