Complete Guide to Sales Engagement in Salesforce

Today’s fast-moving landscape requires sales representatives to do more with less time, such as finding new leads or personalizing every interaction with a customer on top of daily admin work. These essential tasks generate more sales for a business, but if inside sales representatives don’t have access to the right software, they are unable to work at this new level of pace. 

That’s why we want to discuss Salesforce’s Sales Engagement platform. It can help reduce the roadblocks teams commonly face in their sales engagement strategy. So, join us in the article below to learn how high-performing teams are using Sales Engagement to eliminate manual efforts in their sales pipeline so they can focus on closing deals faster in our digital-first era.

And make sure to stick around until the end. We explain how Titan extends Sales Engagement to give you end-to-end workflow automation and access to bi-directional data flows between custom web projects and Salesforce in real-time. 

Let’s get started!

What is Sales Engagement in Salesforce? 

Previously known as High Velocity Sales, Sales Engagement is a Cloud application from Salesforce helping sales teams speed up and improve their processes. For example, it supports sales managers and representatives with the following tasks:

Now that we have briefly covered what Sales Engagement is from Salesforce, let’s take a look at what the Cloud app can do for your business to optimize a sales engagement process. 

Salesforce Sales Engagement Platform Capabilities

With the Salesforce Sales Engagement platform, businesses get a digital workspace that will boost employee productivity. 

For example, managers can build custom processes that support sales representatives during their interactions with leads. These processes are created with Cadences, and they get added to a Work Queue for sales representatives to view and access as a task list inside the Sales Console. 

Additionally, Sales Engagement can hook up to other Salesforce features like Sales Dialer, Lead Scoring, and Reports. These extensions to Salesforce boost productivity in Sales Engagement activities, giving employees all the support they need on a single platform to interact with leads faster and more confidently than before. 

Set Up Sales Engagement

If you are keen to get Sales Engagement for your business, take a look at the requirements below. 

Sales Engagement is available in Salesforce Sales Cloud’s Lightning Experience and is also available in the following Salesforce editions:

Remember to check out Salesforce’s Sales Cloud pricing model for information to plan your financial budget. For an extra cost, Sales Engagement can be added to your Service Cloud or Lightning Platform. Make sure to contact Salesforce for a custom quote. 

Once you have paid for a Salesforce edition that is compatible with Sales Engagement, you can activate the Cloud and configure Einstein Activity Capture. Then, assign permission sets and configure features that your business will use. Lastly, you must train sales managers and representatives to use Sales Engagement well. 

As we can see, this is only a high-level overview of how to set up Sales Engagement. Of course, there are many more business factors to consider, such as the limitations your team and current software have. 

Make sure to visit Salesforce’s Help page for step-by-step instructions on how to enable Sales Engagement in your CRM platform 

Prospecting Center

Once Sales Engagement is up and running in your organization, you might want to take a look at the Prospecting Center. It’s a feature assisting teams with identifying the most qualified leads to prioritize from data-driven calculations. 

How does Sales Engagement do this? Well, the Prospecting Center is quite powerful as it can pull on trusted Salesforce data and AI technology, allowing it to analyze information from a combination of your CRM platform as well as external sources. 

Therefore, by integrating the Prospecting Center with Salesforce Data Cloud, sales reps can quickly analyze and consolidate information from the following objects:

Manage Cadence Targets

Another core feature worth knowing about in Salesforce Sales Engagement is Cadences. At a high level, sales teams use Cadences to efficiently sell products and services at top speed. 

This is thanks to its ability to structure and add sales tasks into workflows that are easy to track and finish. Some of the tasks that can be managed with Cadences from Sales Engagement include:

From a technical standpoint, managers can use the Cadence Builder to create cadences of all outreach activities, ensuring they hit business goals and sales targets on time. 

Managers can easily add, remove, reassign, and manage lead, customer, and partner targets in each cadence. This allows sales teams to nurture business relationships efficiently and get a top level view of all activities on the go. By using Cadences, sales professionals can prioritize queued work based on high-quality leads. 

These leads are the ones who can then be approached by sales reps as they are more likely to convert sooner. 

