When it comes to building your business, it pays to have a comprehensive customer relationship management (CRM) system. However, for many companies, CRM programs are costly and time-consuming to develop and deploy.
In recent years, one product has become the go-to option for companies of all sizes – Salesforce. Since its inception, this program changed the game by making CRM solutions accessible to everyone.
What was the secret? Cloud computing. By partnering with Microsoft, which has its own cloud computing service (Azure), it was easy to make Salesforce accessible. Rather than developing a product and installing it on potentially hundreds of devices, companies could now download the software and be ready to go almost immediately.
Another primary reason why Salesforce became such a massive success is that it has so many powerful tools. That being said, being so comprehensive is both a blessing and a curse. On one hand, customization is easy because brands tailor the program to suit their needs. On the other hand, there is a significant learning curve.
That is where Salesforce training comes into play. This article outlines the basics of Salesforce training and why it can help your business leverage this tool for growth.
What is Salesforce Training?
Simply put, Salesforce training is the process of teaching your sales team how to use this software. Thankfully, because Salesforce is such a widely used program, there are certification levels to ensure that your sales reps have mastered various aspects of it.
Currently, there are over 2,700 apps on the Salesforce marketplace, making it one of the biggest app developers in the world. With so many tools at your fingertips, it is almost impossible to learn everything on your own.
Typically, Salesforce training comes from other certified users. However, you can develop an in-house program to help onboard new hires and ensure that integration runs smoothly. As your business grows and expands, training becomes a constant part of the sales process, so be sure to implement it regularly.
Benefits of Salesforce Training
Beyond the obvious advantage of learning the basics of the program, there are several other tangible benefits of Salesforce training, including:
One of the primary reasons to get a CRM system is to ensure that reps know customers before interacting with them. If a client has purchased multiple times in the past, the agent needs to have that data on hand to deliver a better experience.
Salesforce makes it easy to keep track of a growing number of clients, even across teams and salespeople. The program logs data automatically, so managers and trainers can see how well individual reps are using it. Typically, sales training works best when it can be tailored to each person. Data tracking makes it easier to do that.
The other benefit of using Salesforce to generate and store information is that it becomes standardized. Rather than trying to piece data together from various apps and sources, everything is within reach. Reporting and analysis are much easier when using a standard data system like Salesforce.
With so many tools and apps available, it is easy to get lost and overwhelmed. If your sales team is trying to figure out Salesforce by themselves, it could take weeks or months to master the basics. In worst-case scenarios, some reps utilize different tools than others, leading to a substantial disconnect when reaching out to new or current customers.
Salesforce training ensures that all team members are brought up to speed quickly and efficiently. Trainers can also verify that everyone uses the same tools and processes so that there is consistency across the platform.
It is no secret that CRM programs can boost your bottom line. By investing in Salesforce training, start building your business that much faster. Rather than experiencing the typical growing pains that come from piecemeal solutions, integrate almost all of your current apps (i.e., G-Suite) for a more seamless transition.
Types of Salesforce Training
As we mentioned, Salesforce offers various certifications to ensure that your reps understand the program and what it can do. Most of these certifications progress through multiple levels, meaning that individuals can grow from beginner to master by following each step.
Rather than offer a laundry list of certificates, Salesforce breaks them down by role. The five primary roles are:
Here is a breakdown of each role and its certification path.
One of the best ways to ensure that your sales team succeeds is to have an administrator overseeing their progress and development. When it comes to Salesforce training, administrators are shown some core components of the program, such as:
- Managing Security Systems.
- Building and Managing Teams.
- Customizing and Deploying Salesforce Apps.
- Building Reports, Dashboards, and Workflows.
Although this training involves so many parts of Salesforce, it is not the most time-consuming option. Once you have a certified administrator on board, it is much easier to bring on new sales reps and integrate them into your system.
There are four levels of admin training, including:
- Basic Administrator – Requires six to 12 months of Salesforce experience and up to 125 hours of training.
- Advanced Administrator – Requires one to two years of experience and up to 65 hours of training.
- CPQ (Configure, Price, Quote) Specialist – Requires six to 12 months of experience and up to 25 hours of training. Individuals do not need to be an advanced administrator to qualify for this certificate.
- Platform App Builder – Requires at least six months of experience and up to 70 hours of training. Applicants must have all other certifications to reach this level.
As administrators move through each certification, they are empowered to manage teams more efficiently. The Configure, Price, Quote system is designed to help sales reps deliver accurate pricing for virtually any configuration or situation. Having a CPQ certified admin ensures that all products or services are priced correctly so that your bottom line stays intact.
