In recent years, sales development has emerged as a critical discipline and lever for revenue growth. It has been billed as “the hottest job in sales” and “the most important sales process innovation in 10 years.”

For all the attention and buzz the SDR role has received, the way companies support sales development in Salesforce hasn’t advanced much in a decade.

Ask yourself, do your SDRs often remark about how much they love using Salesforce? Do they feel bad for peers at other companies with poorly configured CRMs? Are they thankful that, unlike those poor sods, they aren’t drowning in manual steps and byzantine processes?

This probably isn’t a sentiment you hear very often.

The focus of this book is making Salesforce work for your reps. Lightning Sales Ops shares strategies and stories for streamlining process, boosting productivity, and achieving “legendary” status as a button-click admin.