Increase productivity with Sales Engagement Basic

by Chris Taylor - May 30, 2024
Increase productivity with Sales Engagement Basic

Are you getting the most out of your Sales Cloud Enterprise licences? The chances are there are features that are included in what you are already paying for but need to be made aware of, including Sales Engagement Basic.

Sales Engagement, formally High-Velocity Sales, has been around since 2017. It has multiple features that focus on sales rep productivity. Initially, it was only available as an add-on and, later, was included as part of Unlimited Edition. In Summer’23, Salesforce released Sales Engagement Basic, for which all Enterprise Edition customers get 100 licences!

In this post, we will look at the features of Sales Engagement Basic, a hidden gem that bundles multiple features that previously required a paid add-on, and how they could benefit your sales team.

Quick CadencesQuick Cadence Creation screen

Sales cadences, a core part of Sales Engagement, allow sales leaders to define programs of engagement that can help Sales Development Reps (SDR) and Business Development Reps (BDR) have a structured way of contacting individuals.

Quick cadences are their little brother that allows a single step, such as a call or an email. These can be assigned to Leads or Contacts, allowing reps to set targets on how quickly they should contact that individual.

Email Productivity (formally Inbox)Email with meeting availability inserted into it

SalesforceIQ Inbox, which came into being when Salesforce acquired RelateIQ back in 2014, was sold as a separate product which added tools to your Gmail or Outlook inbox, giving them additional powers. This included the ability to send emails later, track opens and clicks, and, my personal favourite, send an email with multiple calendar times, which the recipient can pick from. Once selected, a calendar invite will be created and put in your diaries. The best part of this feature is that if something goes into your diary and a timeslot is no longer available, the time will no longer be available to the recipient to pick from.

Chris Taylor
Principal Consultant

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Lead Scoring

Einstein Lead ScoreFor a salesperson to be productive, they need to organise their workload to focus on the Leads who are most likely to convert. This is where Einstein Lead Scoring steps in. Initially, it was only available as part of Sales Cloud Einstein. Lead Scoring uses machine learning capabilities to score leads from 0 to 100 using your data. The higher the score, the more likely Einstein feels that Lead will convert. Not only will Einstein give you a score, but it will also provide reasons for giving that score.

This is a powerful value in a list view, so you can organise your Leads with the highest score at the top. Combine this with the score and grade from Account Engagement, and you will see how much the Lead is engaging with marketing and get an even more refined score.

Einstein Activity Capture

Activities in Salesforce help add context to records in Salesforce. For example, if you have an opportunity with an email attached to it saying I am on annual leave for the next two weeks, you know there is going to be no progress. However, if there is one thing salespeople get a bad rap for, then it is not logging activities in Salesforce. It is a task that requires additional work and has no immediate benefit, so it is no wonder it is not at the top of their minds.

This is where Einstein lends us a hand again. Einstein Activity Capture (EAC) allows you to sync emails and meetings automatically between Gmail/Outlook and Salesforce. This removes the burden on salespeople and helps build the picture across your CRM.

With Enterprise Edition, you already get 100 licences for EAC. However, Sales Engagement Basic now gives you 100 more! This feature has some limits, although it is a great starting point.

Next Steps

There was no big fanfare when Sales Engagement Basic was released, so many admins are unaware that these previously paid-for features are now free. So, are you ready to take the next step in increasing the productivity of your sales team?

If you are still trying to figure out where to start or would like support drawing up a plan, speak with one of our certified Sales Cloud experts today!

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