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The Salesforce consulting market is in high demand. Salesforce, or SFDC to many, is an enterprise software used in all sorts of industries. It is the fastest growing CRM system in the world, with over $1 billion dollars in revenue in 2016 alone. With that said, it’s not surprising that the demand for consultants has grown exponentially.
There are many things you can do to ensure you find the best consultant for your needs. Here are 5 things to do before hiring a Salesforce consultant.
Get the Consultant’s Perspective
First off, understand the Salesforce consulting company you are considering from an outside perspective. Salesforce is a complex system with many moving parts, and every situation is different. Consultants who have been involved in one or more different sales cycles are more likely to understand the system at a deep level.
Many consultants will recommend that you speak with the clients that you are considering. This is a very valid approach. However, it’s critical that you recognize that the consultants will also have recommendations of their own.
Many consultants will recommend that you hire the consultant who is closest to your business situation, or the consultant who makes the most sense given your current situation. This may lead you to spending too much time doing this. You should also note that you’ll need to hire a sales consultant that has the tools and skill set to manage your sales.
Research the Consultant
Research the past customers of the sales consultants you’re considering. Do they have any recent issues? Is the project due to come to a close soon? What are they working on right now?
Get a general feel for the consultant’s skills. How long has this consultant been working with this client? What is their billing rate? Can you negotiate their fee?
If the consultant is billing at a high rate, look into other companies for comparable talent. How about consultants who have complementary skill sets? Is it cheaper to hire a different type of consultant or a specific project management tool instead of paying the higher rates for a more general skill set?
Find a Match by Industry
Companies in a broad range of industries may find the same Salesforce consultant. The consultant may specialize in one particular industry. If you have no overlap, you may want to consider a specific vertical, such as transportation or finance.
Your team’s industry is a strong indicator of which consultants you can expect to hire. If your team is involved in services, which tend to be a bit more niche, find a consultant who specializes in that industry.
For sales, this is usually a pretty big indicator of success. If a Salesforce consultant has lots of industries, this can be a sign that the consultant isn’t up to speed on the industry. They might also be inexperienced in that particular industry, which can cause problems down the road.
Ask for References
Be sure to ask the consultant for references from past clients. Once you have some solid references, you can speak with these clients yourself. Ask them if the consultant was helpful, did they understand their needs, and did they have any problems?
If they say yes to any of these questions, it can provide solid evidence of the consultant’s knowledge and skills.
Ask for an Estimate
The final step before hiring the consultant is to ask for an estimate of the price. You want to make sure you aren’t signing a blank check for an untested consultant, so give them a reasonable starting point.
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