A regional sales director I worked with last year could tell you, almost to the day, when her forecast stopped meaning anything. It wasn’t a dramatic moment. Nobody missed a target in front of the […]

There is a familiar moment in Salesforce implementations when a project team can finally say the users have been trained. Sessions delivered, recordings uploaded, guides filed away somewhere on SharePoint, attendance reported back to the […]

For decades, organisations have invested heavily in improving the accuracy of their sales forecasts. Entire software categories have emerged around pipeline management, predictive analytics and revenue intelligence, each promising greater visibility into future performance. Salesforce […]

There is a moment that plays out in countless organisations every single week, and almost nobody recognises it for what it really is.A Sales Manager opens a dashboard ahead of the weekly pipeline meeting and […]

Most organisations know exactly what they pay for Salesforce. They know the annual licence costs. They know the implementation budget. They know what they spend on consultants, developers, support contracts, integrations, training programmes and enhancement […]

Every year organisations invest enormous sums of money in training. New systems are launched, new processes are introduced, compliance requirements evolve, and managers are expected to lead increasingly complex teams through continual change. The response […]

Most organisations can tell you who owns Salesforce. They can point to a Product Owner, an Administrator, a Centre of Excellence, or perhaps an entire technology team. Ask a different question, however, and the answer […]

Over the past decade, I have watched the Salesforce ecosystem evolve at an extraordinary pace. The platform has become more powerful, more intelligent and significantly more sophisticated than many of us could have imagined when […]

Recently I attended a range of Salesforce events where conversation inevitably turned towards the latest announcements coming out of Salesforce. Agentforce featured heavily, as did Headless360 and the wider vision Salesforce continues to promote around […]

When organisations discuss Salesforce success, the conversation almost always gravitates towards two very visible groups. At one end sit the executives and senior stakeholders who approve budgets, define strategic priorities and establish what success should […]