There’s a common misconception within many businesses today: that faster is always better. But occasionally it’s healthy to stop and evaluate what your organization is doing to meet its business objectives.
Whether you’re managing a sales team or an entire Salesforce org, there are three principles that govern the ability to make effective data-driven decisions.
Many roles across an organisation rely heavily on CRM systems to complete daily tasks. The level of productivity achieved within the system is critical to that role’s overall success. But think about a sales rep updating opportunities or a support manager monitoring the status of open cases, both with more tabs open than the eye can see. While designed to be helpful, the fact is that CRM systems can often hinder us rather than provide the 360-degree view we desire.
Some things to think about include:
Having a 360-degree view of accounts provided by Validity’s GridBuddy Cloud is crucial to an ongoing, efficient operation in an ever-changing landscape
The grid displayed below demonstrates a 360-degree view of accounts containing open cases for a customer service persona. Within the grid itself, we find one actionable view of surfacing data from across multiple authenticated Salesforce orgs. Using ‘Company A’ as an example, we see four related and unrelated objects (Opportunities, Tasks, Contacts, and Cases) displaying data from within multiple Salesforce orgs. With GridBuddy Cloud, this data can be viewed and in-line edited all in one place.
Any employee, whether new or tenured, has to follow ever-changing business processes. Minimal friction across processes is key to ensuring that everyone works toward their shared responsibility. For a CRM system to provide its full benefits, everyone in the company needs to be on board with the process – from sales and support to marketing and customer success. The struggle for buy in to this shared responsibility is unique for each organisation, so you within your context evaluate the below questions:
Whether you’re removing friction from processes or introducing new ones, GridBuddy Cloud gives you the ability to provide a workspace for teams across the spectrum.
For example, if you’re a sales leader you can bring together multiple grids into one unified workspace so your team can operate their day from within one view. The workspace below depicts that of a typical sales rep featuring three available grids. The first of which, Pipeline, allows the rep to manage their ongoing opportunities in an easy to operate and editable view. With two more grids available, this workspace places other role-critical objects just one click away.
A CRM system is only as valuable as the data within. The success of any CRM system is therefore reliant upon the end-users maintaining up-to-date, accurate records. The resulting impact of poor data quality within a CRM system is far-reaching, most potently on decision making. If the very basis of data-driven decision making is based on inaccurate and outdated information, then the decision itself suffers that same fate.
When reviewing your data, ask yourself:
Ensuring a high level of data quality is made simple with GridBuddy Cloud, which includes eight pre-built ReadyGrids spanning personas across an organisation, User and Profile Management for Salesforce Admins, and Lead and Campaign Management for Marketing. With GridBuddy Cloud, users are empowered to make their CRM systems work for them from day one.
Identifying quick wins is a critical part of the process. GridBuddy Cloud’s Conditional Formatting does just that by allowing colour-coded alterations of a field based upon the data entered. For example, if the close date is in the past or the contract expiration is within the next 90 days, highlighting this field or the entire record lets your organisation’s end-users quickly identify out-of-date or missing data from the get-go.
Ensuring your organisation maximises CRM ROI is critical to any successful business. A part of this process should include evaluating current practices and their impact on the three principles companies need to follow in order to make effective data-driven decisions. By doing that, your CRM system will become the helpful resource it’s designed to be.
So… Do you trust your data?
Find out more about GridBuddy Cloud here.
Prior to ABILITY, Mark held executive leadership positions at Carefx Corporation, at NaviNet, was the President of MPI Solutions at QuadraMed Corporation, and served as the Chairman and CEO of LinkSoft Technologies, a company that he founded. Mark is a member of the Board of Advisors to the Dartmouth Guarini School of Graduate and Advanced Studies and is a Senior Advisor to Silversmith Capital Partners, a leading Boston based growth-equity firm.
Wayne received his Bachelor of Science in Applied Science from Kingston University.
Helen received her BA (Honours) Business studies degree from Nottingham Trent University.
Tunc holds a Bachelor of Computer Science from Macquarie University.
Cecilia has Bachelor of Economy with an MBA for Business and Technology Management
Kevin received his Bachelors from Bentley University in Waltham MA.
Greg has BSBAs in Economics, Finance and Real Estate from University of Denver and an MBA from Dartmouth’s Tuck School of Business.
As Senior Vice President of Marketing, Kate leads all of Validity’s marketing efforts.
Kate holds a Bachelor’s degree in Spanish Language and Literature from Regis College.
Eduardo has practiced law for more than 20 years in both corporate and law firm environments. Eduardo has broad legal experience in SaaS commercial transactions, risk management, M&A, due diligence, entity and product integrations, intellectual property, data privacy, regulatory compliance, and corporate governance.
Eduardo has an LL.M. in Securities and Financial Regulation from Georgetown University Law Center, a J.D. from the University of Pittsburgh School of Law, and a B.A. from the University of Dallas.