Introduction

Sales teams are often bogged down by repetitive data entry and manual workflows within Salesforce. Copying and pasting data between systems, manually creating records, sending redundant notifications, and other tedious tasks sap productivity and prevent sales reps from dedicating time to revenue-generating activities. According to a Salesforce blog, the average sales rep spends just 34% of their time actually selling. The rest goes towards administrative work. Manual workflows also leave room for human error and make it difficult to scale operations. Process inefficiencies result in missed opportunities and lost revenue.

To maximize productivity, it’s essential to implement automated workflows. As noted by Salesforce, “Workflow automation is the process of using intelligent tools to handle tasks that have traditionally required human input.” By integrating Salesforce with an automation platform like Make.com, teams can optimize workflows to reduce repetitive tasks and manual data entry. The result is enhanced efficiency, scalability, and higher revenue generation.

Automate Lead Management

With Make.com’s seamless integration with Salesforce, you can configure workflows to automatically create new leads from a variety of sources, eliminating the need for manual data entry. For example, you can set up workflows to generate leads from web forms, Facebook Lead Ads, LinkedIn, or other channels. According to Salesforce, “This software captures information at the lead’s point of contact with your organization — such as a landing page visit, white paper download, or email open.” (https://www.salesforce.com/products/guide/lead-gen/)

In addition, Make.com enables you to automatically assign new leads to the appropriate sales reps based on criteria like territory, industry, or lead source. You can also incorporate new leads into nurture campaigns to deliver targeted, personalized messaging that moves them down the funnel. With this level of intelligent automation, your sales team can respond faster to prospects while ensuring no leads fall through the cracks.

Assign Leads

One of the most powerful capabilities unlocked by integrating Make.com with Salesforce is the ability to automatically route and assign new leads to the appropriate sales representatives. Make.com enables you to configure intelligent lead assignment rules and workflows directly in Salesforce that distribute leads to reps based on territory, industry, product interest, or any other criteria you specify.

For example, you can create a workflow that identifies the location of a new lead based on their IP address or form submission data, and then instantly assigns that lead to the sales rep responsible for that geographic territory. Lead assignment rules can also incorporate round-robin distribution to evenly allocate leads across your team.

Automating the lead assignment process in this manner ensures that no leads fall through the cracks and are promptly delivered to the rep best equipped to handle that opportunity. It eliminates lead routing bottlenecks and allows your sales team to engage new prospects faster. According to Salesforce, implementing automated lead routing rules can improve sales productivity by over 15%.

Lead Nurturing

With Make.com’s automation capabilities, you can seamlessly incorporate new leads into tailored nurture campaigns within Salesforce to guide them along the sales funnel. As this Salesforce guide explains, automated lead nurturing utilizes software triggers to send targeted messages based on prospect behaviors and schedules. This level of personalization ensures that leads receive the right information at the right time to advance them towards a purchase.

For example, Make.com can automatically enroll a new lead into an email drip campaign that provides educational content and offers over time. As the lead interacts with emails and content, Make.com can update their lead score and send them to the appropriate sales rep at the optimal time. This automated nurturing provides a customized experience that maximizes lead conversion.

With Make.com handling the intricacies of lead nurturing campaigns, sales teams can focus on high-value activities with hot leads already primed for further discussion. The platform’s robust functionality takes the guesswork out of lead prioritization and nurturing.

Notifications

Make.com enables you to configure workflows that automatically notify your sales team when a new lead is created or assigned. This ensures that your reps can respond promptly to emerging opportunities before competitors have a chance to engage. You can customize notifications to be sent via email, SMS or mobile push – providing flexibility based on your team’s preferences.

For example, you can create a workflow that sends an email alert containing the lead’s key details as soon as they are routed to a sales rep. The notification can contain dynamic fields pulled from Salesforce such as the lead’s name, company, title, and reason for inquiry.

According to Salesforce experts, email alerts are critical for timely follow up: “Scheduling email alerts for newly assigned leads gives sales reps a heads up to prioritize working on the lead right away.” (Source)

With Make.com handling notifications automatically, you empower your team to capitalize on sales opportunities the moment they emerge.

Sync Data Across Systems

With Make.com, you can seamlessly synchronize your Salesforce data with other critical software platforms in your tech stack, such as your marketing automation system, customer support software, billing systems, and more. This synchronization is invaluable for ensuring that your customer data remains consistent and current across all of your systems.

Rather than relying on inefficient manual CSV exports and imports that are prone to human error, Make.com provides robust connectors that automatically sync bi-directional updates between Salesforce and your other platforms. As described on the Salesforce website, “Data Synchronization with Salesforce Connect integrates and accesses data from external sources and multiple Salesforce orgs, using clicks or code.”

