The Ultimate Salesforce Sales Cloud Features Cheat Sheet

In the fast-paced world of customer relationship management (CRM), Salesforce stands out as a leading platform, offering an extensive suite of features designed to streamline sales processes and enhance productivity. The Salesforce Sales Cloud, in particular, is robust, offering diverse functionalities tailored to various sales operations.

This blog post delves into the Salesforce Sales Cloud Features, providing a comprehensive overview and practical insights into implementing these features effectively. Let’s get started!

Salesforce Sales Cloud Features

1. Account Management

Account Management in Salesforce Sales Cloud is foundational for maintaining comprehensive and organized customer information. Key features include:

• Account Object: The core entity representing companies in your CRM.
• Account Hierarchies: Allows users to view related accounts in a hierarchical structure, ideal for managing company groups or families.
• Account Sharing: Enables selective sharing of account data across different teams, maintaining privacy and data integrity.
• Person Accounts: Supports B2C relationships by combining individual consumer records into the account model.
• Account Teams: Facilitates collaboration by allowing multiple users to be assigned to an account.
• Default Account Team: Automatically assigns team members to new accounts based on predefined settings.
• Einstein Account Management: Utilizes AI to provide insights and recommendations, enhancing account management strategies.
• Merge Duplicate Accounts: Helps maintain data quality by merging redundant account records.
• Account Intelligence View: Offers a consolidated view of key account metrics and insights, aiding strategic decision-making.

2. Lead Management

Lead Management is crucial for tracking potential customers from the initial point of contact through to conversion. This category includes:

• Lead Object: The primary record type used to track individual leads.
• Web-To-Lead: Automates the capture of leads from websites directly into Salesforce.
• Leads From LinkedIn Lead Gen Ads: Seamlessly integrates leads generated from LinkedIn advertising into Salesforce.
• Leads With Buyer Assistant: Employs AI to assist in prioritizing and engaging leads.
• Lead Automations: Streamlines lead management processes through automation, reducing manual effort.
• Manage Duplicate Leads: Prevents data redundancy by identifying and merging duplicate lead entries.
• Lead Intelligence View: Provides a detailed view of lead activities and metrics to refine lead management strategies.
• Seller Home: A personalized dashboard that offers sellers a snapshot of their leads and sales performance.

3. Opportunity Management

Opportunity Management features help track sales deals from prospecting to closure, including:

• Opportunity Object: Manages details of potential sales and tracks them through various stages.
• Opportunity Stages: Defines the stages of sales deals, facilitating pipeline management.
• Opportunity Products: Associates products with specific opportunities, essential for revenue forecasting.
• Similar Opportunities: Identifies opportunities similar to the current one, offering insights into potential upsell or cross-sell paths.
• Track Your Competitors: Enables tracking of competitor actions within opportunity records, providing a competitive edge.
• Opportunity Splits: Allows revenue to be split among multiple team members, reflecting their contribution to the deal.
• Opportunity Product Splits: Manages revenue distribution at the product level within opportunities.
• Opportunity Teams: Supports collaborative selling by allowing multiple users to work on the same opportunity.
• Opportunity Team Roles: Defines the roles of each team member in an opportunity team, clarifying responsibilities.

4. Product Management

Product Management in Salesforce enhances the ability to manage and sell products effectively:

• Products: Represents items or services for sale.
• Product Schedules: Manages the timeline for product delivery or revenue realization.
• Manage Products With Product Families: Organizes products into families for easier management and reporting.
• Create Price Books: Used to maintain different pricing structures for different markets or customer segments.
• Manage Product Prices: Allows for the adjustment and setting of product prices within price books.

5. Order Management

Order Management ensures that the process from sales quote to fulfillment is smooth and efficient:

• Orders: Tracks the details and status of customer orders.
• Order Products Object: Links products to specific orders.
• Orders Without Price Book: Manages orders that do not require a linked price book.
• Share Orders: Facilitates the sharing of order information with team members or across departments.
• Zero Quantity Orders: Allows for tracking orders with zero quantity, useful in certain promotional scenarios.
• Reduction Orders: Manages any reductions in order quantities.
• Negative Quantities For Order Products: Handles returns or cancellations by recording negative quantities in order products.

