As 2023 approaches, Salesforce is gearing up for a new release with fresh features. While some features require direct action by administrators, many of these features will be readily available when the release is live. So now is the time to get familiar with the anticipated changes. (To read the release notes click here.)
For those who lack time to read over 600 pages of release notes, we’ve combed through the entire document and narrowed down the top 3 features for business users. Starting with:
Salesforce released Einstein Forecasting over five years ago. Since then, forecasting has grown exponentially in features and popularity. This latest release will include even more improvements, so be sure to refer to the release notes if you want to extract the most from this well-loved feature.
Collaborative Forecasts are used to manage sales goals and expectations and to “forecast” future sales cycles. You can navigate between four different types of forecasts to use within Salesforce and each one includes individualized adjustment data and quota.
It’s easy to use Collaborative Forecasts within Salesforce Classic and the Lightning Experience. However, the Lightning Experience has additional abilities that make this feature even more streamlined. For example, with Lightning, you can use inline editing to edit several opportunities at once without leaving the forecasts page. You can also share your forecasts page with other users in your company, hide rows containing only zeros, and view a “Most Likely” forecast category.
When it comes to Winter 2023’s updated forecasting, you will find a highly improved navigation and visual experience. You’ll be able to view a progress bar for Quota Attainment percentages, choose custom opportunity fields to include or exclude, and view changes within the last week. You can also filter forecasts by custom Currency, Opportunity Number, or Picklist fields. Another new feature is the ability to maintain your time frame as a reference point by freezing the time period column as you scroll through the summary view.
You can also add custom columns for commit coverage and best-case-to-commit ratios. From there, you can reorder, show, or hide any standard or custom columns on the forecasts page.
To do this, simply:
1.) Add a custom calculated column, edit forecast type, and (in Forecast Settings) under Available Forecast Types select “Edit Custom Columns” from quick actions. Then click “Add Custom Column.”
2.) Now, under the Forecast Settings page (under Available Forecast Types), click “Select Columns to Display” from quick actions.
As you can see, it’s a very streamlined process.
Track and Sort Tasks
Another great addition to look out for in the Winter ’23 update is the ability to track and sort tasks within the To-Do List feature. The improved To-Do List can be implemented in your Utility Bar so users can view all assigned tasks in one area, making it easy to sort tasks and stay organized. With the ability to apply labels to each task in your To Do List, users can categorize and prioritize specific tasks. However, this update will apply only to Lightning Experience in Enterprise, Professional, and Unlimited Editions with Sales Cloud.
To use this feature, navigate to your App Manager, and add the To-Do List to the Utility Bar. Users can select a task, apply labels, or take action.
Assigning Leads to Territories
Finally, let’s highlight the final of the 3 popular Salesforce features of Winter 2023 that we want to address today. To assure coverage for your prospects you can manually assign territories to each lead and ascertain access levels for the leads in each territory. To utilize this feature, turn on Leads Access, specify your access levels for each sales rep, and add the Assigned Territories related list to the lead page layout.
You can assign leads to territories either individually or simultaneously. To assign multiple leads simultaneously, use the Salesforce Maps Territory Planning (add-on product), or you can add assignments to a CSV file and import them into Salesforce directly via the Data Loader.
Unlike Track and Sort Tasks, Assigned Territories is available in classic Salesforce, Lightning Experience, Enterprise, and Unlimited Editions within Sales Cloud.
While these 3 popular Salesforce features of Winter 2023 are the top 3 that stood out to us, we plan to highlight more features as we near the official release. There’s so much to take advantage of within the upcoming Salesforce release and we’re excited to share our knowledge with you as we continue to unravel important new features.