Aloha! It’s that time of the year again, another release is just around the corner, which means we have a whole load of new features and functionality to play around with. releases bring excitement not just to Admins & Developers in the backend, but also to the users who get UI improvements on the frontend. Due to current circumstances, the Sales Summer ’20 release date has been held over slightly. But it’s nothing to worry about as it gives us plenty of time to sign up to a Pre-Release Org, as well as get testing these in our own sandboxes. So, without further ado, let’s dive right into our top 10 picks of the bunch.
Here are the Top ten Sales Summer ’20 features that benefits your firm:
1. See Real-Time Details of Prospects’ Email Engagement
This Sales Summer ’20 feature update will surely excite the email marketers and ABM team as it lets you know immediately when a sales cadence target reply, click an email link, opens an email, and more. My Feed Alert shows engagements directly from the Work Queue. Engagement data is set to appear on target records and email messages.
In the new, My Feed tab of the Work Queue, sales reps receive alerts when prospects engage with tracked emails, allowing for immediate followup. They can also see an alert when a record is assigned to them. The types of alerts reps see depends on whether your org uses High-Velocity Sales (HVS), Inbox, Einstein Activity Capture (EAC), or a combination.
| Alert Types | HVS + Inbox + EAC | HVS + Inbox | Inbox only |
| Opens | Yes | Yes | Yes |
| Replies | Yes | ||
| Link clicks | Yes | Yes | Yes |
| Bounces | Yes | ||
| Record assignments | Yes | Yes |
The My Feed tab displays the last 30 days of engagements. Your Sales reps can now sort and filter the list as per their need. Viewing emails and the engagement details is now easier to be done sales reps who simply click the email subject.
If your org uses Einstein Activity Capture, hovering over the Last Opened Date of an email displays the Engagement related list. If your org doesn’t use Einstein Activity Capture, click the email subject and then the Engagement tab to display the list. The Engagement list shows all engagements for the last 90 days. Sales reps can see dates and times that recipients opened emails or clicked links, and how many times they interacted, in a chronological list. Sales reps can use the engagement details to identify their most interesting prospects for prompt follow-up.
On lead, contact, and person account records, when the Activity Timeline shows email activity, sales reps can access the engagement details for each email. To view the engagements, click View full email and then hover over the Last Opened Date or click the email subject.
On sales cadence records, the Sales Cadence Steps related list shows sales managers and reps how many times emails were opened for each email step.
2. Get Insights into Sales Calls with Einstein Call Coaching
Sales and Inside Sales managers will get a big productive boost with this Sales Summer ’20. It gives sales managers insights about their teams’ sales calls to surface coachable moments. Managers can play recordings of conversations to gain visibility into mentions of competitors, products, custom keywords, pricing discussions, and next steps.
Why: Einstein Call Coaching is a new feature available for sales managers that offers the ability to see insights and trends surfaced from sales calls. Calls are recorded and analyzed for mentions of specific keywords and phrases.
From voice call records, managers can play call recordings and see call details, including the talk-to-listen ratio. The different colors showcase the various participants on the call. Jump to different mentions in the call from the player
- Click different mentions
- to highlight and jump to specific areas of the call.
- Sales managers can also add feedback to help us surface the most relevant calls in the daily highlights email.
This feedback goes to our system, not the sales rep on the call.
Managers can also see reports and dashboards about different insights.
From the Overview page,
- managers can filter by sales rep and call date and review reports of top mentions based on role hierarchy.
- The Overview page also features links to recordings in the Recent Calls table
- These recordings are the calls most recently made by your team.
Managers can see more details on the Mentions page.
Filter by the type of mention and see relevant reports
- This page also features a list of Relevant Calls
- Based on your filter criteria Call Coaching users also receive daily emails with a list of highlighted calls if there were at least 3 calls with insights in the previous day.
3. Branch Sales Cadences Based on Email Replies
It is going to be a big help in segmenting prospects. Real Sales managers are able to create sales cadences that lead prospects throughout every step depending on whether or not, prospect replies to the email. Sales reps follow the given path when the prospect replies, or else another if they don’t revert back listener branches step out and let sales managers read emails, reply them, and how long to wait for the prospects to engage with. They can also choose what outreach reps to perform when the prospect engages or doesn’t. Listener branch steps ignore out-of-office and bounce replies.
