Thu, 10 March 2022
Today on the Salesforce Admins Podcast, we talk to Scott Beeler, Lead Solution Engineer at Salesforce.
Join us as we talk about using Slack for sales and how Scott uses it on a day-to-day basis to process his job function.
You should subscribe for the full episode, but here are a few takeaways from our conversation with Scott Beeler.
Why Slack and sales go hand-in-hand
“My job as a Lead Solution Engineer is to be the conduit between our customers and Salesforce to ensure that whenever we enter into a new sales motion we have the appropriate specs for the customer and align the Salesforce specs accordingly,” Scott says. He comes from a Sales background, starting out as an Account Executive calling leads, but he heard about the work that the Solution Engineers several floors above him were doing and the role sounded perfect for him. When he had an opportunity to interview for it, he did a lot of hard work and got a lot of help from his network to ace it.
Doing the job involves coordinating between a number of folks spread out across different areas and levels of the Sales organization. Scott’s talking to the Account Executive, technical folks from Enterprise Architecture, Sales support, folks who manage post-sale, contracting, procurement, security, and more. He used to rely on Chatter so the transition to Slack was tough, “but the more that we as an organization forced ourselves to use Slack the better it became to collaborate with my colleagues to stay organized and get everyone together on the same page to progress the deal effectively,” he says.
Slack best practices to keep everyone in the loop
One of the best practices Scott and his team learned from Slack is to make account-specific channels to maintain organization. It gives you one place to go to get all of the information you need to begin working on an opportunity. Scott also recommends checking on bookmarks, where team members can pin key resources at the top of every Slack channel. You can also take advantage of threading to have, for example, a thread for a specific meeting that hosts all of the deal prep, dry runs, and even conversations during the presentation.
The result is kind of like a radio station you can tune into about the account that can dramatically speed up the ramp time to get a member of your sales team involved in the conversation. And tools like threading cut down on the notifications unless you need to be involved in specific conversations, with mentions allowing you to assign work and questions appropriately.
Better transparency through Slack
The real question, Scott says, is “how can Slack empower sales organizations to be more effective in their role?” At the end of Salesforce’s fiscal year, Scott’s manager created Slack channel dedicated to the deals currently set to close. At the end of each day, their sales reps had to input the status of the deal and any resources they may need to move it along and close it. There was more transparency but, more importantly, it empowered folks like Scott’s area Vice President to bring in the resources needed to close those deals.
When Scott had a demo instance break minutes before a big presentation, he was able to jump into Slack and use global search to look through keywords in specific channels for that demo org. He was able to find someone who had his exact issue and learn how they resolved it.
There’s so much in this episode, to be sure to listen to the whole thing for Scott’s tips on rolling out Slack and why it’s important to let people make mistakes so they can learn how to make it work for them.
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