Executives in growth-oriented organizations lie awake at night, thinking about how to attain predictable and scalable revenue growth. That growth needs data, and data is the foundation of every digital transformation.
Companies that grow harness the power of data by enabling a truly unified and powerful view across all customer touch points, including their sales, marketing, billing, and support. They use this data visualization to produce actionable insights for their teams
Salesforce and Tableau software are two favorite tools for sales organizations and business intelligence teams, respectively.
But the question is, how can you transfer your data from one tool to the other? The solution is simple: Blendo can do it for you!
It’s a matter of a few minutes and clicks to set up a connection that sends your Salesforce data to feed your Data Warehouse that connects to Tableau. That’s it! You are ready to analyze your data.
In this post, we will look at why you need to get your Salesforce data into Tableau and how it helps you visualize your sales and business data and how you can benefit by using Blendo to bring these two tools together.
Tableau is a business intelligence tool that provides a visualization platform plus analytics and reporting system.
Visualizing data helps you notice patterns. Trends that were previously invisible suddenly become evident once we visualize the data. Choosing the right visualization, in terms of both modality (line charts, pies, bars, etc) and values included (counts, percentages, absolutes) is critical, but is different in every system. Tableau reports can help you to visualize all your key business data.
Salesforce is the backbone of your sales efforts, and if you want to analyze your data in Tableau, everything is sitting behind Salesforce’s API. So first a word of caution…
Getting your data out of Salesforce into Tableau on your own is not impossible, but it will create a resource overhead for your team and stress it time-wise, as it would require you to build out custom integration create the data models for your BI team, and iterate as needed – all while maintaining the current technology stack in-house.
Assuming that you have an easy way to get your data from Salesforce API to Tableau, such data include standard Salesforce Objects like Leads, Accounts, Contacts or Opportunities along with custom objects.
Getting such information into Tableau has enormous benefits as it can help you combine sales data with other sources like support or billing or monitor specific sales KPIs that make sense for your organization.
These are some of the essential tables from Salesforce objects that I can find in Tableau to monitor my sales and revenue generating activities:
What is a Lead in Salesforce?
A Lead in Salesforce is considered a potential prospect for your sales team. Usually, a lead is created when the prospect is early in the sales funnel.
Having your Leads info in Tableau can help you understand where your leads are coming from by separating them by Lead Source.
You can also see who from your team owns most of the Leads and uncover bottlenecks. You may find information on when your leads were created and how many of them converted to Salesforce Opportunities. Last but not least see how your leads distribute in the Lead Stages you have in Salesforce and if leads are getting stuck in the funnel.
What is an Account in Salesforce?
An Account in Salesforce is an organization involved with your business. That Account could be a partner, a competitor, or a customer.
When you convert a Lead, Salesforce converts it to a Contact, an Account, and an Opportunity object. This conversion information can help you analyze historical trends.
Having your Accounts info in Tableau can help you understand more about your most valuable accounts. You can prioritize Account outreach per opportunity value or per probability of success. You can segment Accounts per Sales Executive that can give you a good view of your Accounts’ health.
What is a Contact in Salesforce?
A Contact is an individual that you do business with and is involved with an Account.
Having your Contacts info in Tableau can help you understand more about your engagement with the contacts you have in each account.
You may also relate data from other data sources like Zendesk with specific contacts within a particular account. With this information now you can have the details of your Accounts along with all your Contacts affiliated with them.
What is an Opportunity in Salesforce?
Let’s talk about money! The opportunity is where your pending deals and possible sales are denoted. Your opportunities build your sales pipeline.
Having your Opportunities from Salesforce in Tableau can help you how your sales team drives revenue and goes after deals.
For example, you may calculate the Total Opportunities Won or Lost by Month and then categorize or segment to reasons, channels, lead sources, company size or anything else that makes sense for your Sales team.
Besides, calculating metrics like the Lead to Opportunity conversion rate or Total opportunities opened by month can help you gauge if a sales team has trouble closing, or you are not generating enough qualified leads and maybe bring your Marketing team along and discuss on the lead quality.
Sales managers on the other side:
Can compare performance to goals, know the percentage of deals that close and observe what’s going on in the sales pipeline.
What is a Campaign in Salesforce?
A campaign is a marketing project that you run and want to track with Salesforce. It can be a direct mail promotion, webinar, or trade show, among others and can contain levels of campaigns, i.e., parent and sibling campaigns.
Having your Campaign data from a webinar or outreach in Tableau could give you insights on the ROI of your efforts. You could see from simple activity metrics like Emails Sent and Activities (like calls) to more advanced like combining Opportunities data that derived from your Campaign efforts.
What is an Event in Salesforce?
An Event is a calendar event like a meeting or a conference call.
Having the Events information in Tableau can help you analyze the open activities your sales team has to take care of.
What is a User in Salesforce?
A user in Salesforce represents a user from your organization. Its profile and role identify what the user can see, change, and delete in your CRM data. A user can do various actions in Salesforce from changing statuses in Leads to closing deals.
Having this information in your BI can help you identify your best reps or closers, among other things.
Visualizing business data along with your Salesforce KPIs is going to help you focus on more promising opportunities, understand the health of your pipeline and relate channels and campaigns with specific numbers.
Just visualizing data, though, is not enough. In the end, you need actionable metrics, visualizations that can help you understand the specific questions and data you can trust.
All these will:
To enable a truly unified and powerful view across all of a customer’s data requires an easy way to access all your data. It’s a 3-step process.
Salesforce, as with most of the cloud applications, has an API that allows you to connect and pull the data you need programmatically.
But here’s the kicker:
The process can easily span months and demand valuable resources from your product development.
Data-driven organizations employ a centralized place or a data warehouse that can help them consolidate all their business data and provides better scalability, flexibility, and performance.
Tableau has multiple options to represent data in different views.
You can drag resources and fields as columns and rows.
You may apply filters /drill-downs and many more.
The number of things you can achieve and Tableau’s functionality is extensive, so we recommend checking How to Get started with Tableau.
If you want to nail the reliability of your data, ease of implementation, forget about maintenance and get analytics-ready tables that you can use with your Tableau BI tool, then you can try Blendo.
Blendo’s self-serve data integration platform allows you to collect and sync cross-departmental data with any data warehouse.
With Blendo, you will:
The easy to use Salesforce Tableau connector will do the hard but less critical work for you, and you can focus on revenue-generating activities and to understand your data in Tableau and shed some light on important business angles.
Ready to connect Salesforce and Tableau?
Signup for a trial and give Blendo a try.
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