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  • Writer's pictureMani Anand


Sales engagement has gradually moved from traditional channels to digital channels. And while traditional sales force automation solutions still value face-to-face interactions, today sales reps are using technology like email, messaging, video conferencing chat, and voice over IP (VoIP) as part of their sales process, especially during the Covid-19 lockdown. In fact, reps today spend 6x more time selling in front of a screen than they do in person. At Apphienz, we can help your company decide what would be a good approach to enhance the efficiency and productivity of the Inside Sales team.

Salesforce High Velocity Sales (HVS) is a streamlined solution, a paid Salesforce add on, tailored for inside sales teams and designed to speed up the sales process. Bringing together many of Salesforce’s core technologies with new features, High Velocity Sales gives inside sales teams:

  • Insights on how to prospect smarter and faster

  • Integrated tools to eliminate busywork and multiple logins

  • New levels of best-practice automation for scalable, repeatable success

Email marketing is an important part of sales for building relationships with prospects, leads, current customers, and even past customers because it gives you a chance to speak directly to them, in their inbox, at a time that is convenient for them. There’s no guesswork in email marketing.

You can easily get a picture of how your email campaigns are performing, which helps in making adjustments and improving effectiveness. Email marketing metrics are important to remember as you monitor and measure your internet marketing strategy as a whole.

Well, now these tracking features of email marketing can be utilized from within Salesforce. You can check real-time details of prospects’ email engagement. 

We will know immediately when Sales Cadence targets open an email, reply, click an email link, and more. My Feed Alerts show engagements directly in the Work Queue. Engagement data appears on target records and email messages.

Where: This change applies to High Velocity Sales in Lightning Experience. High Velocity Sales is available as an add-on in Enterprise, Performance, and Unlimited editions.

When: This feature is scheduled to be generally available 30 days after the Summer ’20 release.

Why: In the new My Feed tab of the Work Queue, sales reps receive alerts when prospects engage with tracked emails, so they can follow up immediately. They can also see an alert when a record is assigned to them. The types of alerts reps see depends on whether your Salesforce org uses High Velocity Sales (HVS), Inbox, Einstein Activity Capture (EAC), or a combination.

My Feed tab shows last 30 days of engagements. Sales reps can sort and filter the list as needed. To view an email and its engagement details, sales reps can click the email subject.

If the Salesforce org uses Einstein Activity Capture, hovering over the Last Opened Date of an email displays the Engagement related list. If the Salesforce org doesn’t use Einstein Activity Capture, click the email subject and then the Engagement tab to display the list. The Engagement list shows all engagements for the last 90 days. Sales reps can see dates and times that recipients opened emails or clicked links, and how many times they interacted, in a chronological list. Sales reps can use the engagement details to identify their most interested prospects for prompt follow-up.

On lead, contact, and person account records, when the Activity Timeline shows email activity, sales reps can access the engagement details for each email. To view the engagements, click View full email and then hover over the Last Opened Date or click the email subject.

On Sales Cadence records, the Sales Cadence Steps related list shows sales managers and reps how many times emails were opened for each email step.

The High Velocity Sales is definitely going to reduce the need of integrating a full-fledged email marketing tool for certain Small and Midsize businesses. It's been seen lately that Salesforce is trying to bridge as many gaps as possible across verticals, let it be through an acquisition or a feature add-on. Salesforce is definitely trying to live up to its word of a complete 360degree view Customer Relationship Management software.

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