Businesses are constantly searching for ways to do more with less, to better leverage their people, processes, and tools. In addition, the increase in remote work arrangements adds to the complexity. Making various improvements in productivity add up to an increase in overall performance.
Today’s sales and services teams aren't immune from these pressures, often relying on customer relationship management (CRM) systems such as Salesforce to help make those gains.
- Sales managers and directors are under mandates from executive leadership to improve performance by sales teams and reps.
- Likewise, sales and service reps want to meet those high standards, by delivering new customers and serving existing ones, and in turn, meeting or exceeding expectations.
- Since existing customers already know the business, it makes sense to focus some efforts on retaining and extending the current customer base--it is a more efficient and less expensive source of revenue growth.
Meanwhile, support from IT teams and Salesforce admins is stretched thin by competing priorities across the enterprise.