Salesforce is an inside-sales CRM that is catering majorly to SMBs and enterprises

Here we will explore the integration between Salesforce CRM and Compass. It is a data source integration where data fetches from Salesforce to Compass enable dynamic gamified incentivization for your sales teams on Compass.

The data fetches are real-time, therefore, it enables huge improvement in engagement among the sales and sales ops teams

An example:

Let us consider an internet SMB company: Company A: The Admin User at the company A is the sales manager who is managing incentives for his sales teams, that is, the end users in our context

Until now, the admin of the company had to manually enter End User data into an Excel/CSV and upload it to create Programs and run Gamified Incentives for his/her sales teams.

We at Compass have now simplified and accelerated this process by reducing the number of steps with our Salesforce CRM Integration

The admin at Company A can now directly get a data dump onto Compass from his/her Salesforce CRM on-premise and get straight onto Program Creation, focusing on incentivizing and motivating his/her sales teams for better results

Straight to Program Creation: Users can go straight on to Program Creation for their sales teams and leave out the data transfer work to us.

Real-time Programs: Now you have the ability to run programs on real-time data as the performance metrics of end-users are available to both admins and end-users based on the accessibility rights they have. Essentially, the admin is updated in real-time on team performance.

Auto-Pilot your way: Instead of tediously creating Excel spreadsheets to record data on your sales teams, now you can connect Compass to your company’s CRM quickly and easily without having to worry about tedious data transfer issues such as manual entries, error management, structural changes, etc.

Uniformity: The CRM structure that has been setup as per your business gets replicated onto Compass seamlessly. You get your data onto Compass in the same exact form it is on your CRM. This ensures standardization and simplicity for your teams.

One source of truth: Standard Use Cases in CRM Migration are built-in and are activated by default. Structure changes made on CRM will be reflected onto Compass in real-time, that is, only one source of truth for the data. For custom use cases, there are options available to make the customization simple and straightforward.

Now you can influence the behavior of your end-users in real-time as the data updates made on Salesforce CRM will be immediately available on Compass and the nudges/notifications enabled by you will be based on real-time data as well.

Connecting Salesforce with Compass

Compass has built-in mechanisms to ensure structural consistency is maintained in the data transfer. It is important to verify your imported data from Salesforce onto Compass for consistency.

Compass takes care of many Standard Use-Cases for your convenience and compatibility of our system with Salesforce CRM such as: New user creation from Salesforce Data fetch & real-time sync Data Transformation Join creation Variable creation Program creation

All the Admin users and sales agents as per their set permissions are updated from Salesforce onto Compass as Admin users and Partners respectively. This is an automated process managed by Compass. User hierarchy and accessibility rights are maintained and kept the same on Compass, exactly matching with how they were on Salesforce.

Type of Data imported can be Productivity related and Pipeline related:

Productivity-related Data consists of Data such as number/type of calls made, number/type of emails sent and received, tasks, meetings, etc.

Pipeline-related Data covers the sales pipeline. For example; Interest expressed, follow-up call, Demo schedule call, Demo Presentation, Payment made, Deal Closed, Retention Metrics, etc.

One-time Data Fetch: When you execute the import from Salesforce onto Compass, all data existing at Salesforce is fetched at once.

Real-Time Data Sync: After the one-time fetch, all future data updates on Salesforce are immediately reflected on Compass because of real-time data sync. You have this feature enabled by default in your Compass account. The capability of Integration as well as the type of data sync is based on your Salesforce edition.

Third-Party Bulk imports: Imports done in Salesforce before the Salesforce-Compass integration will be fetched along with the rest of the data. However, we do not support auto-transfer of third-party imports which are added to Salesforce after the integration.

These are the data based on which the incentive programs are calculated, They can be productivity related metrics or pipeline related metrics.

Some productivity metrics are: Order, Product2, Users, etc

Order: The CRM not only tracks the number of orders that have been generated by users in a specific period but also identifies payment date, payment status, invoice status, revenue status and so many other parameters. Programs can be created on Compass on the basis of these data.

Product: Apart from the number of orders received or delivered, the characteristics of the products are also captured like product ID, currency code, SKU, description, license type, category and much more

Users: Any person who interacts with your business can be saved as a user in Salesforce. Examples of contacts include user that signed up on your product with their details including name, address, and other parameters

The sales funnel visualized is what is meant by pipeline metrics. It helps you track the productivity of your sales team in one go. The entire sales process is broken down into discrete, traceable tasks, out of which those tasks that contribute the most to revenue generation and productivity can be rewarded the most. The objective is to maximize the conversion rate at the bottom of the funnel and this is where Compass comes in with customized incentives management at each layer of the sales funnel. Compass enables the admin to identify the gaps and therefore, improvements possible in sales funnel, so as to maximize the movement of prospective customers onto the stage at which they pay.