Make.com utilizes Salesforce Connect to facilitate real-time data synchronization. As explained in Salesforce’s integration documentation, “With Change Data Capture, you can receive near-real-time changes of Salesforce records, and synchronize corresponding records in an external data store.”

By leveraging Make.com to establish automated Salesforce Connect integrations, you can rest assured that your data remains fully aligned across all of your critical business platforms. This eliminates fragmented or outdated data that could lead to errors.

Streamline Document Creation

One of the most powerful ways to enhance productivity for your sales team is to streamline the creation of essential documents like quotes, invoices, and contracts. With Make.com’s seamless integration with tools like PandaDoc and Docusign, you can now generate these critical documents directly from your Salesforce data with just a few clicks.

The integration works by allowing you to create templates for your various sales documents in PandaDoc or Docusign. You can then use Make.com to connect these tools to your Salesforce account. From there, Make.com can automatically populate your templates with data from relevant Salesforce fields to generate customized documents tailored to each customer.

For example, when a sales rep needs to send a quote to a prospect, they can simply trigger the automated workflow in Make.com. It will instantly pull the prospect’s name, company details, pricing information, and any other relevant data from Salesforce to populate the quote template. Within seconds, a personalized quote document is generated that the rep can preview, tweak if needed, and send out to the prospect right from Salesforce.

This level of automation and customization ensures your sales team can create customized, professional proposals, invoices, and contracts at scale without the tedium of manual data entry. As noted in the Salesforce documentation, document generation helps sales teams close deals faster by removing friction from the document creation process.

Enrich Salesforce Data

Connecting Salesforce to data enrichment services like Clearbit or ZoomInfo through Make.com can automatically import additional firmographic data, contact details, or even trigger alerts about key sales signals. As noted in Salesforce’s release notes, “Use this new product, Salesforce Data Pipelines, alongside Salesforce to modify and enrich your Salesforce data. If your CRM data is scattered among multiple sources, you can use Data Pipelines to bring it together for a single source of truth.”

This additional layer of information provides your sales team with a richer context, empowering them to make more informed decisions and to tailor their approach to the unique needs of each prospect or customer. As explained in Integrate’s blog, “Salesforce provides integration with third-party data enrichment tools like Clearbit, ZoomInfo, and Crunchbase, which offer real-time data enrichment right within Salesforce.”

By connecting these services through Make.com workflows, the data enrichment process is automated, ensuring your Salesforce records are always up-to-date with the latest intelligence.

Informed Decisions

By connecting Salesforce to data enrichment services like Clearbit or ZoomInfo through Make.com, you can automatically import additional firmographic data, contact details, or even trigger alerts about key sales signals. This additional layer of information provides your sales team with a richer context, empowering them to make more informed decisions and to tailor their approach to the unique needs of each prospect or customer.

For example, Clearbit’s real-time data enrichment can automatically append information like company size, technologies used, intent signals, and more to lead and contact records within Salesforce. This contextual data gives sales reps a 360-degree view of prospects to better understand their needs and pain points. As noted in an article from Salesforce, “It easily integrates both structured and unstructured data (such as PDFs, emails, call transcripts, videos, and more) into Salesforce with a click, and enriches customer data with third-party insights.” https://www.salesforce.com/news/stories/data-for-ai/

Likewise, Salesforce’s own Context Service feature “forms a layer between connected apps and enables them to understand the context of the user, such as their role, location, device, business hour, and more.” This context can empower more personalized and relevant sales interactions. https://help.salesforce.com/s/articleView?id=sf.context_service.htm&language=en_US&type=5

Customize Approval Workflows

Make.com’s flexibility allows you to design intricate multi-stage approval workflows for various sales processes, such as discounts, contract terms, or other critical sales operations. These workflows can automatically route approvals to the appropriate managers, send out timely notifications, and update Salesforce fields and statuses once approvals are granted.

For example, you can create approval processes with multiple approval steps, conditional approvals based on criteria, and automated field updates upon approval. As outlined in the Salesforce documentation, approval processes enable the automation of record submission for review and approval by designated approvers.

Some key benefits of customized approval workflows include:

• Configurable multi-level approvals based on role, record criteria, or other parameters
• Conditional routing logic to send approvals to the right people
• Automated notifications and reminders to approvers
• Field updates and status changes upon approval completion
• Detailed audit trail of process steps

This level of customization ensures that your sales processes are not only efficient but also adhere to your company’s specific policies and procedures. As outlined in the Salesforce Trailhead module, tailored approval automation can help simplify governance and expedite application approvals.

