Top New Features in Spring’24 Release: Sales Cloud in Lightning

As a sales professional, staying up-to-date with the latest technology and features is crucial to ensuring success in your role. With Salesforce’s Spring ’24 release, it’s important to understand the new features and updates that will impact your daily operations. In this blog, we will dive into the key features and updates in Salesforce Sales Cloud Lightning and how they can benefit your sales team. We will also provide a comprehensive overview of each feature to help guide you through the Salesforce Sales Cloud implementation process.

So, let’s get started and explore these exciting new additions to the Sales Cloud Lightning platform.

1. Drive success with Seller Home

Strengthen your sales team with a holistic view of the business. Seller Home now shows an overview of opportunities, accounts, leads, contacts, and the day’s agenda. With Einstein, users can also set goals, track progress, view their task sheet, recent records, and contact suggestions.

Where: This change applies to Lightning Experience in Professional, Enterprise, Performance, and Unlimited editions with Sales Cloud.

Procedure:

• Seller Home is the default Home page for the Sales, Sales Console, and Sales Engagement apps.
• It appears automatically if you have not customized the page. You can manually enable Seller Home from the Home item in Setup If it has been customized.
• Once enabled, select the App System Default as the Home page for all apps mentioned.

2. Get a full view of your account health with the Account Intelligence view

With the Spring ’24 release, a comprehensive overview of account activity, opportunity metrics, cases, and logged activities is all in one spot with the Account Intelligence view. Whereas the old account home page had only a simple list and made users go to each record for more information.

Where: This change applies to Lightning Experience in Professional, Enterprise, Performance, and Unlimited editions with Sales Cloud.

Procedure:

• • • In the new Account Intelligence view, you can swiftly filter accounts (1) and access key stats, such as the total value of open opportunities and the following close dates for the filtered records (2).
    • To access detailed activity, opportunity, and case data for specific records, click the side panel icon (3) next to the record name.
    • The side panel allows users to easily toggle between panes showing activity data or related records (4) or log activity (5) without exiting the Intelligence view.

Note: Numbers represented the labels in the image below

3. Keep productivity at hand with the embedded side panel for everywhere

Sales Cloud is integrated into your Chrome browser, making the cloud always accessible. You can adjust the width of the side panel at your convenience. Earlier, this extension was accessible only through a separate window.

Where: This change applies to Lightning Experience in Performance, Unlimited, and Enterprise editions.

Procedure:

• • • Activate Sales Cloud simply by clicking the side panel icon or the pinned Salesforce icon on your browser toolbar.
    • Alternatively, you can use the keyboard shortcut Ctrl+e (Windows) or Cmd+e (Mac).

4. Follow up on companies of interest with contextual insights

Sales reps can now refine their sales research with contextual insights. The Salesforce database supervises the research and checks for relevant website information. Reps can access results and suggestions. You can create a new profile for your company to pursue potential customers.

Where: This change applies to Lightning Experience in Performance, Unlimited, and Enterprise editions.

Procedure:

• • • In Lightning Experience, access contextual insights in Sales Cloud with an extension side panel for Chrome.
    • Users can also view the email application pane for Outlook or Gmail integrations.
    • Admins first enable the Gmail integration and activate ‘Use Salesforce Across the Web,’ then instruct reps to install the extension.
    • Once reps enable the automatically appearing contextual insights feature, Salesforce analyses the active website as they browse.
    • Sales reps can access the stored information when new data matches existing data.
    • The system gives further match suggestions and advice for sales strategies.
    • If no match is found, the new company can be added as a fresh account, making them a prospective client to engage with.

5.  Update data for many records in workspace

Save time by updating the same field in multiple records simultaneously.

Where: This change applies to Lightning Experience in Performance, Unlimited, and Enterprise editions.

Procedure:

• • • Choose up to 20 rows in your workspace; for example, we have taken four rows for the Boy Scouts of the Southwest account, as given in the image below.
    • If you want to unify the close date for all opportunities, change the field value in one row and press Enter.
    • This action updates all selected rows to the new value.
    • After making changes, click the unselected icon above the row selection boxes to prevent accidental data alterations.

