Here are some of the milestones in developing and launching Manage mySales:
Implement the foundation
Manage mySales is based on the Salesforce platform using standard capabilities with customized enhancements. Implementation of the “base” Manage mySales solution involved bringing together sales data across numerous applications to streamline, simplify and integrate the sales management processes. Using a new cloud-based infrastructure, the solution has full mobility and can be used anywhere, anytime.
Actively encourage adoption
The initial introduction of Manage mySales affected around 30,000 account team users. To help this large number of users to become familiar with the new solution quickly, we developed extensive training using job aids and videos and social media tools to offer learning tips—giving account teams the right level of support and information they needed, when they needed it.
Laying an application foundation and building comprehensive integration and automation created new opportunities to transform business processes and make previously unattainable insights available to account teams—all of which is now leading to new, post-digital value. We built a new business management application that provides a comprehensive view of an opportunity and enables online, real-time approval decisions. We implemented enriched core analytics to make opportunity comparisons against key metrics to see what’s happened, what’s changed and what’s projected in the future.
Drive intelligent decision making
Initially, we launched analytic sales capabilities to drive operational efficiencies. Now, we are equipping our teams with predictive analytics to help us make better business decisions. We aim to empower account teams to move from insights to actions more quickly and intelligently. For example, Einstein Analytics, a product of Salesforce, enabled us to develop indicators, such as our Win Probability Predictor, to help to predict the potential for deal success, and enable sales teams to take strategic actions to increase win probabilities. The model accurately predicts the ability to win an opportunity with 97% accuracy—in less than three seconds.
A single source of truth
Manage mySales has taken the standard features of Salesforce beyond a customer relationship management solution to provide data that is a single source of truth across our core business functions. And these capabilities are easily expanded.