Why Salesforce User Adoption Matters and What You Can Do About It

Salesforce is a business tool with awesome features that can help your team sell more and complete projects more successfully. However, Salesforce can also be an expensive tool, especially if you’re paying but Users aren’t using! With average Salesforce pricing costing between $25 and $300 per User, if your Users are not fully utilizing your Salesforce instance, that monthly cost can add up quickly. There are many reasons as to why you may have resistance from Users to working with the platform or low Salesforce user adoption. However, there are many ways you can engage your team to start using Salesforce more and enjoy it more too.

Why Does User Adoption Even Matter?

User adoption is extremely important when it comes to using a business system, or in this case, Salesforce. You have low User adoption if many of your Users are using Salesforce incorrectly or even not at all. This can decrease productivity as you may have many configurations in place to make Salesforce help your employees or team be more productive, so if they aren’t using Salesforce, they aren’t taking advantage of this. Additionally, low User adoption can create inaccurate metrics within Salesforce. For example, if half of your team tracks their own deals in Excel or directly on their laptop, those numbers don’t reach Salesforce and aren’t tracked. If you ran a report to see how many deals or opportunities you had that year, you’d miss out on these deals. Finally, you or your company are paying a lot of money for Users to have access to Salesforce. If anything, low User adoption wastes money and prevents you from gaining the highest return you can from using Salesforce.

Salesforce User Adoption

Why Users May Not Be Using Salesforce The Right Way

There are many reasons as to why your employees or team may not be using Salesforce often enough or in the right ways. If there isn’t enough training in place for new Users, resistance to change can be a large factor. Not only can new technology be frustrating, but Users may also feel that they’re spending too much time trying to figure out how to work the system and less time on meaningful activities like selling. Additionally, some Users may not be using Salesforce correctly and their actions could have negative impact they are unaware of. For example, something as simple as clicking a button too many times could result in the system not processing records correctly. But, how do you even know if Users are having trouble with Salesforce?

Root Causes: Are Your Users Having Trouble With Salesforce?

There are many ways you can check to see if your team is using Salesforce in the way that you want or need them to. First, you have to determine the metrics that matter to your team. Does success mean completing activities on time? Or having a high percentage of Opportunities in the Closed Won stage? Once you have determined metrics, you can create reports to get insight into User performance. Some possible Salesforce reports and metrics to use include:

  • How many opportunities have users created in the last 30 days?
  • How many activities did users complete in the last 30 days?
  • What data have users created or updated in the last 30 days?
  • What is the login rate over the last 7 days?

Another way to determine where Users may be having trouble with Salesforce are asking directly… through Salesforce! You can create Chatter Polls to get valuable User feedback. Polls are also anonymous, as in, you will be able to see how many people have answered them but not who has said what. This could be helpful so Users do not feel pressured that they will be judged based on their answers. There is also a Survey function new to the Spring ‘18 release that you can use to gather User feedback.  

What You Can Do About It

Once you have established your measurable ways to indicate what successful User adoption is for your team, you can start taking actions to increase it. By determining what issues your Users are facing, you can then use some of the same tactics above to start to create documentation, trainings, and resources for Users to use to understand Salesforce better. For example, if you create a Poll asking Users what their biggest Salesforce pain point is, you can then target solving that problem with directed trainings. Additionally, you can even ask Users what they think an effective form of training is. Perhaps they would learn best from hands-on training or webinars, instead of documents. Finally, you can use the same metrics and reports above to track if your adoption strategies are working too. For example, if you use a login report to determine that Users are not physically using Salesforce enough, after training sessions, you can check back in to see if your login rate increases or stays the same, and hopefully has not decreased!

Salesforce User Adoption

Awesome User Adoption Resources

User adoption strategies can be tough to implement. Luckily, there are some great resources for User adoption in Salesforce. Salesforce has a recommendation of best practices for driving end-user adoption that is worth checking out. Additionally, Salesforce also offers a suite of Salesforce Adoption Dashboards that are built to help you monitor your User adoption increasing efforts. After all, Salesforce wants your Users to use the program too!

Inspire Planner is a user-friendly project management app for Salesforce

Best Salesforce Articles of 2018 from Inspire Planner

2018 was a learning experience for all of us. And as any learning experience, it was sometimes challenging and demanding, but the reward of understanding something new is always a great incentive. However, if your learning experience was getting around the Salesforce ecosystem, you might have spent a lot of time figuring every small thing that this sophisticated platform could provide.

To help you out with understanding and getting the best out of your Salesforce experience, we at Inspire Planner, have prepared many articles in 2018 diving into the most useful tips and features of Salesforce that can improve your efficiency and ease your experience with the platform. The following articles proved to be the best and most helpful for our readers.

