Top Salesforce Features You’re Probably Not Using But Should Be

Salesforce is packed with features designed to help businesses streamline processes, improve customer engagement, and drive growth. However, many organizations underutilize some of Salesforce's most powerful capabilities, often focusing only on the basics like contact management and reporting. In this blog, we'll explore some lesser-known Salesforce features that can take your CRM game to the next level and maximize your ROI.

1. Salesforce Flow (Automation)

Salesforce Flow is a powerful automation tool that allows you to build complex business processes with clicks instead of code. Whether you need to automate task assignments, approvals, or data updates, Flow can handle it all. It’s more advanced than basic workflows and process builders, offering capabilities that can replace even custom Apex code in some cases. By leveraging Flows, you can save time and reduce errors by automating repetitive tasks.

2. Einstein AI and Analytics

Salesforce Einstein brings the power of AI directly into your CRM. With features like predictive lead scoring, opportunity insights, and automated recommendations, Einstein helps sales reps focus on high-probability deals. Additionally, Einstein Analytics provides deep data insights through customizable dashboards and visualizations. If you’re looking to make data-driven decisions and stay ahead of the curve, Einstein is a game-changer.

3. Salesforce In-App Guidance

If you struggle with user adoption, Salesforce’s In-App Guidance is a feature you should explore. It allows admins to create prompts, tips, and walkthroughs directly within the Salesforce interface. You can guide users through processes, onboard new employees, or provide reminders for key tasks. The best part? You can customize these prompts based on user roles, profiles, or even the specific pages they visit.

4. Path and Sales Cadence

For sales teams looking to streamline their processes, Salesforce Path and Sales Cadence are essential tools. Path visually guides your team through the stages of a deal, highlighting key steps and providing relevant guidance at each stage. Sales Cadence, part of High-Velocity Sales, automates follow-ups, task assignments, and email outreach based on predefined sequences. Together, they help ensure consistency and efficiency in your sales processes.

5. Customizable Forecasting

While most organizations use Salesforce for pipeline management, many overlook its advanced forecasting features. Salesforce’s Customizable Forecasting allows sales leaders to get an accurate picture of expected revenue, broken down by product, territory, or custom metrics. You can even set different forecast types for teams, ensuring that your sales targets align with actual performance.

6. Pardot (Marketing Automation)

If your marketing team isn’t fully leveraging Pardot, you’re missing out. Pardot offers powerful tools for lead nurturing, email marketing, and campaign automation. You can create personalized journeys, score leads based on engagement, and track ROI from your marketing efforts. It integrates seamlessly with Salesforce, allowing your sales and marketing teams to work more closely together.

7. Territory Management

For businesses with geographically dispersed sales teams or complex sales hierarchies, Salesforce’s Enterprise Territory Management is invaluable. It allows you to segment your market, assign territories based on specific criteria, and realign them as needed. The system also offers detailed reporting, helping you optimize coverage and ensure that no opportunities fall through the cracks.

8. Field Service

For companies with a field service component, Salesforce’s Field Service feature can revolutionize operations. It enables you to manage work orders, schedule field technicians, and even track assets and inventory. The mobile app allows field reps to access customer information, update service records, and capture signatures—all while on the go.

Conclusion

Salesforce is more than just a CRM; it’s a comprehensive business platform. By exploring and implementing these often overlooked features, you can unlock significant efficiency gains and deliver more value to your customers. Whether you’re looking to automate complex workflows, improve sales performance, or drive deeper insights through AI, Salesforce has the tools you need.

Ready to take your Salesforce implementation to the next level? Our team of certified Salesforce experts is here to help. Contact us today for a personalized consultation and discover how we can optimize your Salesforce setup for maximum impact. Let’s unlock the full potential of your CRM together!