An Introduction into the Salesforce High Velocity Sales

Salesforce pitches High Velocity Sales as an outsized advantage over the competition by enabling many features that make it easier to manage their pipeline within the Sales Cloud interface. This module contains some key features of Salesforce High Velocity Sales, such as Sales Cadences, Work Queues, and Einstein Lead Scoring, that tie together to provide your sales teams with prioritizing their work and being as efficient as possible. Read more on Sales cloud Einstein to know about the different Einstein features.

In this article, we’re going to take a deep dive into the Salesforce High Velocity Sales solution and learn more about two specific features within it: Sales Cadences and Work Queues.

What is High Velocity Sales?

High Velocity Sales is the name of a bundle of features that work together to give your sales team the ability to become as efficient and effective as possible. HVS is a streamlined solution tailored to give insights to the internal team to work faster and smarter to boost productivity.

Sales Cadences guides your sales team to wisely choose the suitable activity that best suits a specific Lead or Contact. Work Queues are a list of tasks that exist within the Sales Console that are intelligently prioritized so that the sales team can focus on the most important and relevant tasks first. Sales reps can then use email templates or the Sales Dialer (Salesforce’s built-in softphone solution) to reach out to prospects and record the interaction with a few clicks without leaving the interface.

Einstein Lead Score | Trailhead – Boost Productivity with High Velocity Sales

A fancy list of Tasks is an excellent option, but how does Salesforce prioritize them so that the sales reps can focus their attention on the most valuable Tasks? Enter Einstein Lead Scoring – the brilliant piece of High Velocity Sales that analyses your data and uses artificial intelligence to predict which prospects are most likely to become purchasing customers.

There’s one final piece of the puzzle that we haven’t talked about just yet, and that’s Sales Cadences. Sales Cadences are an organized sequence of activities that provide a tried and tested structured path for sales reps to move a prospect from an unqualified lead to a paying customer.

Also read – What is Salesforce Vlocity?

Building a Sales Cadence

Sales Cadences are made up of three key elements: Actions, Rules, and Listeners.

Example Sales Cadence | YouTube – How to Build Sales Flow with High Velocity Sales | Salesforce

Actions: These are tasks that the sales rep must do. It can be either a phone call, an email, a wait for a specific time, or something custom (a custom step is managed off-platform and is described in a long text field inside the Custom Step Action element).

Rules: This element behaves similarly to Decisions in Flow Builder. They are used to determine the outcome of an Action and split between multiple paths. For example, a follow-up call may be scheduled for the next day if a call is missed. If the call is answered and a brief is delivered, an email containing more information may be sent instead.

Listeners: Listeners are essentially a trigger that waits for a Lead to interact with an email that has just been sent. A Listener can wait for an email to be opened, a link to be clicked, or even an email response sent by the Lead. Listeners must follow an Email Action so that it has an email to listen to.

To create a Sales Cadence, you need to head over to the Sales Cadence tab and click New Sales Cadence. From there, give it a Name and a Description, and select the folder that you’d like to store it. After clicking Save, you’ll be presented with the Sales Cadence Builder tool that looks eerily similar to Flow Builder. Simply click the + icons to add Actions, Rules, and Listeners in sequence to create a Sales Cadence.

Using Sales Cadences

As you know by now, Sales Cadences are guided sequences of tasks and communication touchpoints set up to drive the sales team members into providing an effective, efficient, and structured service to potential customers with the goal of converting. To apply a Sales Cadence to a Lead, simply navigate to the record and click Add to Sales Cadence on the Sales Cadence Component on the screen.

Add to Sales Cadence | YouTube – How to Build Sales Flow with High Velocity Sales | Salesforce

It will open a pop-up modal that will prompt you to select the Sales Cadence you wish to add them to, and set a Target Assignee (i.e., who will the Lead be assigned to. It will be helpful if you’re a Sales Team Leader and assigning Leads out to your team), and give a high-level summary of the Sales Cadence itself (When was it last modified, who created it, and a Description). Simply populate the relevant fields and click Add, and the Lead will be added to the Sales Cadence and get assigned to the specified User. It will then appear in that specific User’s Work Queue and be listed against the Sales Cadence Targets Related List on the Sales Cadence Record Page.

Targets in a Sales Cadence | Trailhead – Connect with Your Prospects Fast

What About Work Queues?

Work Queues will show a salesperson each of their records is assigned to each Sales Cadence. You can view which Cadence they’re part of and which step in the Cadence they’re up to (i.e., which Task/Activity they’re up to). It allows a sales rep to view a very easy-to-follow list of prospects in a specific Sales Cadence, as well as which step they’re up to in that Cadence. Simple, effective, and bound to make your sales reps’ lives easier!

Work Queue | YouTube – How to Build Sales Flow with High Velocity Sales | Salesforce

To Sum Up

While there’s so much more to Salesforce High Velocity Sales (including crossover functionality with other additional features within Salesforce), you should now have an excellent foundational understanding of what is included in the High Velocity Sales package. You should also be able to start creating a business strategy around the Salesforce High Velocity Sales functionality and put together an effective plan to get the most out of your sales teams by utilizing this functionality.

Salesforce High Velocity Sales gives teams insights and automation to prospect faster and smarter, integrated tools to eliminate busy work and multiple logins, and best-practice automation for scalable, repeatable success. It’s driving performance through digital selling. And it’s enabling teams to be agile. All on the powerful Salesforce platform. Do you want to get deeper insights into Salesforce? We’re here to help you.

