Sales Cloud: Top Salesforce Spring ’25 Features

Spring is in the air, and Salesforce’s latest Sales Cloud updates are here to breathe fresh energy into your sales strategies! The Spring ’25 release is blooming with innovative features designed to streamline your processes, elevate productivity, and make every day feel like a fresh start.

Whether you’re a sales rep aiming to close deals with ease or a sales leader searching for smarter tools to empower your team, these updates deliver a perfect mix of refreshing innovation and powerful functionality. So, pour yourself a cup of coffee and get ready to dive into the brightest new features of the Spring ’25 release for Sales Cloud!

1. Salesforce Forecasting and Quotas

There are several notable changes to Salesforce forecasting in the Spring ‘25 release. First up, another name change!

Collaborative Forecasts Is Now Pipeline Forecasting

As the title implies, Collaborative Forecasting has been rebranded to Pipeline Forecasting to better align standard forecasting with other sales features.

Improve Pipeline Forecast Visibility with Manager Judgments on Opportunity Splits

Forecast managers can now apply judgments to shared opportunities split between multiple team members, giving them more flexibility and accuracy. These judgments roll up through the forecast hierarchy, helping leaders see clear insights into their areas of the business. This update makes it easier for managers to align on how shared opportunities contribute to the overall sales forecast.

Forecast Your Consumption-Based Business

Consumption Forecasting is a new feature that helps sales teams predict revenue for businesses based on how much customers use their products or services over time. It works alongside traditional opportunity-based forecasting and provides tools to forecast monthly and quarterly revenue accurately.

Here’s what it offers:

• Comprehensive Data: Combine CRM data with external sources for detailed forecasts.
• Actionable Insights: Predict consumption trends to give leadership meaningful insights.
• Historical Analysis: View past trends across different categories and user levels.
• Flexible Adjustments: Modify forecasts individually or in bulk with smart tools.
• Real-Time Updates: Adjustments roll up instantly across the team hierarchy.
• Quota Tracking: Track progress toward sales goals directly in the system.

This feature helps businesses better understand usage patterns, improve forecast accuracy, and plan more effectively.

Publish Quota Plans to Pipeline Forecasting

To help sales reps meet quotas, you can publish plans from Quota Planning to territory-based forecasts in Pipeline Forecasting. This requires an active territory model, forecast managers, and a forecast type with a territory-based hierarchy.

In Sales Planning, open a sales plan, choose a segment, select a quota plan, and publish it to a territory-based forecast by choosing the appropriate forecast type and territories.

Plan Accurate Quotas That Account for Ramp and Seasonality

When planning quotas, consider factors like new reps’ ramp-up time, the tenure of experienced reps, and seasonal sales patterns. You can then publish these adjusted quotas to territory-based forecasts in Pipeline Forecasting.

In Sales Planning, open a sales plan, go to Settings, and add seasonal adjustments and ramp profiles, with the option for others to make further adjustments to segments.

2. Discover Untapped Selling Opportunities

The Account Plan Whitespace Map component automatically displays on the default account plan page layout, enabling sales teams to use this space to identify potential upsell or cross-sell opportunities. Plan your next deal by reviewing top-selling products from closed-won opportunities, filtered by amount, count, or quantity, and comparing them with related accounts in the account hierarchy.

3. Coordinate Your Sales Team’s Activities with More Transparency

Sales action plans allow you to assign specific tasks and events to sales team members, ensuring accountability and alignment in their activities. You can link these plans to accounts, contacts, opportunities, and more – and use them within sales account plans to track progress toward long-term growth goals.

Available in Salesforce Lightning Experience starting in Spring ‘25, sales action plans enable teams to collaborate effectively by adding tasks to account plan objectives. To use them, you’ll need to set up permissions and create templates, then add action plans to page layouts and strategic trackers.

4. Track Progress Toward Sales Account Plan Objectives More Easily

With this new feature, you can easily track your team’s progress toward sales account plan goals by defining specific criteria for success. For example, if your goal is to close a certain amount in opportunities, you can set up automatic updates based on activity within those records. This means no more manually updating values – the system does it for you, making your tracking process more efficient and accurate.

As a Sales user, when you add an objective to a sales account plan, select a calculation definition (1), specify a target value (2), and select related campaigns, cases, contacts, or opportunities (3).

You can standardize the way you track account plan objectives across your organization by reusing calculation definitions, ensuring everyone is aligned and measuring success in the same way. This enhancement gives you greater flexibility to track both qualitative and quantitative goals, offering a more streamlined and automated approach to measuring long-term growth.

5. Prepare for Meetings Without Opening Your Laptop

The Seller-Focused Mobile Experience, available on Android and iOS, is designed to help you turn leads into sales directly from your phone or tablet. In Winter ‘24, the Events detail page was redesigned for more meaningful meetings, and the Ask Einstein field is now called Ask Agentforce.

You can view and edit meeting details, attendance responses, and related records by tapping an event’s detail page.

6. Einstein Automated Contacts Is Being Retired in February 2025

To create more detailed profiles for your contacts, it’s recommended to switch to Automatic Contact Creation in Einstein Activity Capture, which replaces Einstein Automated Contacts and offers new capabilities. Once Einstein Automated Contacts is retired, Salesforce will no longer suggest new contacts or opportunity contact roles, and users will lose access to related suggestions and views in Salesforce.

7. Coach Sales Reps at Scale with Agentforce Sales Coach

Sales Coach agent – available through the Agentforce Sales Coach add-on – uses AI and CRM data to provide personalized coaching for sales reps, helping them improve their performance in handling challenging conversations and advance deals more effectively.

This feature is available in Lightning Experience for Enterprise, Performance, and Unlimited editions, starting in late October.

Sales reps can practice sales pitches or role-play sessions on Opportunity pages, with tailored feedback provided after each session to help refine skills and outline next steps.

Summary

These fresh Salesforce Sales Cloud features in Spring ‘25 are filling us with excitement about the year ahead!

Let us know your favorites in the comments, and don’t forget to keep an eye out for our other Spring ‘25 articles.

Read More

• 14 Hottest Salesforce Spring ’25 Features for Admins
• 6 Salesforce Spring ‘25 Updates for Developers
• 10 New Salesforce Flow Features in Spring ‘25
• Service Cloud: Top Salesforce Spring ’25 Features