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Everything Salespeople Need to Know About Salesforce Lightning

Everything Salespeople Need to Know About Salesforce Lightning

Maddy Osman

By Maddy Osman on Oct 03, 2019

The beauty of selling in the digital age is that the technology available to salespeople is constantly evolving.

The downside of selling in the digital age is that… the technology available to salespeople is constantly evolving.

For a company like Salesforce, with a “brief history” that reaches as far back as 1999, it’s safe to say they’ve changed quite a bit over time.

And now, as we look forward toward the end of this year and beyond, the changes they continue to implement are only just beginning. Especially as far as Salesforce Lightning is concerned.

What is Salesforce Lightning?

First and foremost, you can breathe a sigh of relief knowing that Salesforce Lightning and Cirrus Insight work well in tandem with each other. In fact, there are several ways in which Cirrus Insight makes Lightning better: adding more data into the system to feed Einstein and the fact that it works where you work: in your inbox or calendar.

But what is Salesforce Lightning?

Salesforce Lightning is an update that will begin auto-activating across organizations as of October 12, 2019 (with adoption across all organizations set for Winter ‘20). What does this mean for your organization?

Let’s start with the difference between Lightning and Lightning for Gmail/Outlook.

At a very basic level, think of Salesforce Lightning as buying the new year’s model. It’s a change in the user interface — a transition away from Classic. The main elements of the new Salesforce Lightning experience are Lightning Components and Lightning App Builder.

Both elements are mostly applicable to Salesforce admins, as the elements relate to the building of page layouts and managing user interface customizations. The main thing you need to know as a salesperson is that Cirrus Insight will continue to work well, in tandem with Salesforce Lightning, as the transition takes place.

Salesforce Lightning Products for Email and Calendar Integration

On the other side of the coin is Lightning for Gmail/Outlook. These are the email integration products Salesforce is now offering its users.

In total, Salesforce has five products for email and calendar integration. These products include:

  • Salesforce for Outlook
  • Lightning for Gmail/Lightning for Outlook
  • Lightning Sync
  • Salesforce Inbox
  • Einstein Activity Capture

What you may be most familiar with is Salesforce for Outlook — the legacy Microsoft-Salesforce connector. As of Winter 2019, it will no longer be supported.

Instead, organizations will be required to transition over to the new, free in-email sidebar products (i.e. Lightning for Gmail/Outlook and Lightning Sync) built on Lightning Components. Or they can opt for Salesforce’s premium sidebar product (Inbox) alongside Einstein Activity Capture for email and event “sync”.

Key Salesforce-Email Integration Considerations

With these changes waiting in the wings, now is the perfect time to evaluate the potential impact of these Salesforce solutions on your current sales process. Especially as end-of-year sales goals and quotas become top-of-mind.

The last thing you want for your pipeline is a slow-down caused by unfamiliar technology or loss of functionality. If your Salesforce-email integrations aren’t increasing your productivity, then what’s the point? Does your team send a high velocity of emails or calendar events? Will you be retraining your sales team to work in lighting for Gmail or Outlook?

Working Within Salesforce, Not Your Inbox

Worth noting as you consider Salesforce-email integrations like Lightning for Gmail/Outlook and Salesforce Inbox is that both put an emphasis on working in-platform.

To a degree, this is understandable. Salesforce wants its users working within their product. But it’s not a salesperson’s job to make an enterprise software tool easier to use — which is why Cirrus Insight empowers them to work where they work (in their inbox).

Additionally, the sync capabilities between your email inbox and Salesforce suffers. None of the Salesforce-email integration products offer automatic email sync.

With Cirrus Insight, our Salesforce Integration capabilities eliminate the busy work involved in manually logging activities. Everything you need from Salesforce is in your email inbox — and vice versa.

Having to double log the same data is inefficient and a saleperson’s time is precious. Instead of trying to work with Salesforce Lightning in a way that goes against your natural sales process, consider the efficiencies gained by using a tool designed for your inbox workflow.

Lingering Issues with Communication Management and Data Quality

Additionally, when you’re forced to manually update fields across platforms, data quality suffers. Especially as you add more departments to the mix, tracking their own set of potentially overlapping customer information.

One of the main issues with Salesforce-email integration offerings is the lack of support for multiple email fields.

For example, say you invite prospects John Smith and Jane Doe to a meeting, and the event syncs to Salesforce. Two days later, Jane Doe changes her response to indicate that she can’t make it. Even with an updated calendar invite, she will still be tied to the event record in Salesforce with their current email integration offerings — causing potential confusion.

This is not the case when using a tool like Cirrus Insight. Every hour, we automatically sync all of your events and emails between Salesforce and Gmail/Outlook — accounting for changes as they take place. Note that Salesforce offers a basic calendar sync but not email sync.

Limited Productivity Features

On the productivity side of things, it’s safe to say that both Lighting for Gmail/Outlook and Salesforce Inbox are lacking.

If you’re opting for their free products, you essentially get what you pay for. Lightning for Gmail/Outlook currently offers nothing in terms of productivity features (e.g., email tracking, follow-ups, send later, etc.).

With Cirrus Insight, for example, you’ll find all of the above productivity features and more. Email integration between Gmail/Outlook and Salesforce is our main area of focus, after all. Which is why we dedicate ample support to a productivity-centric feature set that includes Email and link tracking and personalized scheduling pages.

Final Thoughts: What Users Need to Know About Salesforce Lightning

Salesforce is a powerful tool for salespeople, there’s no doubt about that. But it’s certainly not perfect.

What Salesforce Lightning lacks in email sync capabilities and productivity features though, Cirrus Insight makes up for with integrations built to work seamlessly with your preferences in mind. If you’re going to invest in an add-on, make sure it’s one designed to streamline your sales process — not slow it down.

Take Cirrus Insight for a test drive, making your inbox and calendar work for you. Get started with a free 14-day trial, no credit card required.

Are you a Salesforce user?

Ever wish you could do all this without leaving your inbox? With Cirrus Insight, you can.

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