Traction on Demand’s Sales Cloud Release summary series is a translation and a distillation of the real business value in each Salesforce release, with a focus on core CRM and Sales.
In this Salesforce Winter ‘22 Sales Cloud Release summary, we break down new features, abilities, and improvements that have a direct impact on your sales, sales ops, and revenue operations teams. Whether you’re a sales rep, sales manager, or CRO–we look for the insights that may better enable your sales teams, increase your revenue, decrease your operational costs, and maximize the value you’re getting out of your Salesforce investment.
And while we love talking technology, we know what matters most is tying it to real business use cases and value. We take that lens to extract what matters to you most. Heck, we’ll even give you a no-nonsense demo of how these things work, where we can!
Salesforce Sales Cloud Releases come out three times a year, so look forward to future installments.
Your Salesforce Winter ‘22 Sales Cloud Release summary
Einstein AI: the only thing better than great advice is great free advice
What it solves: How do we bring AI into our sales process to help target the right deals?
The Einstein AI product suite is fairly broad — from in-app scoring, to suggested insights and actions, to predictions and analytics. Access to all these features can incur additional licensing costs. However, we wanted to remind you that within the last few releases, Einstein Opportunity Scoring is now included with the standard Sales Cloud license. You can activate Opportunity Scoring today and use AI to provide predictive scores on opportunities’ likelihood to close, helping your sales reps focus on priority deals, or identify potential risks early.
Is it time you began your own AI experiment? See us talk through the updates in the video below.
Pipeline Inspection: your organization’s sales coaching hub
What it solves: How do we better manage our sales team’s opportunity pipeline, analyze key deals, and get real about sales coaching?
Pipeline Inspection (released Summer ‘21) gets a series of new upgrades. As a refresher, Pipeline Inspection provides a new view for sales reps and managers to take a critical look at teams’ sales opportunities—surfacing the deal attributes and signals about a deal’s health, qualification, and key next steps to help Rep’s maintain a quality pipeline, focus on the right deals, and get ahead of potential warning signs.
Included in the Winter ‘22 Release:
- Save custom pipeline views and filters to quickly jump to commonly used views. e.g. flagged opportunities, opps by record type, or for specific teams
- Flag key deals to track for ease of reference
- AI helps spot deals unlikely to close this month (leveraging Einstein Deal Insights)
- AI also helps prioritize deals by grouping into high, medium, and low priority, based on Einstein Opportunity scores
- Automatically flag opportunities who's next steps have been left without updates to hold reps accountable for managing their opps
- See how many times close dates are pushed for an opportunity—often a warning signal a deal may not be viable
Sales reps are busier than ever, swimming in a sea of opportunities, or chasing deals that may never be real in the first place. Help your teams and sales coaches get real about their pipeline.
Check out a demo of the new features below or read the full release notes here.
Collaborative Forecasting: your forecast finally lets you say “maybe”
What it solves: How do we get our Salesforce Forecast to better reflect our forecast categories and language? Salesforce Forecast Categories have historically been restricted.
Until now, your opportunities and forecasting were limited to being set into one of four standard forecast categories: Pipeline, Best Case, Commit, Closed Won (and then Omitted). This release brings a fifth category of “Most Likely” should you need another classification for your opportunities.
Forecast the way you need to for your business. See us talk through the forecasting updates in our release recap video below or check out the full release notes here.
Guided Actions: if Salesforce were Beauty and the Beast, Guided Actions would be the ones singing “Be our Guest”
What it solves: How do I present dynamic guided information to my users, for onboarding, training, announcing new features, or process - ooh, and make it schedulable, focused by audience, and reportable on completion, too?
Guided Actions aren’t new, but received a “focused” update this release. As a refresher, Guided Actions are configurable call-outs and/or step-by-step walkthroughs that appear inside your Org, to walk users through information or processes where they’ll be performing that action. In this release, Guided Actions can now be targeted to specific components on your screen, whereas previously they could only be set in fixed positions. This permits your Guides to call attention to specific details with greater specificity.
Orgs may have up to three active Guided Actions now for free, making this a fine time to experiment with guided learning in your Org (additional actions can be purchased).
Check out a Guided Actions demo of the new features below or read the full release notes here.
Microsites: it’s like the internet, but smaller.
What it solves: How do I rapidly and cost-effectively launch a campaign-based or purpose-built microsite to support specific marketing initiatives using our Salesforce Org?
Salesforce Microsites are a brand new concept coming out of Experience Cloud (we dig across all cloud updates to bring you the best - we don’t limit ourselves to Sales Cloud here). Microsites are built on the same backbone as fully scaled Experience Cloud sites, however, are purpose-designed for small, rapid engagements to support marketing and sales initiatives that don’t need the weight of a full site. But being lightweight doesn’t make them low-feature. Microsites are also optimized for all devices, including flexible and dynamic templates, and ties into the Salesforce CMS product, permitting you to leverage your existing content and provide the same data-driven targeting of content, images, and offers to your site visitors.
Is now the time to think big by building small? Check out our latest video Design thinking: Bringing people, process, and tech together with Experience Cloud to learn how the latest Experience Cloud innovations can help you create human-centric digital experiences that give you the competitive advantage.
