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Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, Second Edition by David Taber

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Chapter 9. Best Practices for Sales

Sales reps are coin-operated.

—S. Nelson French, Sales VP

This chapter is the centerpiece in explaining how to get the most out of your SFDC system, because the system is, first and foremost, intended for sales users, from individual reps and sales administrators up to the VP or COO.

The first word of Salesforce.com is “sales” for a reason. SFDC’s corporate culture, value system, and even engineering priorities are totally focused on making salespeople productive and successful. But killer sales productivity doesn’t happen just by buying SFDC. You need to put in some planning and effort.

Done right, SFDC affects every single member of your team—even your admin. To make the best practices more accessible, we’ve ...

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