Salesforce is an inside-sales CRM that caters mainly to SMBs and enterprises. It is a data source integration, where data fetches from Salesforce to Compass enable dynamic gamified incentivization for your sales teams on Compass. The data fetches are real-time, enabling huge improvements in engagement among the sales and sales ops teams.

Let us consider an internet company: Company A: The Admin User at company A is the sales manager managing incentives for his sales teams, that is, the end users in our context.

Until now, the company admin has had to manually enter end-user data into an Excel/CSV file and upload it to create Programs and run Gamified Incentives for his/her sales teams.

We at Compass have simplified and accelerated this process by reducing the number of steps with our Salesforce CRM Integration.

The admin at Company A can now directly get a data dump onto Compass from his/her Salesforce CRM on-premise and get straight onto Program Creation, focusing on incentivizing and motivating his/her sales teams for better results.

Straight to Program Creation: Users can go straight to Program Creation for their sales teams and leave out the data transfer work to us.

Real-time Programs: Now, you can run programs on real-time data, as the performance metrics of end-users are available to both admins and end-users based on their accessibility rights. Essentially, the admin is updated on team performance in real time.

Auto-Pilot your way: Instead of tediously creating Excel spreadsheets to record data on your sales teams, now you can connect Compass to your company’s CRM quickly and easily without worrying about tedious data transfer issues such as manual entries, error management, structural changes, etc.

Uniformity: The CRM structure set up per your business gets replicated onto Compass seamlessly. You get your data onto Compass in the same form on your CRM. This ensures standardization and simplicity for your teams.

One source of truth: Standard Use Cases in CRM Migration are built-in and activated by default. Structure changes made on CRM will be reflected onto Compass in real-time, providing only one source of truth for the data. For custom use cases, options are available to make the customization simple and straightforward.

Now, you can influence the behavior of your end-users in real-time. The data updates made on Salesforce CRM will be immediately available on Compass, and the nudges/notifications enabled by you will also be based on real-time data.

Based on your scoping finalization with the Compass team, the selected objects and fields will be fetched into your Compass account along with a set frequency of incremental data updates. That’s it; now you can start using your Compass account with your desired use case

Compass has built-in mechanisms to ensure structural consistency in the data transfer. Therefore, it is important to verify the consistency of your imported data from Salesforce onto Compass.

Compass takes care of many standard cases for your convenience and compatibility with our system with Salesforce CRM, such as creating new users from Salesforce Data fetch and real-time sync, creating data transformation joins, creating variables, and creating programs.

All the Admin users and sales agents, as per their set permissions, are updated from Salesforce onto Compass as Admin users and Partners, respectively. This is an automated process managed by Compass. User hierarchy and accessibility rights are maintained and kept the same on Compass, exactly matching how they were on Salesforce.

The type of Data imported can be Productivity and Pipeline:

Productivity-related Data consists of the number/type of calls made, the number/type of emails sent and received, tasks, meetings, etc.

Pipeline-related Data covers the sales pipeline, such as interest expressed, follow-up calls, Demo schedule calls, Demo presentations, Payment made, deals closed, Retention Metrics, etc.

One-time Data Fetch: When you execute the import from Salesforce onto Compass, all data existing at Salesforce is fetched at once.

Real-Time Data Sync: After the one-time fetch, all future data updates on Salesforce are immediately reflected on Compass because of real-time data sync. This feature is enabled by default in your Compass account. The capability of Integration and the type of data sync is based on your Salesforce edition.

Third-Party Bulk Imports: Imports done in Salesforce before the Salesforce-Compass integration will be fetched along with the rest of the data. However, we do not support the auto-transfer of third-party imports added to Salesforce after the integration.

These are the data on which the incentive programs are calculated. They can be productivity-related metrics or pipeline-related metrics.

Some productivity metrics are Order, Product2, Users, etc.

Order: The CRM tracks the number of orders generated by users in a specific period and identifies payment date, payment status, invoice status, revenue status, and many other parameters. Based on this data, programs can be created on Compass.

Product: Apart from the number of orders received or delivered, the characteristics of the products are also captured like product ID, currency code, SKU, description, license type, category, and much more

Users: Anyone interacting with your business can be saved as a Salesforce user. Examples of contacts include the user that signed up on your product with their details including name, address, and other parameters.

The sales funnel visualized is what pipeline metrics mean. It helps you track the productivity of your sales team in one go. The entire sales process is broken down into discrete, traceable tasks, out of which those that contribute the most to revenue generation and productivity can be rewarded the most.

The objective is to maximize the conversion rate at the bottom of the funnel, and this is where Compass comes in with customized incentives management at each layer of the sales funnel. Compass enables the admin to identify the gaps and, therefore, improvements possible in the sales funnel so as to maximize the movement of prospective customers onto the stage at which they pay.