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Frequently Asked Questions (FAQs)

1. What is High Velocity Sales in Salesforce?

Salesforce has introduced High Velocity Sales as part of the Sales Cloud to streamline and optimize the Sales lifecycle. High Velocity Sales combines Salesforce’s core key features with new features designed to provide insights on prospect sales, incorporates different tools to eliminate unnecessary tasks, and offers automation to ensure best practices.

2. How do you use High Velocity Sales in Salesforce?

Salesforce High Velocity Sales has a set of key features that provide the Sales team with insights to prioritize their work and be as efficient as possible.

a. Sales Cadences: Sales Cadences are a set of activities that guide an inside sales professional through the best next steps to convert an open-unqualified prospect and move them to the next stage of the sales cycle.

b. Work Queues: Salesforce queues help the teams prioritize tasks and allocate them according to their relevance.

c. Einstein Lead Scoring: The Sales team can use the Lead Score to prioritize their work by scoring leads based on the prior records to predict which prospects are likely to convert.

3. How do you enable High Velocity Sales in Salesforce?

a. From Setup, enter High Velocity Sales in the Quick Find box and select High Velocity Sales.
b. To turn on High Velocity Sales, click Make High Velocity Sales App Available to Users.
Turning on High Velocity Sales automatically enables several features, including Enhanced Email, Email Tracking, Einstein Activity Capture, etc.
c. Turn off the features that aren’t needed after enabling High Velocity Sales.
d. You can configure your Einstein Activity Capture settings after enabling High Velocity Sales.

4. Is Salesforce inbox included with High Velocity Sales?

Unless your company has purchased additional products that include Inbox, It is not available for free. Sales Cloud, Service Cloud, and Lightning Platform are all part of the core Salesforce platform, which includes Inbox. Increase your Sales reps’ productivity using Inbox, which incorporates Salesforce with email at an additional cost if it’s not included in your plan.

5. How much do High Velocity Sales cost?

Salesforce High Velocity Sales starts at $75/user/month. Please follow the Salesforce High Velocity Pricing page for the latest information.

6. What are the Benefits of Using Salesforce High Velocity Sales?

• Streamlined Sales Process: Automated sales processes and structured Sales Cadences ensure a consistent and efficient approach to managing leads and opportunities.
• Enhanced Productivity: Work Queues help sales reps prioritize and focus on the most crucial tasks first, enhancing their productivity.
• Intelligent Lead Prioritization: Einstein Lead Scoring utilizes AI to prioritize leads, ensuring that sales efforts are directed towards the most promising prospects.
• Multi-Channel Communication: Enables communication across various channels, such as email, phone, and social media, from a single platform.
• Data-Driven Insights: Provides detailed analytics and reporting, offering insights that can help optimize sales performance and strategies.

7. How Does Salesforce High Velocity Sales Work?

Salesforce High Velocity Sales (HVS) works by combining several features that enhance the efficiency and effectiveness of sales teams:

• Sales Cadences: These are structured sequences of activities that guide sales reps through the process of converting a lead to a customer.
• Work Queues: This feature provides a prioritized list of tasks, ensuring that sales reps focus on the most important activities first.
• Einstein Lead Scoring: Utilizing AI, this feature scores leads based on their likelihood to convert, helping sales reps prioritize their efforts.
• Automated Processes and Communication: HVS automates various sales processes and facilitates communication across multiple channels.

8. What are the Key Features of Salesforce High Velocity Sales?

• Sales Cadences: Guided sequences of activities that provide a structured path for converting leads.
• Work Queues: A prioritized list of tasks within the Sales Console, ensuring focus on the most relevant tasks first.
• Einstein Lead Scoring: AI-based lead scoring to prioritize leads and opportunities.
• Automated Sales Processes: Automation of various sales tasks and processes.
• Multi-Channel Communication: Facilitates communication across email, phone, and social media.

9. What are Some Tips for Using Salesforce High Velocity Sales Effectively?

• Customize Sales Cadences: Tailor Sales Cadences to align with your sales process and customer journey.
• Utilize Einstein Lead Scoring: Leverage AI-driven lead scoring to focus efforts on high-potential leads.
• Effective Use of Work Queues: Ensure that sales reps regularly review and act upon their Work Queues to manage their activities efficiently.
• Leverage Analytics: Utilize the analytics and reporting features to gain insights into sales performance and optimize strategies.
• Continuous Training: Ensure that the sales team is well-trained and updated on how to utilize HVS features effectively.

10. How Do I Track My Progress with Salesforce High Velocity Sales?

• Monitor Work Queues: Regularly review Work Queues to track the progress of leads through the Sales Cadences.
• Utilize Dashboards: Create and utilize dashboards to visualize and monitor the status and progress of opportunities in the sales pipeline.
• Analyze Reports: Use HVS reporting features to analyze sales performance, including conversion rates and time spent in each stage of the Sales Cadence.
• Review Sales Cadences: Regularly review and analyze the effectiveness of Sales Cadences, adjusting as needed to enhance their efficacy.
• Leverage Einstein Analytics: Use Einstein Analytics to gain deeper insights into sales performance and lead behavior, helping to optimize sales strategies.