Also Read – Salesforce Project Cost Estimation Cheat Sheet

6. Campaign Management

Campaign Management in Salesforce enables effective organization and tracking of marketing campaigns from conception to execution. This module includes:

• Campaign Object: Acts as the central hub for managing individual marketing campaigns.
• Campaign Types: Allows categorization of campaigns based on their nature and objectives (e.g., email, webinar, trade show).
• Campaign Hierarchy: Organizes campaigns into a hierarchical structure, enabling aggregation of data and more precise tracking of related marketing efforts.
• Connected Campaigns: Links campaigns directly with sales performance, providing a clear view of marketing ROI.
• Campaign Influence: Analyzes how various campaigns influence opportunities, helping to allocate marketing resources more effectively.
• Configure Campaign Members: Manages who is part of the campaign and their roles.
• Import Campaign Members: Streamlines the process of adding members to a campaign from external sources.
• Share Campaigns: Facilitates collaboration by allowing team members to view and work on campaigns together.

7. Revenue Intelligence

Revenue Intelligence uses advanced analytics to transform data into actionable insights, helping teams optimize their sales strategies:

• Revenue Insights: Offers deep insights into sales trends and performance metrics.
• Revenue Insights Dashboard: Provides a visual representation of key revenue metrics at a glance.
• Sales Rep Command Center Dashboard: Equips sales representatives with personalized analytics to improve their sales tactics.
• Advanced Features For Revenue Intelligence: Includes predictive analytics and machine learning tools to forecast future sales and identify patterns.
• Revenue Intelligence Apps: Specialized applications that integrate with Salesforce to enhance revenue intelligence capabilities.

8. Contract Management

Contract Management within Salesforce helps manage the entire lifecycle of contracts, from creation to renewal:

• Contract Object: The primary record for storing contract details.
• Contract Lifecycle: Manages all phases of the contract process, including drafting, negotiation, approval, and storage.

9. Quote Management

Quote Management streamlines the process of creating and managing sales quotes, which are crucial for closing deals:

• Create And Manage Quotes: Allows for the generation of detailed sales quotes based on customer requirements and available products.
• Sync Quotes And Opportunities: Ensures that changes in quotes or opportunities are reflected across both records to maintain accuracy.
• Create Quote Templates: Facilitates the creation of pre-defined templates that can be used to speed up the quote generation process.
• Email Quote PDF: Enables the sending of quotes directly to customers in a PDF format via email, enhancing the professionalism and efficiency of communications.

10. Digital Engagement for Sales Cloud

Digital Engagement for Sales Cloud enhances interactions with customers through various digital channels, ensuring a seamless customer experience:

• Messaging For Sales: Allows sales teams to communicate with clients via SMS, chat, or other messaging platforms directly within Salesforce.
• Web Chat For Sales: Integrates web chat capabilities into Salesforce, letting sales reps chat live with website visitors.
• Einstein Bots For Sales: Uses AI-powered bots to handle routine customer inquiries automatically, freeing up sales reps to focus on more complex tasks.
• Channel-Object Linking: Links various communication channels to specific Salesforce objects, providing a unified view of all interactions.
• Omni-Channel For Sales: Ensures that customer interactions across all channels are tracked and managed centrally, improving customer service and response times.

11. Collaborative Forecasts

Collaborative Forecasts in Salesforce allows teams to work together to create more accurate sales forecasts. This feature includes:

• Collaborative Forecasts: Enables teams to share and view forecasts, improving alignment and accuracy.
• Forecast Types: Supports different types of forecasts such as revenue, quantity, and custom types to suit various business needs.
• Forecast Currency: Allows forecasting in multiple currencies, catering to global businesses.
• Territory Forecasts: Links forecasts to specific sales territories, aiding in regional planning and strategy.
• Overlay Splits Forecasts: Facilitates the allocation of sales credit to multiple team members, reflecting their contributions accurately.
• Users For Collaborative Forecasts: Defines which team members can view or modify the forecasts.
• Forecast Managers And Their Subordinates: Establishes a hierarchy within the forecasting process, ensuring that oversight and reporting are streamlined.
• Quotas: Allows management of sales quotas to measure performance against targets.
• Project Sales: Enables projection of future sales based on current data and trends.
• Share Forecasts: Promotes transparency by allowing team members to share forecast information.
• Collaborative Forecasts Reports: Generates reports to analyze forecast data and assess team performance.
• Reports On Sales Projections: Provides detailed insights into future sales, helping with strategic decision-making.