Top 20 Salesforce Influencers to FollowBest Salesforce Articles of 2018

The world of Salesforce would be incomplete without its millions of community members. Whether people are actively seeking to get better at using Salesforce through the Trailblazer Community, helping fellow community members in Answers, or sharing experiences over #Twitter, the people who love to talk Salesforce are the people you need to follow.

In this article, we’ve collected a list of awesome Salesforce Influencers who you should start following on Twitter today to learn more about the Salesforce Community and people it makes up.


5 Key Features Your Salesforce Project Management Tool Must Have

Best Salesforce Articles of 2018

The Salesforce platform is great for holding customer information, tracking and making new sales, and automating business processes. However, Salesforce comes up short in one major way: it does not support project managers in the best way possible. There are only a few if any, built-in Salesforce project management tools and functions.

Fortunately, project managers can get the tools and functionality they need by installing a project management app from the Salesforce AppExchange. There are tons of options and picking one that meets the specific needs of your company or team can be tough. To help, we’ve identified 5 essential features that your Salesforce project management tool must have if you want to increase productivity and complete projects better than ever before.


7 SFDC Tricks That Every Salesforce Admin Needs to Know

Best Salesforce Articles of 2018

Salesforce has so many different features and functions that it’s almost impossible to keep track of them all. Even the best Admin is always looking for helpful tips and SFDC tricks when navigating the vast world of Salesforce.

We’ve consolidated a list of 7 of our favorite Salesforce Tricks that every admin needs to know if they want to work faster, smarter, and get more done! Even if you’re a new Admin or new to Salesforce, you can use these easy tricks to save time and complete projects better.


Salesforce Chatter Does What?? 6 Awesome Chatter Features You Need to Start Using Today

Best Salesforce Articles of 2018

What exactly is Salesforce Chatter? It looks like Facebook, you can post statuses and tag people, but is that all you use it for? Many people underutilize Chatter and are unaware of all of its benefits other than communication. Chatter can do much more than act like Facebook! Chatter has the capabilities to help you increase team productivity, spend more time on meaningful activities, and have full visibility over projects leading to successful project management in Salesforce.

If you aren’t using the six awesome Chatter features highlighted in this article yet, you aren’t taking full advantage of Salesforces’ #1 enterprise social network.


5 Foolproof Data Loading Tricks Salesforce Admins Must Know

Best Salesforce Articles of 2018

Salesforce data loading can be a daunting task for new Salesforce admins. Whether you’re inserting, updating, upserting, or deleting, your overall actions are touching a lot of records in your org, which can be intimidating. However, if you follow the right best practices, data loads can be completed successfully and with less stress overall. In this article, we’ve outlined 5 foolproof data loading tricks so you can start completing data loads with more confidence today!


Top 5 Most Helpful Salesforce Trailhead Trails

Best Salesforce Articles of 2018

Salesforce Trailhead is an interactive way to learn how to use the Salesforce.com platform. You learn through “Trails” or collections of modules that each teach you about a specific Salesforce feature. You read through examples, take quizzes to test your knowledge, and even practice building configurations in Sandboxes or practice environments to gain hands-on experience with the features.

However, with over 85 different Trails to pick from, getting started with Trailhead can be intimidating. Here are 5 of the most helpful Trails to focus on so you can become a Salesforce expert today and help your team work quicker, faster, and better!


Bonus: [Free eBook] Top 50 Tips To Get The Most Out Of Salesforce

Best Salesforce Articles of 2018

If you are looking for an ultimate guide that will help you learn Salesforce fast and get the best out of your experience with it, look no further than our Free eBook – Top 50 Tips To Get The Most Out Of Salesforce. This guide will provide you with the most useful tips for generating the leads, setting up accounts, contacts and reports and diving into every important small detail of Salesforce helping you to increase your efficiency and improve your understanding of the platform.


Inspire Planner is a user-friendly project management app for Salesforce

What is Salesforce Pardot and How You Can Start Using It Today

As Salesforce grew as a company to become the world’s #1 CRM System, a logical step when maturing was to build out a marketing automation solution. After all, how can you manage customers and leads without having a way to attract them in the first place? Salesforce proceeded to acquire ExactTarget, which in turn owned Pardot. Thus, Salesforce Pardot was born.

Salesforce Pardot is a B2B, or business to business, marketing automation solution. Pardot provides Marketing Automation features designed to enable you to create effective personalized campaigns and generate more leads than ever before. Overall, Pardot will help you align your marketing and sales teams, allowing them to work together better and generate more sales for your company. We are going to discuss the different Marketing Automation features within Pardot, how they will help your teams work better together, and how you can get started using it today.

