When we hear the word Salesforce, we often think of CRM, reports or a low code platform. We rarely realize that it is also a company. Michal Mravinač, Regional Sales Manager for CEE at Salesforce, shared his experiences with us as part of the Digital Transformation Summit in the post “How we use Salesforce ourselves at Salesforce”. The event participants were interested in whether it is possible to use this platform for the B2C segment , how much weight historical figures have for them in forecasting , or whether even a smaller company can afford Salesforce . How did Michal answer these and other questions?
What do you recommend focusing on when scaling a sales team?
When we talk about the B2B segment, we need to realize gambling data brazil who our customer is and what they are interested in.
What small company is able to pay for a license for 100 thousand EUR?
I often come across the misconception that Salesforce is only for strategic marketing is not just about advertising corporates. But in reality, this is not the case. In 2021, my team had the most business opportunities with an average value of 3,500 euros. You can certainly imagine how many of these opportunities we closed to achieve a turnover of several million. Yes, in units of cases we do close the mentioned large opportunities, but these are specific companies. If I were to give an example, these are, for example, companies with a high degree of digitalization, which are able to close a large number of deals in smaller teams. Another example is companies with a valuable product, for which every step they are able to optimize brings them a high return on investment.
Is it possible to use Salesforce also in the B2C segment?
Yes, it is possible. One prime example is the automotive industry. Dealers selling high-end cars have to decide every day which potential customer to focus on, how to allocate their resources. Or universities offering online education programs must be able to recognize who wants to invest their time in education and who is a “university tourist”. Salesforce can help them a lot in making decisions.
How do you set commissions for SDR managers and Solution engineers?
>For SDR managers (Sales Development Representative, author’s note), we have set commissions based on the pipeline they create and their success rate. We simply want them to create a larger number of them, but with quality. Solution engineers are not paid on commission. The reason is obvious. They are in the position of independent consultants who advise customers on the best solution. And that may not coincide with what the salesperson wants to sell. This way we ensure the voice of the customer and the company’s sales interest.
How much emphasis do you place on historical data versus greenfield forecasting?
The role of historical data is huge. We are a company with 20 thailand data years of experience and we have been working with the same platform for 20 years. We have a really large amount of data available and we can work with it very well.
To what extent do decisions about resource allocation depend on artificial intelligence and to what extent on the leadership team?
The decision is never solely up to AI. We use the outputs as a guide and then add the human factor based on them.
Can you tell us which companies in the Czech Republic are growing with Salesforce technology?
>You could see some and hear their stories at the Digital Transformation Summit – Česká spořitelna, Moneta Money Bank, Bobcat, Auto Průhonice, Slovnaft, Carvago, ČSOB Stavební spořitelna. I would also mention Zonky, now Benxy or Rixo. However, our clien