12. Enterprise Territory Management

Enterprise Territory Management organizes and manages sales territories to optimize market coverage and resource allocation:

• Enterprise Territory Management: Systematically manages sales territories within Salesforce.
• Territory Models: Designs and structures territories according to organizational needs.
• Territory Types And Territories: Defines various types of territories, each tailored to specific market segments or geographic areas.
• Create Territory Model Record: Allows for the creation and tracking of individual territory records.
• Territories: Organizes sales regions or areas into manageable units.
• Territory Hierarchy: Establishes relationships between different territories, enhancing reporting and management.
• Default User Access For Territory Records: Configures default access settings for territory data.
• Collaboration On Territory Models: Facilitates team input and consensus on territory structures.
• Assignment Rules To Territories: Automates the assignment of accounts, leads, and opportunities to the appropriate territories.
• Managing Territory Assignments: Ensures that sales assignments are aligned with territory configurations.
• Assign Territory Managers To Territories: Appoints managers to oversee specific territories, ensuring effective leadership and accountability.
• Manage Users And Roles Within Territories: Handles permissions and roles within each territory.
• Territory Forecasts: Integrates forecasting into territory management to predict sales performance regionally.
• Reporting With Territories: Provides comprehensive reports on territory performance and efficiency.

13. Pipeline Inspection

Pipeline Inspection offers tools to closely monitor and manage the sales pipeline for enhanced visibility and control:

• Pipeline Inspection: Allows detailed examination of the sales pipeline to identify bottlenecks and opportunities.
• Pipeline Inspection Chart: Visual representation of the pipeline, showing stages and statuses of various deals.
• Einstein Features In Pipeline Inspection: Leverages AI to provide insights and predictive analytics within the pipeline.
• Einstein Deal Insights: Offers AI-driven insights into potential deals, highlighting factors that may affect the outcome.
• Tiered Einstein Opportunity Scores: Uses tiered scoring systems to prioritize opportunities based on their likelihood of closing.
• Advanced Features For Pipeline Inspection: Includes advanced analytics and machine learning tools to refine pipeline management.

14. AI Solutions In Sales Cloud

AI Solutions in Sales Cloud offers a suite of advanced tools leveraging artificial intelligence to enhance sales operations and decision-making. This comprehensive integration of AI helps streamline processes and provides deeper insights:

• Einstein Activity Capture: Automates the logging of sales activities, ensuring data accuracy and freeing up sales reps to focus on selling.
• Einstein Lead Scoring: Utilizes AI to evaluate and score leads based on their likelihood to convert, allowing sales teams to prioritize their efforts effectively.
• Einstein Opportunity Insights: Provides predictive insights about opportunities, suggesting actions that could increase the likelihood of closing a deal.
• Einstein Forecasting: Employs AI to project sales outcomes more accurately, using historical data and identifying trends.
• Einstein Automated Contacts: Keeps contact information up to date automatically, enhancing customer relationship management.
• Einstein Account Insights: Delivers actionable intelligence on accounts, helping sales teams to target their efforts where they are most likely to succeed.
• Einstein Conversational AI: Engages customers with automated, natural language interactions to improve service and gather insights.
• Einstein Generative AI: Generates content and communications tailored to customer interactions and sales data.
• Meeting Follow-Up Email In Einstein: Automates the drafting and sending of follow-up emails after meetings, ensuring timely and relevant communication.
• Close Plan In Einstein Copilot: Guides sales representatives through a strategic approach to close deals, leveraging AI to suggest the most effective actions.
• Copilot: Offers automated assistance across various sales tasks, enhancing productivity and effectiveness.
• Sales Summaries For Einstein Copilot: Provides summarized overviews of sales activities, helping sales teams and management quickly grasp key outcomes and areas for attention.

15. Other Sales Cloud Features

Other Sales Cloud Features include a variety of tools to support and enhance overall sales operations:

• Sales Console: Provides a unified interface for managing all sales activities.
• Salesforce Maps Lite: Integrates geographic data to help visualize and plan sales territories.
• Resolve Latitude And Longitude Discrepancies With Salesforce Maps Lite: Ensures accurate geographic data.
• LinkedIn Sales Navigator To Sales Cloud: Integrates LinkedIn insights for better lead and opportunity engagement.
• Configure Paths: Customizes the steps in the sales process to align with organizational methods.
• Multiple Currencies: Supports transactions in multiple currencies.
• Advanced Currency Management: Manages currency conversion and related financial settings accurately.

Also Read – Salesforce Proposals Cheat Sheet

Sample Salesforce Sales Cloud Discovery Outcome Template

The real estate company aims to streamline its sales processes, improve lead conversion, and enhance customer interactions using Salesforce Sales Cloud. Currently, the company faces challenges with manual lead management, fragmented customer data, and limited visibility into sales activities. 

