As we eagerly anticipate the upcoming Salesforce Spring Release, the Fullcrm team have delved into the release notes to understand the exciting features that await administrators.
To truly maximise the ROI of your Salesforce investment, having a robust Salesforce strategy that considers how to leverage the latest innovations and enhancements is crucial. If you currently do not have a Salesforce strategy, check out our guide on how to create or enhance your Salesforce strategy.
Here are the team’s top picks for Spring ’24:
1. Dynamic Forms – Reference Cross object fields:
Dynamic forms have been a focal point for Salesforce for a while, and we’ve covered their evolution in previous releases. This trend continues in Spring ’24.
For those unfamiliar with Dynamic forms, they are customisable page layouts that adapt to user interactions and data, offering control over field visibility and layout for a more user-friendly experience.
In this upcoming release, administrators can reference cross-object fields on a record page in a read-only format. Previously, achieving this required creating a formula field or using a “Quick Update” action to display it on a Lightning page. The primary record needs to have a lookup relationship to another record, and you can drill down up to two levels.
2. Dynamic Actions – available for mobile:
Following the last release when dynamic forms became available for mobile, this functionality has been extended to dynamic actions and standard objects.
Dynamic actions efficiently present users with the most relevant actions based on specific criteria, decluttering the page and helping users focus on what they need to do and when.
We highly recommend admins explore both Dynamic Forms and Actions, please get it touch if you want to discuss how.
3. Intelligence Views – Accounts, Contacts, Leads:
The Lead and Contact intelligence views introduced in the last release have now been extended to Accounts.
This view breaks up the standard grid lines of a list view and acts as a dedicated workspace for leads, contacts and now accounts.
The Account view offers:
- See overall account health
- Review opportunity metrics
- View related cases
- Log activities
To activate the intelligence views- in setup, the button needs to be added to the page layout.
Additional metrics for Lead and Contact Intelligence view have now been made available for Spring – helping users see who is engaging and who needs more attention:
New metrics:
- Not contacted: No calls or emails occurred in the last year
- Contacted attempted: Outgoing calls or emails occurred in the last 30 days, without meaningful engagements
- Engaged: At least one inbound engagement occurred
- Meeting scheduled: At least one event is scheduled in the next 30 days
- Meeting declined: A scheduled event was declined
- Disqualified: The contact has a call result of unqualified or not interested or has opted out of calls or emails
For the engagement metrics to be available, email tracking needs to be enabled in the inbox section of the Sales Engagement setup.
4. Seller Home: a new homepage view
An excellent starting point for users who do not have a customised home page.
Seller Home – is a default home page that helps users plan their day and gain insights into leads, contacts, accounts, and opportunities.
The seller’s home page provides a view of:
- Close Deals (Opportunities Closing)
- Plan My Accounts (Account Owned)
- Build Relationships (Contacts Owned)
- Build Pipeline (Leads Owned)
- Weekly or monthly goals (Set by the individual)
- Today’s Event
- To-do items
- Recent Records
- *Contact Suggestions – using Einstein Activity Capture identified potential contacts that have been emailed that are not currently in Salesforce.
This will be the default home page for Sales, Sales Console and Sales Engagement Apps that do not have a custom homepage setup.
If you would like a more tailored homepage – reach out to us for further customisations.
5. Reports and Dashboards:
All editions get a glow-up for Dashboards!
Now you can include rich text and image widgets in all editions of Salesforce for better engagement and personalisation. Consider adding your company logo, GIFs, descriptive text and charts to make the dashboards more engaging for your users!
Dashboards can support a maximum of 25 widgets, including a maximum of 20 charts and tables, two images, and 25 rich text widgets.
An increase in dashboard Filters:
You no longer need to clone dashboards for different teams – you can reuse the same dashboard and apply up to five filters.
Quickly change fields in report filters:
Previously if you wanted to change the field on a filter you would have to delete and add in a new one. Now you can easily edit and select the new field you would like to filter on instead, allowing you to change filter logic in response to emerging questions or conditions.
Re-arrange multiple Report columns at once:
This seems very small but will make a difference! You can now re-arrange multiple report columns at once! Previously you could only do one at a time.
6. Multi-Select Picklist – Prompts before creating:
The beauty of Salesforce is its flexibility, admins can quickly customise the platform to their needs, however, it is crucial to consider the impact before making these customisations.
Multi-select picklists are an example of something that needs to be well thought out before being implemented. In theory, multi-select picklists seem like a great way to profile customers but they do also come with limitations that can be often overlooked.
With the new release, there will now be a prompt warning for you to consider the impacts on automation, reports, formulas, data imports and integration before creating a multi-select picklist.
7. Einstein Search – now be enabled by default for all instances:
Einstein Search may seem like a small feature but we believe it can provide a lot of value when understood and used correctly. If you do not have it enabled already, it will be turned on by default.
We encourage conducting education sessions with your users on how Einstein search works. Focus on:
- Real-life examples of what can be searched that will help save time i.e. My Accounts in NSW
- Understanding the results that can be returned
- How to take action – hover over the record without even clicking on it
8. Einstein Conversation Insights Licenses:
An exciting announcement in this release with Salesforce is offering enterprise customers 10 conversation insights licenses.
Einstein Conversation Insights will transcribe recorded voice and video calls, identify conversation trends and provide coachable moments to your team.
We highly recommend leveraging this new AI feature – please get in touch if you would like to discuss how best to approach setting it up.
9. Advanced filtering options for Pipeline Inspection
Users can now delve deeper into pipeline analysis, exploring diverse sets of criteria such as business segments and deal size.
The process is streamlined and user-friendly—simply navigate to the Saved Filters panel to define filters and conditions using AND, NOT, and OR operators.
The enhanced filtering options provide a dynamic way to scrutinize your pipeline from various perspectives.
For more information on Pipeline Inspection and guided steps for setting it up >> click here.
10. Collaborative Forecasting Updates:
Setup Forecast groups for improved accuracy:
With the Spring release, Salesforce introduces a powerful enhancement that grants greater flexibility in tailoring their forecasting strategies. With this update, you can now create custom forecast segments that align with your business model. Examples of how to use this include defining forecasts based on criteria such as industry or sales type.
The capability to create forecast groups is exclusive to forecast types generated in or after Spring ’24 and relies on the Opportunity and Opportunity Product objects.
To leverage this innovative feature, there are a few configuration requirements that need attention. For detailed guidelines, you can find the necessary information here. If you encounter any challenges during the setup process or have queries, please don’t hesitate to contact us
Enhanced Visibility for Adjustments:
Sales teams want to have clear visibility on the adjustments made to the forecasts – including the original values, manager’s direct reports adjustments and their own. This now can be presented side by side as columns for quick comparisons within the view.
To setup – go to Forecast Settings and the ‘Enable Adjustments and Judgements’ section turn on owner and/or management adjustments then select column option.
BONUS: House Keeping Feature for Admins
Streamlining Einstein Activity Capture with your users.
As an administrator, ensuring alignment between your email client and Salesforce instance is very important and can be challenging at times.
This task is made a little easier for Einstein Activity Capture in Spring 24 – with access now to detailed Status and Metrics reports.
Administrators can easily track which users have successfully connected to EAC and monitor the onboarding status. With the detailed reports, they can identify and troubleshoot any configuration issues that may arise.
To access – In Setup, search for Einstein Activity Capture and choose “Status & Metrics’.
