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Best Practice | 8 min read

How is Your Culture Reflected in Your Salesforce?

Prepared By Steve Keck

You’ve all been through it, you found the right employee, worked hard to get them to accept your offer and brought them on board. Then it happens - they leave you for another company. What happened? Did you miss judge this person’s qualifications? or was it something else?

What if Your Technology is a Reflection of Your Culture?

It’s so common to assume that your organization's culture is only reflected in the makeup of the people in your organization, but what if it’s reflected in your technology, especially the technology your team uses to engage with your clients and prospects? This is especially true with Salesforce.

Salesforce brings the potential to integrate an extraordinary volume of technologies to help frontline teams and managers manage and track their day-to-day activities.

What's rarely considered when making technological decisions is the cultural impact these decisions have on the organization. Sometimes you would refer to “change management” or “adoption”, but these ideas focused on what it’s going to take people to use the new technological enhancements.

When your business grows, you have to design the processes and procedures required to keep things profitable and manageable. And in this sense, the personality of your organization shows up in what you think is important in each of these processes and procedures - and your technology is no different.

The reason this is true is that your technology is designed to either give or get you data. So, what data you are asking for reflects what you feel is important, and that is a cultural expression.

Let’s look at it this way:

Too much data sends the message to the front line that “Data is more important than they are.”

Too little data sends the message “Leadership doesn’t think it’s important to give me what I need to succeed.”

Here are three ways to get the data needs and the frontline experience just right:

Balance Your “Give” and “Get” Technologies

When you’re deciding on how to optimize your sales force tech stack, try to figure out how to balance what data your executive team needs to get from the frontline and what data you can give your frontline to be more effective.

For example, adding High-Velocity Sales will help your team navigate the opportunity life cycle. Complement that with Sales Feedback technology to overcome obstacles at each stage of the opportunity.

Actionable Dashboards

Salespeople put a low priority on data and data management if it doesn’t help them reach their goals. So, it’s imperative to give them an interface that allows them to take action as opposed to reporting action.

When this is done right the frontline team and managers can have “leading conversations” instead of “lagging” ones, which will greatly improve pipeline efficiency. At Bolt today, we build dashboards that help sales teams get 80% of their work done from one tab!
Check it out: Sales Intelligence.

Invest Like You Mean It

Salesforce Return on Investment takes some real intention but is often treated as an afterthought. When you treat it as a lower priority, it impacts your culture in negative ways. A return on investment should include the benefits to the front-line team’s time, energy, and focus.

There are ways to get both a complex technical design and a solid return on investment by leveraging the Salesforce platform.

Bolt today brings a unique Design-Thinking Methodology to every project to help organizations achieve a dynamic ROI in Salesforce.

Your culture, what you show the world matters to you, presents itself in your technology, and that can be achieved by intentional design or by complacent default. Design is the better way to go.

Get your ROI by giving your front line what it needs, so you can get the data you need to make better decisions, and who knows, you may just reduce your turnover too!

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