Enhance your sales team's performance by integrating Salesforce with Sana. This integration leverages real-time data from Salesforce to deliver personalized, timely trainings in Sana that aligns perfectly with each salesperson's immediate needs.
The Value of Integrating Salesforce with Sana for Course Enrollment
Just-In-Time Training Delivery: This integration ensures that training content is assigned at the exact moment it's most relevant to the sales representative, enhancing learning effectiveness and directly impacting sales performance.
Personalized Learning: Tailors training to each salesperson's needs by using Salesforce data, increasing engagement and training effectiveness.
Operational Efficiency: Automates training enrollment based on Salesforce triggers, reducing manual work and saving time.
Enhanced Sales Performance: Provides timely, relevant training, directly impacting sales success and enabling data-driven training strategies.
How does the process look like for a user?
So, what is an example of the user flow of this integration? Let's look at an example.
After a sales representative performs some action in Salesforce (ex: updating the contract value of an opportunity to €120k), the sales representative is automatically enrolled in a course in Sana, designed to enhance their skills relevant to the action performed (Ex: a course for how to manage €100k+ contracts). The sales representative receives a notification from Sana, guiding them to start the personalized training at their convenience.
Example use cases
Opportunity Stage Progression
Salesforce Field Update: Opportunity Stage changes from "Qualified" to "Proposal".
Use Case: Automatically enroll sales representatives in a negotiation skills course in Sana when they have an opportunity that progresses to the negotiation stage.
High-Value Deals
Salesforce Field Update: Opportunity Value exceeds $100,000
Use Case: Trigger enrollment in an advanced deal management course for sales representatives working on high-value deals to ensure they have the skills to close large contracts effectively.
Sales Performance Improvement
Salesforce Field Update: Sales representative's quarterly sales fall below a certain threshold.
Use Case: Enroll the sales representative in a sales performance improvement program in Sana, tailored to address areas of weakness identified through their sales metrics.
Customer Retention
Salesforce Field Update: Customer Satisfaction Score (CSAT) for a sales representative's account drops below a certain level.
Use Case: Trigger enrollment in a customer service and retention strategies course to equip the sales representative with the skills needed to improve customer satisfaction and loyalty.
Loss reason training
Salesforce Field Update: Sales representative have more than X losses due to a specific "Loss Reason", ex Price, in a given period of time.
Use Case: Trigger enrollment in a "Loss Reason" course targeted to the specific loss reason (in this example, Price), that will help the sales representative train their skills on pitching pricing proposals.
How to set it up
Step 1: Define Your Training Criteria
Identify the actions and corresponding fields in Salesforce that should trigger specific course in Sana (ex: The first time a sales representative has an opportunity where the field "Opportunity Value" exceeds €100k+)
Step 2: Generate a Report in Salesforce
Access the Reports Tab: Navigate to the Reports tab in Salesforce.
Create a New Report: Select 'New Report' and choose the appropriate report type that includes the data fields you are interested in (e.g., Opportunities).
Customize Your Report:
Filter Data: Apply filters to include only the records relevant to your training criteria.
Add Fields: Include necessary fields, such as Sales Representative Name or Opportunity Value.
Create Custom Fields: Use Salesforce's built-in functions to create a custom field or formula (ex one that calculates the maximum opportunity value for each sales representative.)
💡 Note! The fields are what will become your custom attributes in Sana, once the integration is set up.
Step 3: Integrate Salesforce with Sana & Map Salesforce Attributes
Save and Note the Report ID: Once your report is finalized, save it. Note the Report ID which will be necessary for integrating the report with Sana.
Map the Salesforce custom attributes, specifying which fields from the Salesforce report should trigger course enrollments in Sana. (Ex max opportunity value).
Contact your Engagement Manager at Sana to set up the integration.
Step 4: Set Up Enrollment Rules in Sana
In Sana, create a program including the courses relevant for the specific use case
Create enrollment rules that correspond to the custom attributes and data points identified in the Salesforce report.
Ensure the enrollment rule is active, and save.
Step 5: Test the Integration
Perform the action in Salesforce that meet the criteria for triggering a program enrollment.
Verify that the corresponding training is automatically assigned in Sana as expected, based on the Salesforce report data.
Step 6: Launch!
You are now ready to set the program live in Sana!
Optional Step: If you also have an integration that sends back course completion data Salesforce, that data is sent, updating the sales representative's profile or records to reflect their new skills and training completion. Contact your Engagement Manager at Sana if you are interested in setting this up.