Salesforce Orchestrator: get your multi-team business processes truly running in harmony (Beta)
What it solves: How do we organize multi-step business processes, across multiple teams, needing multiple inputs, that include conditional outcomes? How do we notify the right people, collaborate on processes in one place, and oh, provide analytics on process performance to find the bottlenecks that are costing us time and money?
We’re no strangers to automation in Salesforce to execute business processes. And with Flow and Apex automation, we’re able to build large, complex automation. However, up until now, there hasn’t been an elegant and flexible way to chain together multiple, configurable process steps that may involve multiple teams, adding multiple inputs, using decision-based routing, and flowing between both user-based and entirely automated outcomes.
For example, consider a sales rep running with an opportunity which—based on the product complexity and discounts offered—may need to be routed through sales engineers for solution review and to add inputs, and then be routed through a financial audit, and finally sent for contracting review and entry into back-office order systems. While some of these ordered events could be handled in a traditional approval process automation—approvals can be rigid, and have limitations on how to weave truly dynamic process experiences and guiding users’ inputs.
Flow Orchestrator is a new layer in our automation toolkit, permitting you to define flexible, end-to-end business processes, including user-based and automated steps. Steps can include conditional logic, and can be analyzed for their time and performance. It’s the connective tissue that stitches together multiple discrete processes into one master process, and can be done without custom code.
This matters to our sales organizations because now is a great time to look at your time-consuming, disjointed, or manual business processes—whether offline or in Salesforce—and work with your technical teams to find efficiencies through greater process orchestration.
Orchestrator is still in beta, so be aware this isn’t ready to take on all challenges yet. But begin planning with your tech team now to take full advantage when it is. Check out the full release notes here.
High Velocity Sales: your shortcut to the perfect sales pursuit
What it solves: How do we standardize our sales approach(es), automate these motions, organize our day, test multiple types of messaging, monitor what works, and rapidly pivot?
High Velocity Sales (HVS) gets an update in this release with a few key features. Sales managers can now modify cadences on the fly to pivot active cadences with new steps or information. HVS now includes baseline dashboards to help fine-tune your cadences and better coach your reps. Sales cadence targets may now be added directly from reports to segment Leads, Contacts, Person Accounts, and load them directly to targeted cadences.
An especially notable update is email template and call script variant testing. This feature lets you test multiple versions of a message—with weighted disbursement of your script variants—to test multiple messages in market for efficacy.
Behind the scenes, there’s a few performance updates, including bundling email messages from cadences, to reduce data storage spent on email messages.
High volume sales departments need to learn, pivot, and iterate quickly; and High Velocity Sales has hit the accelerator again in this release. Check out a demo of the new High Velocity Sales features below or read the full release notes here.
Sending email from Salesforce gets personal (Pilot)
What it solves: How do we keep all our touchpoints personal, including sending email from Salesforce with our own email addresses?
Short answer: now you can. This feature is still in beta, but you can now control whether you want Salesforce to send emails sent by your users from their personal email address, improving the personalization of interactions with your key contacts.
Get personal with us. We'll walk you through the updates in the video below or read the full release notes here.
Tasks and activities timeline and reporting: keeping a closer view of your team’s activities
What it solves: How do I track my team’s activities and their completion dates effectively?
Activities now include a completed date field to track task date and completion date separately from each other, for better activity management accountability. The tasks view also gets an update to provide your preferred sort order.
Managing and tracking your team’s activities effectively matters, particularly those with activity-based sales management practices. Check out the full release notes here.
Other Salesforce Winter ‘22 Sales Cloud Release summary notes you may be interested in
- Enterprise Territory Management: Territory Assignment gets two speed updates.
- Einstein Activity Capture: Events captured can now be synced to more objects, emails with sensitive information (e.g. Social Security or Credit Card numbers) are not shared with other users - only the recipient if synced.
- Einstein Conversation Insights: Now automatically matches call recordings to relevant opportunities, based on call participant and contact roles on your active opportunities, the insights dashboard now filters based on lead status, opportunity stage and amount, and participants’ titles and roles are now captured on recordings.
- Salesforce Maps: Gets a boost with more abilities for automated assignments, layering demographic data onto map views, and filling schedule gaps for visits on an ad hoc basis. Territory planning now allows contiguous and non-contiguous territories, territories visualized with extra data as a heatmap, and territory models can be imported and exported for other systems. Live tracking gets an update by tying in to the standard Salesforce Mobile App.
- Email Integration: Is improved, letting users relate an event to multiple contacts. Emails can now be logged manually from your email client, even if automated email capture is disabled.
- Products: Now more secure with their own sharing model, and permit you to control data access for external Experience Cloud users.
- Einstein Search: Now available by default in all Salesforce Orgs. What might not be apparent is its natural language processing capabilities. Users can search with natural language terms, e.g. “My Open Opportunities with Created Dates last month” is processed and automatically converted to a filtered view of opportunities—enabling your users find complex data sets fast.
- Reporting: Reports get a boost from Dynamic Gauge Charts allowing you to set gauge targets in context. e.g. rather than a fixed number or percentage, have an account-specific sales gauge compare year-to-date sales against the average year-to-date sales of all accounts in that family. Additionally, inline editing of data from reports are now available, enabling you to edit records directly from a report view.
- Mobile and Tablet: Mobile application homepages are now finally configurable, permitting your users to configure their mobile homepages to meet their personal needs. Additionally, Tablet Apps now have an optimized view for horizontal layouts.