It takes a lot to get sales ops professionals excited, so when you hear a Salesforce trick referred to as “the most brilliant analytics trick of all time,” you know it’s something serious. That’s exactly how Salesforce Admins have referred to the Salesforce analytics hack known as the Power of One.
The Power of One offers a fix to a little-known problem in Salesforce reports: the count of records at the bottom of every report is accurate, but almost always hard to decipher. The Power of One allows you to assign a “0” or “1” to a record if certain criteria are met or not. This small change gives you the ability to tally incredibly specific information about the records you are reporting on.
For example, without the Power of One, if you wanted to view all of a rep’s assigned accounts with completed activities, you’d have to pull every single activity into a report. With the Power of One, you can have a custom field for activities and tally all accounts where that field is “1.” This granularity allows you to provide managers and reps with better insight into their pipeline and a better understanding of performance.
We’ve invited Evelyn Fayad, Revenue Operations Analyst here at SalesLoft, to walk you through using the Power of One in more detail.
Hi, Evelyn here with SalesLoft. Today, I’d like to share a few tips specific to your sales operations team.
I’m going to explain how we at SalesLoft use the Power of One field to fuel up our managers’ Salesforce reports, giving them greater insight into activities. It adds a numerical value of either zero or one to a field on the activity, which doesn’t seem like much, but it can be extremely powerful when you customize it to meet your business needs. For example, to generate pipeline and account penetration reports, we created two fields on the activity. One called Call Count, which returns a one if the activity is a call. And one called Email Count, which returns a one if the activity is an email.
Once those fields are created, we can aggregate all of that data onto respective fields on the parent object. This technique will allow you to look at the parent object, whether it’s the contact, the account or the opportunity, and you quickly see the call count or the email count. But the magic really happens when you pull these fields into reports.
We use pipeline reports to view how many target accounts are currently being worked, and if reps need more accounts assigned to them. On average, our reps work 100 accounts at a time, but as you can see, Jeff is only working 73. Of the 73 accounts that he is working, we can see that he’s spending the majority of his time calling and emailing small businesses, which are less than 200 employees. A sales manager could take this as an opportunity to keep Jeff accountable for the expectation of working 100 accounts, while also coaching him to engage with the larger accounts that are already assigned to him.
In an account penetration report, managers can see of the accounts the reps are working, how many contacts are being worked, who they’re targeting and how much time they’re spending on each individual person. At SalesLoft, our reps work three to five contacts per account and looking at this report, you can see that Abby has reached out to five people at this specific company, who, based on their titles, look like they could be potential decision makers, which is great. On the other hand, you could look at this report as a coaching opportunity, and ask one of your reps why they’re reaching out to an SDR rather than the VP of Sales.
We hope these tips helped, and I’d love to see how your team uses the Power of One field in your reporting. Have a great day and happy lofting.
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