Analyze Sales Engagement Performance

With Sales Engagement, teams no longer need to rely on gut instinct. They can start analyzing their sales engagement performance with the help of reports and dashboards that reveal which cadences and employee strategies contribute to the highest lead conversion rates. 

Then, with this Salesforce data in hand, sales teams can confidently double down on a strategy that works for all of them, and get rid of ones that waste their time and efforts. 

Adding Automation to Sales Engagement

If your business wants to save even more time on processes, then it needs sales automation. A solid automated sales process will eliminate repetitive manual tasks for employees. And on top of saving time, automation also brings a level of consistency to sales engagement activities, as it removes errors usually found from manually entering data into Salesforce. 

In the Sales Engagement Cloud, Salesforce admins can automate processes. They have access to multiple tools and templates, such as:

Choose the one that applies to your specific use case. 

Alternatively, hook up Sales Engagement with other automation tools from Salesforce for more complex processes with leads, customers, and partners. Here are a few of those Salesforce automation tools that admins can access: 

Automate Sales Outreach with a Buyer Assistant

As your business scales with the help of automation, you will notice more leads are interested in your products and services. When this time comes, it will be challenging for your sales reps to respond to every lead and customer instantly. For this reason, choosing to install a Buyer Assistant bot in Salesforce’s Sales Engagement Cloud is a very valid business strategy.

As these buyer assistants are bots, they never sleep and can deliver personalized responses to leads or customers, helping your sales team to move deals along a sales funnel, especially when they are not online.

If you never want to miss a business opportunity or just want a new way to generate leads, get Buyer Assistant bots from Salesforce Sales Engagement. They will transform your web-to-lead experience, allowing your business to sell more products and services.  

Those sound like great results, so what are the technical capabilities of a Buyer Assistant? Salesforce admins can create a Buyer Assistant bot, configure it to personalize conversations, and set up custom flows using the guided onboarding experience in Sales Engagement. 

Once a Buyer Assistant is set up to meet your business requirements, here are a few things the bot can do for a sales team:

Top Salesforce Sales Engagement Features

We have already discussed the essential features of Sales Engagement that all sales teams need to know about. Now, let’s dive into the top Sales Engagement features used by high-performing teams to work smarter and streamline outreach strategies on a large scale, all from Salesforce. 

Lightning Sales Console

First up is the Lightning Sales Console. It gives sales professionals the edge with a single workspace to:

By using one workspace with a multitude of tools dedicated to sales tasks, teams get to improve their productivity. 

Inbox Mobile App

If you have heard good things about the Salesforce Inbox mobile app and are looking for it, we are sorry to say that it has retired. As of February 1, 2024, Salesforce users are encouraged to rather use Outlook and Gmail integrations with Inbox from desktop. It will allow them to access the Salesforce Inbox features they want and need. 

However, sales teams are using the Salesforce mobile app to view records from their CRM platform. If you are looking for features to automatically track emails, remember to enable Einstein Activity Capture. 

Buyer Assistant

We mentioned earlier how important a Buyer Assistant bot can be for a sales team. Those that have one installed in their sales process, have a working digital colleague who never goes offline. This feature is really important for catching opportunities, so let’s take the time to learn how we can enable a Buyer Assistant in Sales Engagement or Sales Cloud in Performance and Unlimited Editions:

1. Go to Setup in Salesforce, and in the Quick Find box, search for Buyer. 
2. Select Buyer Assistant (Beta) and click on Create to start building a Buyer Assistant bot.
3. Follow the guided onboarding experience.
4. Configure “Messaging for In-App” and “Web User Permission” for your sales team.

Sales Cadences

Earlier we discussed the Cadence feature from Sales Engagement and how it helps a sales team decide which leads should be prioritized and engaged first. Once again, this feature is super useful at keeping high-performing teams consistently approaching people who are likely to purchase products and services. 

So, let’s take the opportunity to learn how to add a lead from a record detail page to a cadence in Sales Engagement. 