6. Gain forecast clarity with side-by-side adjustment details

Display adjustment values in individual columns on the forecast page instead of using a hover window to get a comprehensive view of adjusted forecasts. This approach shows original values and accurate forecasting before any adjustments and post-adjustment values from teams and managers in separate columns. Previously, users could only find adjustment details by hovering over a forecast total without a side-by-side comparison.

Where: This change applies to Lightning Experience in Professional and Developer editions and in Enterprise and Unlimited editions with the Sales Cloud.

Procedure:

• • • In the Forecast Settings page within Setup, make sure you have selected at least one adjustment option in the ‘Enable Manager Adjustments and Judgments’ section. (Please refer to the image below)
    • Opt to display these adjustments as columns. (1)
    • Change the names of these new columns per your business process (2) if required.

For instance, you could rename the ‘My Commit’ column to ‘My Call Number.’ These settings and column names apply universally to all forecast types. Rest assured, no adjustment data will be lost if you alter the display method for adjustments.

To see how enhanced visibility and structured quoting can transform sales execution, explore our success story on boosting sales team performance using Salesforce MDQ, where streamlined processes led to stronger forecasting and improved deal outcomes.

7. Log emails and events more accurately

Email and event logging for the Outlook and Gmail integration is newly streamlined for users without EAC (Email Account Compromise). This feature helps you accept suggestions faster than creating associations. Now, when a rep sends or receives an email or logs an event, the feature proposes which people and records to associate with. It also shows attachment info for emails and logs those attachments by default.

Where: This change applies to Lightning Experience and Salesforce Classic in Essentials, Professional, Enterprise, Unlimited, and Developer editions.

Procedure:

• • • For inbound emails, the sales rep accepts the suggestions (1) or makes edits (2) before logging.
    • For outbound emails, reps click Log on Send (1)
    • Send the email to use the associations that were created. Or reps can make edits (2) to the associations first.
    • Click Log on Send and send the email.

Note: Numbers represented the labels in the image below

8. Resolve user connection and synchronization issues quickly to improve performance

User’s health status in ‘Einstein Activity Capture Status’ and ‘Metrics’ is now easily accessible, reconnecting users and resyncing data. It gives a complete overview of the user’s configuration settings to simplify problem-solving. Fresh features, such as event synchronization reports, connection graphs, and initial sync data, visually present users’ connection and sync times, and help boost performance.

Where: This change applies to Lightning Experience in Essentials, Professional, Enterprise, Performance, and Unlimited editions.

Procedure:

• • • From Setup, in the Quick Find box, enter Einstein Activity Capture
    • Select Status & Metrics.
    • Select Check User Health Status from the dropdown list on the User Status tab.

9. Time slots for suggested meeting times have a new look

The sales rep’s potential meeting times in email are updated with new look and easier to schedule.

Where: This change applies to Lightning Experience in Essentials, Professional, Enterprise, Unlimited, and Developer editions with Enhanced Email enabled.

Find below the updated look at the refreshed appearance that email recipients will see when they receive an email suggesting meeting times.

10. Set up Salesforce everywhere easily

With the recent addition of the enablement section, Sales Cloud can now be conveniently used from any location.

Where: This change applies to Lightning Experience in Performance, Unlimited, and Enterprise editions.

Procedure:

• In Setup, use the Quick Find box to type ‘Gmail Integration’
• Click on ‘Gmail Integration and Sync’
• Enable the ‘Use Salesforce Across the Web’ setting.

Conclusion:

Salesforce’s Spring’24 release reinforces the Sales Cloud Lightning with a redesigned interface for a superior user experience and navigation. It integrates predictive forecasting powered by Einstein AI, facilitating more accurate sales projections. Streamlined Sales operations can be achieved through these new tools for account-based selling, lead scoring, and opportunity management, and prioritizing high-value engagements.

LevelShift is ready to guide your business in leveraging these new enhancements. Our certified Salesforce experts offer holistic support and training. Contact us to learn more!