Salesforce Pardot

But First, Is Pardot Right For You?

As we said above, Pardot is best for businesses who sell to other business. Pardot is also best for companies who require their leads to go through a robust Lead qualification process in order to be sent to sales reps. If your company is not a B2B company and you instead sell to individual consumers, Salesforce Marketing Cloud will be a better solution for you. Salesforce offers a helpful chart to determine what marketing automation solution is best for you:

Salesforce Pardot

Credits: Salesforce Pardot

Salesforce Pardot

Credits: Salesforce Pardot

Additionally, your marketing automation solution will also depend on the size of your company or how much you want to spend on a native marketing automation solution. Pardot pricing looks like:

Salesforce Pardot

Credits: Salesforce Pardot

To see Salesforce Marketing Cloud pricing you will have to contact Salesforce and request a quote.

Now to the Features! Salesforce Pardot Marketing Automation

Streamlined Lead Management

Streamlined Lead Management ensures that only Leads with high chances of being converted into paying customers will be sent to your sales reps to focus on. With streamlined lead management, you have the capabilities to nurture leads with automations that you create, like automatically sending emails to certain Leads based on other actions that occur. You also are able to identify the best leads to be sent to your sales team through lead qualification capabilities. Streamlined lead management will help you grow and sell only to the right customers for your business.

Smarter Lead Generation

Smarter Lead Generation helps you get higher quality leads from the very beginning of when you start capturing lead details. This is done through an intuitive and easy-to-use landing page builder letting you create beautiful landing pages all without needing an IT team. Smarter lead generation utilizes “Smart Forms” to collect only the most important lead information. Finally, organic and paid search functions allow you to understand the return you are getting on your SEO strategy and social posting lets you track interactions with prospects through social campaigns.

Email Marketing

Email Marketing is a staple when it comes to marketing automation. Salesforce itself allows you to do a lot with different automatic email configuration, but with Pardot, you can bring your email marketing efforts to a whole new level. Create professional emails and email templates through an intuitive email builder. Powerfully automated engagements let you set up email scheduling and send emails automatically, allowing you to focus your time on marketing strategies instead of sending repetitive emails manually. Finally, personalized messaging helps you deliver the custom content that customers have grown to expect and optimized sending enables you to run tests to see what type of email marketing strategies yield the highest return.

Salesforce Pardot

Credits: Salesforce Trailhead

Seamless Sales Alignment

Seamless Sales Alignment will help unite your sales and marketing teams to sell more effectively overall. Engage Campaigns will let your sales team send mini-campaigns pre-approved by your marketing team directly to their customers. Real-time alerts will ensure that your reps are always there when customers need them. Activity tracking will allow your reps to be better prepared for any questions customers have, and finally, since everything is seamlessly integrated into Salesforce, you will be able to track all of the data related to customers that you choose.

Insightful ROI Reporting

What is the use of holding and collecting data on your leads and customers if you aren’t making meaningful business decisions with it? Insightful ROI Reporting lets you use actual KPI measurements to see what the data says about your marketing efforts, especially through ROI Reporting and Lifecycle Reporting. Advanced email reporting gives you a deeper insight into how your customers actually engage with emails through metrics like clicks and opens. Finally, you can even connect your favorite tools to gain a better understanding of how your different marketing channels are working alongside one another. If you have access to the data, you must utilize it to help your business grow and sell more.

How Does Aligning My Sales and Marketing Teams Help My Business Grow?

Aligning your marketing and sales teams can help your business grow in many ways. One important feature of a better-aligned team is having a solid lead qualification strategy. If marketing understands the types of leads that sales can easily convert into customers, marketing will send only the highest quality leads to sales, or leads most likely to convert. This will save time for sales reps as they will be able to focus on selling to customers who are the most likely to actually buy your product, instead of chasing down leads who may not be ready to buy. Additionally, if marketing has insight into which leads were successfully converted, they can make new marketing decisions based off of what marketing strategies did or didn’t work well.

Salesforce Pardot

Credits: Salesforce Pardot

P.S. Pardot Does More Than Just Marketing!

Although we only discussed the Marketing Automation features that Pardot provides, Pardot can be used for more than that. With B2B Marketing Analytics, you can get insights from your data to learn more about what marketing strategies worked best. Additionally, you can combine your marketing and sales data all in one place, and share your insights easily with your team. Another feature offered by Pardot is Salesforce Engage which helps you close deals faster than ever before. After you’ve mastered marketing automation, explore some of the other types of features offered by Pardot. it could be very beneficial to your team!

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