1. Navigate to the detail page of a prospect. That could be the lead, contact, or person account detail page.
2. Open the Actions menu and select Add to Cadence. 
3. Type the cadence name to which you want the lead to be added. 
4. Choose a record owner or Sales Engagement user as the Target Assignee. 
5. The sales outreach steps for the lead will now automatically appear in the Target Assignees work queue.
6. Click on Add to finish your configuration. 

Automated Actions

As we know, we can use automation tools with Sales Engagement to eliminate repetitive tasks. Here are two examples of automated actions teams are using in Salesforce Sales Engagement to reduce manual work:

1. Automatically schedule and send personalized emails to leads, contacts, and prospects from a Sales Cadence to engage with them at specific times. This automated task reduces the amount of time sales reps spend on crafting engaging emails.  
2. Automatically send follow-up tasks to sales reps. These are useful to remind them to take action, especially when a lead engages with marketing content, such as opening one of those personalized emails or clicking on links. 

Work Queue

The next feature that is helping sales professionals stay on track is the Work Queue. It’s a centralized task list displaying all of a sales rep’s actions, such as:

The Work Queue integrates well with sales cadences in Sales Engagement, automatically updating data as leads move through the phases, helping sales reps prioritize their next best actions at work so they can stay focused. 

Einstein Activity Capture

When setting up Sales Engagement, enabling Einstein Activity Capture is also recommended. Einstein Activity Capture comes with Sales Engagement and helps a sales team automatically sync their emails and calendar events to the right Salesforce records. This benefit ensures that sales teams don’t have to manually enter their communication logs or activities into Salesforce, keeping the sales pipeline clean and up to date. 

Now, sales reps can focus their efforts on selling products and services while managers get full visibility into customer interactions without unnecessary admin work.

Einstein Conversation Insights

Artificial Intelligence (AI) is a hot topic in 2025, so we should also discuss how Einstein Conversation Insights from Salesforce Sales Engagement is assisting teams. 

Einstein Conversation Insights works with AI tech to analyze:

Einstein Conversation Insights works by picking up key points during conversations, such as:

Then Einstein Conversation Insights can relay this summarized information to sales managers and reps, helping them understand conversations better. With this information, managers can coach reps, pick up on trends in their deals, and work on improving sales pitches and strategies.

You might think that it’s a cumbersome activity listening to all the meeting recordings, however you don’t have too. Einstein Conversation Insights automatically extracts the highlights for sales teams to quickly read and learn about their performance. 

For more information about AI tech from Salesforce, make sure to check out our Agentforce for Sales article.

Sales Dialer 

Making calls is an integral part of business in terms of sales engagement. To streamline calling tasks, teams are using Sales Dialer coupled with Sales Engagement to contact leads directly from Salesforce. This software combination also allows sales teams to log call data instantly to Salesforce while following the sales cadences provided by Sales Engagement.

By working on a single platform, sales teams are able to be more productive at work. Take a look at what they can achieve without the need to navigate between multiple systems:

One useful strategy is to make sure you have Sales Dialer and Einstein Conversation Insights in your software stack. This powerful combination allows sales managers to analyze data from calls, which they can then use to improve sales strategies.

Sales Engagement | Salesforce Pricing

So, those are all the features boosting sales engagement strategies to new heights. Are you ready to also ramp up sales all from within Salesforce? If this is the case, you must know how much it is going to cost your business.

At the moment, you will be looking at paying $50 per user per month for Sales Engagement alone, which includes:

As Salesforce product prices can change at any moment, please make sure to check their official website for the most up-to-date information. 

Wrapping Up Salesforce Sales Engagement

Thanks for reading our article on Sales Engagement from Salesforce. We hope you have realized this Cloud is not only used for reaching out to leads. By enabling Sales Engagement in Salesforce, teams can improve work productivity and optimize every one of their lead and customer interactions.

In this article, we discussed how Sales Engagement tools like Cadences, Einstein Activity Capture, and Work Queue are allowing teams to work smarter at scale and speed. Contact us if you want additional or alternative ways to close deals faster. We have a no-code platform that integrates directly with Salesforce to enrich your data and extend the capability of your AI tools.

Watch our video below to find out more about syncing lead data directly to Salesforce.

See you soon!

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