Cornerstone Insights


More on Salesforce

Don’t Handicap Yourself Within Salesforce

It just seems natural. You hire a contractor to come in and implement Salesforce. Now you’re left with whatever they made for you. But it’s not perfect, because it never is at first. So, you dropped Salesforce duties into one of your employees laps, deeming them the keeper and changer of all your CRM data. What could go wrong?

It seems like a sensible solution, one that most companies land on. The costs are higher than most think though, and come in many forms that can ultimately handicapping your companies growth.

First, you are instantly going to reduce the productivity of that employee. Even if Salesforce work only takes up 25% of their time (which, for even the smallest orgs could be a large underestimation) that’s still 25% of their time they aren’t generating revenue. If they make the average salary in the U.S. that would look something like this:

$44,128.00 = annual salary
$99,288.00 = possible employee billing rate for a lower overhead business (~2.25%)
$24,822.00 = lost billings if 25% of their time is spent in Salesforce

Second, with all of that money going to maintaining, managing, and enhancing Salesforce, are you getting an expert? Are they able to deliver quality solutions to changes that need to be made in the system? Can they leverage Salesforce to accelerate the productivity of your company further? Or are they just the person stuck with the admin login?

Most organizations wouldn’t guess that Salesforce would take 25% of a full time employees time. But the reality is that Salesforce is a growing environment that needs upkeep, constant polishing and cleanup to be the efficient, and ever growing tool a company needs. In fact, that job quickly surpasses even 25% once you look at companies with over about 15 users.

In the past, CRM systems were predominantly out of the box products that only required you to punch in data. Salesforce has changed that, enabling you to save significant resources if it is managed and enhanced correctly. The need for these administrative roles is a paradigm shift though for most organizations, and many are having to create new, full time Salesforce Administrator positions to ensure this tool is maximizing their business.

But, many organizations don’t need a full time administrator. And that’s where Cornerstone Insights comes in. We manage Salesforce for you so that you don’t end up handicapping yourself by pushing this responsibility off onto an employee.

As a rule of thumb, anyone managing your Salesforce environment should at a minimum be doing the following on a fairly regular basis:

  • Building Reports
  • Adding/Deleting Fields
  • Automating Workflows
  • Cleaning Up Data
  • Adjusting Profiles and Access
  • Optimizing Layouts
  • Running Support for all Users
  • Testing New Enhancements
  • Migrating New Data
  • Backing Up the System
  • Onboarding New Employees
  • Customizing Dashboards
  • Training Users
  • Creating New Report Types
  • Running System Audits

Is these items happening at your organization regularly? Who’s managing your instance of Salesforce?

Andrew Dunlap