Those who reach the App Builder stage can develop customized app solutions for your company. Rather than using pre-made tools, an administrator can build one from scratch. The primary advantage of this certification is that your business has proprietary solutions that give you a competitive edge.
Having an IT team dedicated to Salesforce makes it easier to use the program. Whenever a problem arises, architects develop solutions or workarounds. Because of the level of technical knowledge necessary, architect certifications can require up to five years of Salesforce experience. Architects have the most certifications, many of which require developer certificates to qualify.
For the most part, Architect training is only necessary if you have been using Salesforce for a while and want to take charge of the platform. Alternatively, you can hire certified architects to help you create proprietary systems and processes within your business.
Once you have certified administrators on your sales team, they can continue training to become consultants. As with architects, consultants require intimate knowledge of Salesforce to qualify for certification.
Consultant training can focus on various topics, including:
- Field Service – If your business requires a lot of fieldwork and customer interactions outside of the office, a consultant can help troubleshoot problems and develop more efficient field processes.
- Nonprofit – This certification can help nonprofit organizations leverage Salesforce tools to reach donors and clientele more easily.
- Einstein Analytics – As your company grows, you need to be able to analyze tons of data. These consultants can help build systems to digest that information to create better action plans.
- Education – This certification focuses on using Salesforce tools for higher education, such as colleges and universities.
- Sales – One of the most common certifications is the Sales Consultant since this person develops marketing and sales solutions to meet a company’s needs.
- Service – This certification is designed to help service-based businesses.
When it comes to onboarding your team, you need to train and certify developers. While administrators help manage systems, developers build and maintain them. Best of all, most developer certifications do not have any prerequisites, making them far more accessible to your team members.
There are four primary levels of developer training, including:
- B2C Commerce Developer – Requires one to two years of Salesforce experience and up to 85 hours of training.
- Platform Developer I – Requires three to six months of experience and up to 85 hours of training.
- Platform Developer II – Requires two to four years of experience and up to 45 hours of training.
For best results, we recommend having developers work alongside administrators. They can collaborate on solutions that work for the entire sales team. Because they are working in tandem, onboarding and troubleshooting should be less of a hassle.
For example, administrators come to a developer with a specific problem. The developer creates an app to address the problem, and the admin tests it. Using hands-on knowledge of the sales process and an intimate understanding of the team, the admin provides notes. From there, the developer works out any kinks before deploying the app company-wide.
One issue that many companies experience is a lack of communication between the marketing and sales departments. Fortunately, Salesforce bridges the gap and enables these teams to work seamlessly.
Marketer training helps ensure a smoother workflow since marketers can integrate various tools within the sales process. Pardot is Salesforce’s integration tool, which merges these teams to create a more cohesive structure. There are two Pardot certifications available, helping your business run more efficiently.
There is also an email consultant certificate, which ensures that email marketing is both integrated and standardized. Since email is still a powerful method of reaching new leads, having this certification can have a significant ROI.
Here is a quick overview of the six marketing certifications available:
- Marketing Administrator – Requires at least six months of Salesforce experience and up to 20 hours of training.
- Pardot Specialist – Requires three to six months of experience and up to 25 hours of training.
- Marketing Consultant – Requires a year of experience and up to 50 hours of training.
- Pardot Consultant – Requires a year of experience and up to 25 hours of training.
- Marketing Developer – Requires one to two years of experience and up to 80 hours of training.
- Email Specialist – Requires six to 12 months of experience and up to 25 hours of training.
Salesforce Training for Beginners
As we have illustrated, many of these certifications require several months or years of experience using Salesforce. However, what if you and your team are brand-new to the program? Although certificates may be out of reach, start with beginner training.
Depending on the system you choose, Salesforce beginner training outlines the basic elements of the program. Beginner training aims to provide a foundation for your sales team to succeed in the future.
Another objective of beginner courses is to determine which roles individuals will have later on. Some sales reps may want to become developers, while others would be better as administrators. From there, figure out which certification courses are right for your team.
Best of all, you can find free Salesforce training for beginners online. Most certification training requires an investment. Salesforce training brings your team up to speed without having to sink a ton of money into the system.
Get Salesforce Training From Selling Revolution
Whether your business is a startup or a veteran within the industry, switching to Salesforce does not have to be a headache. With so many powerful tools and systems available, growth and success are well within reach.
Fortunately, Selling Revolution helps you onboard your sales team as well. When it comes to Salesforce training, we ensure that your reps know how to use the program as effectively as possible.
Call us today to find out more and see what you’ve been missing.