There’s a very good expression that many Salesforce users like to mention and stress on its importance: What’s not in the Salesforce - didn’t happen. If you need to manage something you have to measure it. If you have to measure something, you must be 100% sure that you're working with reliable data. For example you have a sales meeting with your customer but you didn’t put this info into the Salesforce for some reason. You’re not able to measure the sales progress because your data about this customer is insufficient.
Artificial Intelligence called Einstein is another specifics of Salesforce that should be mentioned here. It helps to set up the metrics and key values that enable you to make the decision how you should proceed with your work. Based on these key metrics AI starts learning your activities and gives you advice on the next steps that you should take.
For example: AI defines what is the win ratio compared to the number of activities you do with the opportunity (how often you call a customer, or send an email, or appoint a meeting). It means that if AI realizes that there’s a bigger gap than it should be between last activity and actual time, it automatically reminds you, like: I think you were not in touch for a long time with this customer, I recommend you to make some steps. It’s a very simple example of how Salesforce helps you to boost your sales by giving advice on what to do with different opportunities.
Another example with the big company: Let’s assume that one sales department is selling refrigerators, another one - washing machines. Einstein records the connection between the time of purchasing the refrigerator and tracks the possibility of buying the washing machine by the same customer in the next couple of months. In this case, Salesforce automatically sends a notification to another department about the potential opportunity of purchasing a washing machine by this customer. It helps to cooperate and migrate data between different departments to increase sales.
Salesforce has all necessary data about the customer in one place which makes it more user friendly compared to other CRM’s, making sales people fully armed with all the information they need to achieve their sales KPIs.
Mobile application is another feature which is highly evaluated by sales representatives. Since most of them work in the field, they need to have reliable information, access to all data about the customer from the mobile application even being offline. And if any customization is needed it’s done in the system only once as it’s automatically mirrored in the mobile application. That’s why it’s liked by the sales people so much.