By implementing Salesforce Sales Cloud, the company seeks to automate lead capturing and qualification, centralize property and client information, and provide sales agents with real-time insights and tools to close deals faster. Additionally, leveraging generative AI capabilities, the company plans to personalize customer interactions, automate follow-up communications, and generate insightful sales reports to drive strategic decision-making.

1. Lead Management Process

• People: Sales Agents, Marketing Team
• Sub Process: Capturing property inquiries, qualifying potential buyers, assigning leads to agents.
• Technology: Salesforce, Marketing Automation Tools
• Features:
  • Lead Management: Streamline the process of capturing and qualifying leads.
  • Manage Duplicate Leads: Identify and merge duplicate leads to maintain data accuracy.
  • Enable Lead Intelligence View: Gain insights into lead behavior and engagement.
  • Configure Leads Conversion Process: Define the process for converting leads to opportunities.
  • Einstein Lead Scoring: Use AI to prioritize leads based on their likelihood to convert.

2. Property Listing Management Process

• People: Sales Agents, Listings Managers
• Sub Process: Listing properties, updating property details, managing property statuses.
• Technology: Salesforce, Property Management System
• Features:
  • Property Listing Custom Object: Manage property listings and updates seamlessly.
  • Property Process: Automate approval workflows for property listings.
  • Automation: Use Salesforce Flows to automate property management tasks.
  • Custom Lightning Components: Create custom Lightning components for viewing property listings.
  • Einstein Activity Capture: Automatically capture data from emails and calendar events to keep records up to date.

3. Opportunity Management Process

• People: Sales Agents
• Sub Process: Creating opportunities for property sales, tracking progress, closing deals.
• Technology: Salesforce, Property Management System
• Features:
  • Opportunity Management: Track and manage sales opportunities throughout the sales cycle.
  • Opportunity Stages: Define and manage different stages of the sales process.
  • Similar Opportunities: Identify and leverage similar past opportunities to inform current deals.
  • Einstein Opportunity Insights: Get AI-driven insights into opportunities to help sales reps focus on the right deals.
  • Close Plan in Einstein Copilot: Get AI-driven recommendations to help close deals.

4. Client Relationship Management Process

• People: Client Relationship Managers, Sales Agents
• Sub Process: Managing client interactions, maintaining client records, nurturing relationships.
• Technology: Salesforce, Outlook, Property Management System
• Features:
  • Seller Home: Provide sales reps with a centralized dashboard to manage their activities.
  • Sales Console: Provide sales reps with a unified interface to manage their work.
  • Einstein Generative AI: Generate personalized content and communications for leads and opportunities.
  • Einstein Conversation Insights: Analyze sales conversations to gain insights into customer needs and sentiment.
  • Meeting Follow-Up Email in Einstein: Automatically draft follow-up emails after sales meetings.
  • Sales Summaries for Einstein Copilot: Generate summaries of sales activities and meetings.

5. Sales Forecasting Process

• People: Sales Managers, Data Analysts
• Sub Process: Creating sales forecasts, analyzing market trends, reviewing sales performance.
• Technology: CRM System, Excel Files
• Features:
  • Collaborative Forecasts: Enable collaborative forecasting to improve sales predictions.
  • Sales Insights: Leverage analytics to gain insights into sales performance.
  • Sales Reporting: Generate detailed sales reports for performance tracking.
  • Einstein Forecasting: Improve forecasting accuracy with AI predictions.

Key Value Indicators

1. Increased Sales: Boost sales by 30% compared to the last 3 years.
2. Enhanced Productivity: Reduce manual tasks from 50% to 20%.
3. Better Visibility: Real-time insights via dashboards and reports.
4. Improved Lead Conversion: Increase conversion rate from 10% to 25%.
5. Streamlined Processes: Unified client and sales management.

Eliminating Key Pain Points

1. Data Silos: Integrate sales and property data for a unified view of customer interactions.
2. Manual Processes: Automate lead and property management to increase efficiency.
3. Scalability Issues: Implement scalable sales solutions to support business growth.
4. Poor Sales Experience: Enhance sales interactions with personalized and timely follow-ups.
5. Limited Insights: Utilize robust sales analytics and reporting for actionable insights.

Conclusion 

As we’ve explored in this cheat sheet, Salesforce Sales Cloud offers a robust suite of features designed to enhance every aspect of sales and customer relationship management. From streamlined lead and opportunity management to sophisticated forecasting and territory management, Salesforce empowers organizations to not only meet but exceed their sales goals. 

For more insights and resources, visit getgenerativeai.com and stay updated with the latest in Salesforce solutions.