Route Approvals

With Make.com, you can easily set up automated routing workflows to send approvals to the appropriate managers or decision makers. For example, you can configure conditional logic that determines the correct approver based on opportunity size, product line, discount percentage, or any other criteria extracted from Salesforce.

Make.com allows you to model out complex multi-level approval chains, with different people involved at each stage. For instance, you could route any opportunity over $50k to a sales manager first for review. If approved, it could then be passed on to a VP for final sign-off. You can also configure the workflow to re-route to an alternative approver if the primary choice is out of office.

Once the configured approver takes action, Make.com can automatically update any relevant fields and statuses in Salesforce. It can also generate notifications to keep the appropriate team members in the loop at every step. With this level of intelligent automation, you can ensure your sales approval workflows adhere to internal policies while maintaining speed and efficiency.

As noted in the Salesforce Trailhead, automating the approval process enables organizations to systematically enforce business rules and processes without relying on manual oversight.

Update Salesforce Fields

One of the most powerful capabilities unlocked by integrating Make.com with Salesforce is the ability to automatically update Salesforce fields and records when certain conditions are met in an approval workflow. For example, when a discount or contract term is approved by the appropriate manager, Make.com can automatically update the opportunity stage, probability fields, and any other relevant statuses in Salesforce to reflect the approval.

This eliminates the need for sales reps to manually change opportunity stages or fields after an approval takes place, ensuring the Salesforce data stays up-to-date in real time. Make.com can change opportunity stages from “Proposal” to “Negotiation” or from “Negotiation” to “Closed Won” as soon as the required approvals are obtained through the automated workflow.

According to Salesforce’s documentation on Field Update Actions, these automated field updates enable you to “automatically update a field value” as a result of a workflow rule or approval process. This eliminates inefficient and error-prone manual data updates.

With Make.com powering your Salesforce workflows, key opportunity fields and statuses will always stay current, ensuring your sales data is an accurate reflection of the latest approvals and progression of each deal.

Adhere to Policies

When automating approval workflows in Salesforce with Make.com, it’s crucial to ensure alignment with your company’s internal policies and procedures. Make.com’s flexibility allows you to configure multi-stage approval chains that route to the appropriate managers and adhere to guidelines around discounting, contracts, and other critical operations.

For example, you can create conditional logic that requires approvals from regional sales managers for discounts above 10%, but directs any discounts under 10% to account executives for sign-off. This customized workflow reduces bottlenecks by only involving upper management when necessary, while still maintaining oversight.

Additionally, Make.com enables transparency and control over customer data to support GDPR and other compliance frameworks within your automated Salesforce processes. Overall, Make.com workflows allow you to boost productivity while remaining compliant with legal regulations and internal compliance policies.

Eliminate Manual Tasks

One of the most significant benefits of integrating Make.com with Salesforce is the ability to eliminate repetitive and tedious manual work. Manual data entry, spreadsheet updates, and CSV imports/exports waste valuable time that could be better spent on high-value activities. According to research from Salesforce, automating business processes can help free up employee time for more strategic work. With Make.com handling repetitive tasks, sales teams can dedicate their efforts to more complex responsibilities that drive growth and revenue.

Make.com’s seamless integration with Salesforce allows for the automation of mundane workflows like lead assignment, data synchronization, document generation, and approval routing. By configuring these workflows in Make.com, teams can reduce the burden of repetitive manual work. The platform’s robust workflow builder and library of pre-built templates make it simple to automate workflows of any complexity within Salesforce. This enables employees to focus on the work that matters most.

By leveraging Make.com to eliminate repetitive manual processes, sales teams can work more efficiently and productively. The hours saved each week quickly compound to drive dramatic gains in productivity over time. For any business looking to maximize its Salesforce investment, integrating with Make.com is the ideal way to free your employees from the shackles of tedious, low-value work.

Conclusion

In summary, integrating Make.com with Salesforce provides numerous invaluable benefits that transform sales workflows. By automating repetitive tasks like lead management, document creation, and data synchronization, Make.com frees up your sales team’s time to focus on revenue-driving activities. The automation capabilities enrich Salesforce data, enable custom approval workflows, and eliminate manual errors and inefficiencies. According to research, automation maximizes resources, increases productivity by up to 90%, and converts data into actionable insights (https://www.salesforce.com/in/blog/advantages-of-automation/). With Make.com’s pre-built templates and intuitive builder, you can easily revolutionize your Salesforce workflows. Contact me to learn more about how Make.com can supercharge your sales processes.