4. Remove Prospects from Sales Cadences Automatically Based on Criteria You Select
Email marketers now have one more rule to fine-tune their email list. Sales Summer ’20 feature now includes sales cadence rules to remove prospects if an email bounces, the prospect replies to an email, or a sales call has a specific outcome.
How: Sales Cadence Rules let sales managers specify exit criteria that apply to the entire sales cadence.
5. Streamline Pricing Management with Product and Pricing Custom Report Types
Sales Summer ’20 feature is exciting for the product marketing professionals. Create custom report types based on price book entries. Managing and updating pricing is easier and more efficient now because users can build reports based on products and pricing. When creating custom report types, you can use price book entries as a primary object. For custom report types that have product as the primary object, we added price book entries as a secondary object.
6. Choose Whether to Track Emails in High-Velocity Sales
This one enables our ethics and privacy policy compliance. Gathering information about interactions within a sales reps’ emails isn’t always in compliance with your customers’ privacy policies. Now email tracking is optional to give you more flexibility when you set up High-Velocity Sales.
How: From Setup, in the Quick Find box, enter High-Velocity Sales, and then select High-Velocity Sales. Use the Email Tracking option to turn email tracking on or off.
Turning email tracking off for High-Velocity Sales also turns email tracking off for all emails sent from Lightning Experience. If your reps use the Outlook or Gmail integrations with Inbox, use the Email Tracking option in the Inbox setup page to turn email tracking off in the integrations.
7. See Sales Cadence and Rep Performance at a Glance
Sales managers now can use Einstein Analytics performance dashboards to quickly see customer engagement and how the sales reps are doing at work with Sales Summer ’20 feature. For ex, managers can now view how many sales cadences are in progress, with detailed call & email response statistics. They can also see how effectively sales reps are working throughout their sales cadences.
Why: With the Engagement Performance dashboard, managers can now see the prospect engagement statistics for calls and emails, sorted by sales cadence, sales rep, date range, or any combination.
With the Sales Cadence Performance dashboard, managers can monitor sales cadence effectiveness. The details include statistics on targets that are in progress, sales cadence completions, and lead conversion.
Managers can also view how long prospect takes to move throughout sales cadences and whether if reps are completing outreach steps or not.
The Lead Performance dashboard shows your sales managers how well their team is converting leads. They can see how fast sales reps act on new leads and the number of leads in each stage of the sales funnel. The dashboard also shows the average number of days to convert, the number of touches per lead, and the number of conversions. With this data, sales managers can see which reps need more coaching and which sales cadences need tuning.
Sales Summer ’20 features allow Sales managers to filter lead statistics by sales rep, sales cadence, and date range.
How: Enable the dashboards, map your Call Outcome values to it and turn on the High-Velocity Sales Performance Analytics Application in High-Velocity Sales Setup. To view the dashboards, sales managers choose High-Velocity Sales Performance from the navigation menu in the High-Velocity Sales app.
8. Advance the Sales Cadence Without Waiting
Reps can now skip the queue…Yippee!! Sales reps can skip a waiting period and move to the next step in the sales cadence. Previously, sales reps waited the full duration of the wait step. But, now with Sales Summer ’20 feature reps can accelerate the sales cadence and save time.
Why: Sometimes reps want to move to the next step in a sales cadence without the wait. Skipping the waiting period allows reps to keep leads, contacts, and person accounts moving through the sales process without unnecessary delays.
9. Enjoy Consistent Field Labels for Opportunity Scores
The score field is now called Opportunity Score in all places. Previously, the field was called Score in some places and Opportunity Score in others.
Why: No matter where you see opportunity scores, such as opportunity list views (1) and opportunity records (2), the field is always labeled Opportunity Score.
10. Set Up Alerts for Big Deals in Lightning Experience
You can now use Lightning Experience to set up automatic email notifications for opportunities that reach a threshold of amount and probability. Previously, setting up Big Deal Alerts required you to switch to Classic.
How: In Setup, use the Quick Find box to find Big Deal Alerts. In the Sender Email field, enter your own email address or a verified org-wide email. You must have the View All Data permission to set up alerts.
With COVID playing the dampener, this summer release is probably the sunshine we’ve been waiting for. See you soon with the next update.
To learn more about leveraging the latest Sales Summer ’20 Features, talk to our team now!
Courtesy: release notes
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