How Apps Are Helping Sales Teams Leverage Salesforce Data

AI has given sales reps additional support, but it has also added more complexity to their processes. 

AI has given sales reps additional options for support, but it has also added more complexity to their processes. Challenges include integrating AI with existing systems, training employees, and ensuring they have enough resources to manage it.

But a significant barrier to implementing AI is data quality, which is a foundation for AI. The Salesforce® Report: Sales Teams Using AI 1.3x More Likely to See Revenue Increase explains, “Only 35% of sales professionals completely trust the accuracy of their organization’s data.”

Organizations are realizing that they need tools to ensure their sales data is accurate and connected, so that they can leverage the benefits of AI and continue to focus on building relationships with customers. 

When Aspire reached out to Passage Technology, they were running into limits based on active opportunities in Salesforce. For example, if one of the brands they work with has had a mid-term upsell or downsell, there could be more than one opportunity. Salesforce Admin Chloe Shockley chose Rollup Helper to overcome limitations like this.

“One of my favorite uses of Rollup Helper is tracking last sales activity at a contact and account level. Rollup Helper filters allow me to scan only the activities I care about—omitting any marketing activities we have logged on the contact/account. It's simple, but incredibly powerful for sales leadership insight to ensure the right leads are being touched at the right time,” said Chloe. (Read: Rollup Helper + Lookup Helper: A Winning Combination for Aspire.)

Sometimes organizations discover that gaps in Salesforce can slow them down, and they need solutions to overcome obstacles. For example, SquadLocker needed a way to keep their sales team updated with their accounts and revenue activity. “Since standard Salesforce didn’t allow for more complex formulas, Rollup Helper was critical to accomplishing the transparency we wanted to offer our SFDC users without the complexity of the financial systems,” said SquadLocker’s Rev/Ops Director Nellie Tillinghast.

SquadLocker also had a custom new object (Sales Line), which they had challenges with associating quickly and efficiently with their current account object. Since Lookup Helper works with standard and custom objects, it allowed SquadLocker to display related records in Salesforce. Nellie said, “Lookup Helper facilitates the ‘relationship’ build so that records show up easily and without human intervention.” (Read: Rollup Helper & Lookup Helper Give SquadLocker’s Sales Team Data On-demand.)

Resources for Getting the Salesforce Data You Need

Following are use cases and blogs, as well as customer stories with real-life examples that show how sales teams teams are leveraging Salesforce data.

Top Sales Use Cases

Total Closed Won Opportunity Sum

Opportunity Team Members Names

Roll-ups Using Formulas Rather than Static Criteria

Opportunity Contact Role Validation

Identify The Primary Contact On An Account

Previous Year to Date Won Opportunity Total

Easily Create a Custom Last Activity (Task/Event) Date

Count the Number of Tasks on an Open Case

USE CASE: Creating Account Hierarchy Rollups without Coding

Customer Stories

Clear Capital Simplifies Reporting With Lookup Helper & Rollup Helper

Rollup Helper & Lookup Helper Streamline Sales Pipeline for Ashberry Water Conditioning

Rollup Helper Provides Sales Insights Needed for Data-Driven Decisions

Rollup Helper Delivers Highest & Win Revenue Data for Projects

Bizible Enhances ABM Journey Within Salesforce Using Rollup Helper

Suggested Blogs

Why Your New AI Project is Actually a Data Project

To give you some context, Salesforce® reports that the average enterprise has data in more than 800 applications, and only 29% of them are connected.

Changing the Way We Look at Data

Data is the key to maximizing Salesforce, identifying new opportunities and growth. But there are obstacles that get in the way. To begin, data quality is constantly declining, data becomes outdated, people change jobs – it’s a continuous cycle that wastes time and impacts revenue.

Connecting the Dots in Your Data

Having a systematic approach to implementing AI and preparing data beforehand pays off in the long run. The State of Sales report found that 53% of the sales teams who are using AI, consolidated their tools and technology stack before they implemented AI.