User guide
Highlights adds three things to your Salesforce: a Heatmap of your portfolio, a Power Map on every account and every opportunity, and Contact Finder to fill the gaps. This guide covers each view in the order you use it.
Download the guide as a PDFEverReady reads the job title of every contact and places them by job family and by hierarchy level.
EverReady counts the calls, emails and meetings exchanged with the contacts in your Salesforce.
EverReady measures the share of incoming interactions in the total. It tells you who answers you and who does not.
Read the colour together with the volume. A green engagement rate only means something when the number of activities is high: one exchange answered once shows as 100%, and tells you nothing about the relationship.
Part 1 of 3
The Heatmap places all your accounts automatically: by level of activity, by the seniority of the people you talk to, and by the amount of the open opportunity. At a glance, you see the deals that are ready to sign and the ones at risk.
Lives on your Salesforce Home page
The Heatmap opens on the last 30 days of your own activity.
Compare companies with the same profile and the same sales cycle length. A transactional business and a long cycle business never generate the same volume of interactions.
Activity on the horizontal axis, seniority of the contacts you reach on the vertical axis.
Check where your team spends its time: on which accounts, and at which level. Then work corner by corner.
Best action: Apply a top-down strategy: target operational sponsors now to move your sales cycle forward.
Best action: You have the momentum: identify the last blockers to clear to get the signature.
Best action: Find new key contacts (sponsors or decision makers) to start the sales cycle. Otherwise, take the account out of the forecast.
Best action: On a prospect, it is time to meet the decision makers. Ask your contact to set up a meeting with their management. Otherwise, bypass them.
Same accounts, but the vertical axis becomes the amount of the open opportunity.
Check that your selling time goes to the right opportunities. Read it before every forecast call.
Best action: Focus your effort on these accounts. Follow up with your contacts and find new ones to move the deal forward.
Best action: Confirm the decision process: who decides, who buys and what the next steps are.
Best action: Stop investing time unless the account has real growth potential.
Best action: Check that you are talking to the right people and identify what is still blocking the signature.
The last step of the Heatmap: a quick summary of one account, read from the map.
Before a pipeline meeting, it saves you opening every record: one click on a pill gives a quick view of the deal activity, the last exchange, who is engaged and the open amount.
Part 2 of 3
EverReady Highlights builds a Power Map on your accounts and on your opportunities. Each contact is placed automatically by seniority and department, and coloured by engagement. The gaps in your coverage show up as empty cells.
Lives on the Highlights tab of any Account or Opportunity
The Power Map opens on the last 3 months of activity.
Stuck on an account? Show the inactive contacts: an old contact can be a way back in.
One click from any account or opportunity, and every contact is placed for you.
What you look for depends on the situation.
Drag the contacts left in Other Contacts into the right cell, and the map shows the real coverage.
Part 3 of 3
The Power Map shows who you know. Contact Finder proposes who you are missing, and gives you their email, LinkedIn profile and mobile number in one click.
Lives in the Power Map toolbar and in its empty cells
Find the contacts you are missing, and get their email, LinkedIn profile and mobile number in one click.
Best practice: reach out before you import the record into Salesforce. Your CRM then stays aligned with the contacts you work.
Open the Heatmap before your pipeline report. It shows the activity that happened, not what was logged.
On a Power Map, the empty cells are the risk. An empty executive row means no sponsor.
Use the same filters across the team, so every review compares the same scope.
Our team is here to help you read your activity, map your accounts and close more deals with EverReady Highlights. Reach out any time.
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