Many of us understand scalability as just the growth of a business. Well, actually scalability means “managing growth and opportunity while maintaining peak performance”.
We see companies scale to great heights, and it always makes us wonder how they do it. If you get an opportunity to look into their growth plan you’ll find nuggets of strategies that act as important cogs in driving towards business scalability.
In this article, we bring you some interesting insights and strategies that Salesforce recommends for growing businesses in achieving scalability and quick turnaround. First, we will look into a real-life example of a Salesforce startup, SalesforceIQ, and then learn how technology can help businesses gain better growth and achieve competency.
Insights from a Salesforce Startup
In 2014 Salesforce acquired a fast-growing company called RelateIQ. It was later renamed as SalesforceIQ. Today, it is one of the widely used relationship management systems with thousands of customers who benefit from its technology.
Here’s what they’ve got to say.
Scalability does not happen overnight. It requires carefully planning and proper balancing of strategies. The leaders of SalesforceIQ stress that the idea of scaling should be at the top of the mind right from the beginning. If it is a startup, you should implement scaling strategies when you are laying the foundations. However, if is a growing business, it is never too late, and you should consider it as a top priority.
“Successful strategies are not specific to any particular industry or company, instead they are focused on fundamentals that apply equally to any growing business”
As quoted above, SalesforceIQ gives you some simple, yet worthy principles to start scaling your business.
1. Create a foundation for growth
Creating a foundation for growth begins with creating value for your customers. SalesforceIQ suggests that you build your foundation plan on three T’s – Truth, Tradition, Teamwork.
In order to create value for your customer, here are 5 questions to help you be on track.
Is there enough demand for your product, and is the pain point real?
Do customers love your product?
How are customers using your product?
How much value are you creating for your customer?
Are you scaling appropriately to meet demand, and do you have a team to sell this?
“My #1 piece of advice is to always look back at your priorities and make sure your budgeting decisions and quarterly gains align.” – Jen Paau, Sr. Director of Operations, SalesforceIQ
2. Build a great team: Take a 50 Vs 150 approach
When a company grows, talents becomes crucial. During the hiring process, SalesforceIQ takes a ‘50 Vs 150 approach’. You may start hiring the first 50 employees who are mainly ‘generalists’, means who wear multiple hats and take variety of responsibilities. By the time the team grows to 150 employees, you should start hiring specialists to fill in the blind spots. Their expertise will fall outside the general sphere of knowledge of your existing team.
“People want jobs with creative authority. Empower them to leave an indelible mark on your company.” – Arthur Josephsen, Director of Employee Success & Recruiting, SalesforceIQ
3. Growing your demand
Growing your demand in the market is tough, and it could be expensive. The key is to spend your money selectively and systematically right from the start.
Be where your customers are
Determine where your audience live. Online or offline? Facebook, Twitter, LinkedIn or any other channel? Show your presence in the areas they are most active in.
Test your ground
Instead of investing all your money in one platform, start with a small test by spreading your investment around, so that your budget gets best results.
Measure your results weekly so you can continually adjust for optimal ROI. Reporting at a regular interval allows you to better understand what is working and what isn’t.
Minimize low quality leads
Low quality leads can waste everybody’s time, including the customers. Figure out where they are coming from and quarantine them by narrowing your targeting parameters. Then fine tune the quality leads, prioritize, and focus on the ones that can fuel your growth.
4. Empower your Sales Team
Empowerment begins from the basics. Plan future goals and put the right sales tools and training in place. Here are the three rule to empower your sales team.
- Encourage the sales reps to get creative. Plays to the strengths of your sales reps and your business.
- Don’t let top sellers worry about not having time to close deals. Free them up with by using SDRs to qualify leads and move them through the pipeline.
- Change is inevitable in a growing sales team. So, involve them in driving the change for a transparent, exciting and empowering workplace.
Leveraging technology to achieve scalability
Salesforce believes that with right tech know-how and powerful Customer Relationship Management (CRM) in place, businesses can experience faster expansion, delight their customers, and create a long-term growth.
Here’s how technology can help your business scale, connect and achieve growth.
Getting operation visibility through CRMs
In a company, especially in a growing company, it becomes challenging to focus on areas that are doing well. In this case, a good CRM which includes a reporting tool provides a good clarity on areas that need extra attention. Also, they can alert you in advance, tell you when to hire talents and where to add them, as you grow.
Avoid huge investments by opting for Cloud Technology
There was a time when SMBs (Small and Medium Businesses) were left behind by large enterprises, and the tools the large enterprises using were expensive and complex. With the arrival of Cloud CRMs SMBs got their due credit and were able to be in par with big enterprises in terms of technology. Today, cloud technology allows SMBs to compete without spending huge money in building and maintaining infrastructure.
Scaling through Social
Businesses and customers are connecting through new ways, and social platforms has come out as one of the most preferred methods. Any business which fails to leverage social technology is missing something big. For example, by using Salesforce’s cloud-based tools, a business can empower its support team to provide online support through social networks and let their customers help themselves with self-service capabilities or communities to crowdsource answers.
Also, by using a CRM app you can have all your customer information under one roof and access them from anywhere, anytime.
Endnote: As mentioned above, scaling businesses can be demanding, and it could test your abilities. But with imbibing relevant knowledge and implementing right strategies you could minimize pain factors and plan for a guaranteed growth. Salesforce offers various advanced and innovative tools to help business scale and sustain. We hope this article as helped you gaining a few insights on scalability.
Ideaplunge is one of the front-runners in providing tech solutions to both startups and Fortune 500 companies. It offers a wide range of services like Android mobile app development, iOS app development, UI/UX designing, dashboards and and web solutions. It has worked for some of the biggest names in the industry, with its clientele spread over seven countries.
Not sure which Salesforce solution will work for your business? We can help you. Drop us a line at email@example.com