Salesforce Report: RollWorks Sales Insights Spiking Account

Who are the main users of Spiking Account reports?

Spiking Account Reports in Salesforce should be used by your sales team: SDRs, Sales Reps, AEs, and Sales Managers. Below you can find the different ways that these sales roles should be using Account Spike reports in Salesforce in combination with Account Spike email alerts.

Who can access

Access to Spiking Account data in your CRM depends on your RollWorks package:

To find your current subscription, log in to RollWorks and navigate to Settings > Billing > Plans & Usage.

Spiking Account data sent to Salesforce

Before you start using Spiking Account reports in Salesforce, it is important to understand how the Spiking Account data from RollWorks is generated and synced to Salesforce. The image below outlines the engagement signal inputs that are used by our Spike data model to determine if an account is spiking or not. Learn more in our Sales Insights Introduction Guide.

The table below contains the Spiking Account custom fields synced to the Salesforce custom object 'RollWorks Aggregated Account Data' and their definitions.

Salesforce Data Sync

When an Account Spike is detected the Spike data is synced over to your Salesforce account records only when all the conditions below are met:

1. The company email domain is correctly entered under the 'website' field in the Salesforce Account record. 🔎 Learn how RollWorks<>Salesforce account-matching works.
2. The company email domain entered under the 'website' field in the Salesforce Account matches the Account record in the RollWorks database.
3. Sales Insights seats are correctly assigned to your Salesforce users as follows:
   • For assigned Salesforce Accounts: one Sales Insights Seat should be configured for the Salesforce user who owns the account to trigger email alerts for 'unassigned' or both 'assigned & unassigned' accounts.
   • For unassigned Salesforce Accounts: at least one Sales Insights Seat should be configured to receive email alerts for 'unassigned' or both 'assigned & unassigned' accounts.

Out-of-the-box Spiking Account report

Once you have completed the initial setup of Sales Insights and you have assigned Sales Insights seats to your sales team, the Account Spike data will begin pushing into Salesforce for accounts assigned to those users.

The out-of-the-box Spiking Account report called RollWorks Sales Insights Spiking Account will show you the list of Accounts Spiking with engagement compared to a 3-day prior baseline, grouped by Account Owner. Click here to learn more about how Spikes are calculated and the definitions of each of the fields used in this report.

To find the RollWorks Sales Insights Spiking Account report in Salesforce follow the instructions below:

• Log in to Salesforce and go to the tab Reports
• Click All Folders.
• Search for the report folder called RollWorks Custom Reports.

The folder called RollWorks Custom Reports which contains all out-of-the-box RollWorks reports in Salesforce will be listed under the column Name.

• Click the report called RollWorks Sales Insights Spiking Account within this folder.

Troubleshooting

Why cannot I see the out-of-the-box RollWorks Custom Reports in Salesforce?

If you are unable to see the out-of-the-box RollWorks reports in Salesforce or you are unable to create new reports using Salesforce data, your Salesforce Administrator may need to change your user permissions in Salesforce. Contact your Salesforce Administrator to ensure both items below are completed: 

1. You have been assigned one of these Salesforce permission sets: RollWorks Admin, RollWorks Marketer, or RollWorks Sales Insights. These permission sets grant view/read access to RollWorks custom objects containing RollWorks data.
2. The folder RollWorks Custom Reports has been shared with you. This is necessary for you to be able to view the 5 out of the box reports.

Why cannot I see any data in my RollWorks Custom Reports?

If you are able to see RollWorks Custom Reports, but the data is blank contact your CRM administrator to ensure the following:

• The Salesforce user experiencing the problem has RollWorks Admin permissions assigned.
• The Authenticated user who originally authenticated the RollWorks SFDC App, is an active Salesforce user, with the permission set RollWorks Admin assigned.
• Confirm the RollWorks<>Salesforce Integration sync has not stopped.

Filter by 'Spike: Number of Matched Contacts'

'Spike: Number of Matched Contacts' is a number Salesforce field in the 'RollWorks Aggregated Account Data' custom object that indicates the number of contacts that contributed to the Account Spike event. If we are unable to match the Spike event for this Account to any of your existing CRM contact records this field will be 0. Please note that we only match 'Spike: Number of Matched Contacts' against contact records, leads are excluded.

To view more details about matched contacts, click on the name of the account, and open the RollWorks Sales Insights Widget to view relevant contacts:

RollWorks will write in the field 'Spike: Number of Matched Contacts' only when all three conditions below are met:

1. An Account Spike was recorded for this specific account record.
2. A contact record exists in your CRM with a valid email address (this is a legal requirement).
3. The email address captured by the Pixel is an exact 1-to-1 match with the email address in the existing CRM contact record.

Unassigned Spiking Accounts: Customize Spiking Account reports for Sales Leaders

You don't need to be an expert in Salesforce reporting to customize your Account Spike reports for your sales team. Now that you have your Account Spike report template ready, it's time to customize it and create different versions for your sales team.

First, we will walk you through how to build a Spiking Account report for sales managers that provides a view into the daily spiking accounts that are not already assigned to sales reps.

• Log in to Salesforce and go to the tab Reports
• Click All Folders.
• Search for the report folder called RollWorks Custom Reports.
• The folder called RollWorks Custom Reports which contains all out-of-the-box RollWorks reports in Salesforce will be listed under the column Name. 
• Click the report called RollWorks Sales Insights Spiking Account 

• Click Edit
• From the Salesforce report editor click the Filters tab and add a new filter for the Account Owner field.
• From here, ensure the operator is set to equals and paste the name of your unassigned account alias.
• Click Save As and name it Unassigned Spiking Accounts Report. 
• This report will include all Spiking Accounts that are spiking with engagement compared to the last 3 days and do not have a sales rep assigned.

Assigned Spiking Accounts: Customize Spiking Account reports for Sales Reps

After customizing a version of your Account Spike report for sales managers, we'll want to configure a version for the sales reps that own account records in Salesforce.

Sales reps own specific accounts and should only take action on accounts they are assigned to, we will customize the Account Spike report template following the steps below:

• Log in to Salesforce and go to the tab Reports
• Click All Folders.
• Search for the report folder called RollWorks Custom Reports.
• The folder called RollWorks Custom Reports which contains all out-of-the-box RollWorks reports in Salesforce will be listed under the column Name.
• Click the report called RollWorks Sales Insights Spiking Account within this folder.

• Click Edit
• Click the Filters tab and add the field Account Owner
• Select the operator to not equal to and paste the unassigned account alias

• Click Save As and name it Assigned RollWorks Spiking Accounts
• This report will include all Spiking Accounts that are spiking with engagement compared to the last 3 days that need to be worked by the assigned Sales Rep

Customize based on your sales team structure

From here, you may want to further customize and filter your reports based on the structure of your sales organization. For example, if you have a separate SDR/BDR team from your Account Executives, you may want to create 2 versions of your RollWorks Sales Assigned Spiking Account reports accordingly for each team to view.

To do this, navigate back into the report editor and add an additional filter to include the Salesforce field for your organization that separates sales reps by team:

• Click Edit
• Click the Filters tab and add the field your company uses to determine different sales teams (i.e. SDR vs AEs). In our example the field is called Account: Owner Team
• Select the operator contains
• Enter the value used for the SDR team. In our example this value is SDR.
• Click Apply

Add additional Fields and Filters

When customizing Account Spike reports you may want to include a few additional standard fields on the Account Salesforce object to give sales additional insights into their spiking accounts:

• Account: Last Activity - Standard account field that shows the date of last sales activity on the account. This field can help sales and sales managers identify accounts spiking in activity that have not been recently reached out to by sales.
• Account: # Open Opportunities- Standard account field that shows the number of active opportunities on an account. For sales reps who do their own prospecting, this can be helpful to see earlier-stage accounts that are spiking in activity but do not have any open opportunities.

Create Spiking Account Salesforce reports from scratch

If you opt to not use the Account Spike Report template, you can build custom Account Spike reports in Salesforce from scratch. Spiking Account data is pushed from RollWorks into Salesforce daily and is stored in the RollWorks Aggregated Account Data custom object.

When starting an Account Spike Salesforce report from scratch you will want to use the RollWorks Aggregated Account Data with Account report type so that you can include both Account Spike and standard account object fields and data.

From here, add the relevant standard and custom fields and filters you need to build the custom Account Spike report for your sales team.

At this point, your sales organization is ready to use the Sales Insights product and your new Account Spike Salesforce reports!

You may choose to consolidate all these reports into a single dashboard view (like the screenshot below), or add the account spike reports to existing sales team dashboards.

Or, you may decide to simply keep them as Salesforce reports! The beauty of having this in Salesforce is that you and your sales team have the ability to customize your Account Spike data as you need.