How RIAs Can Boost Advisor Engagement & Adoption in Salesforce FSC
Advisory firms often invest significantly in Salesforce, but many struggle with getting their advisors to actively use Salesforce Financial Services Cloud (FSC). To ensure that advisors see Salesforce as a valuable tool rather than a burden, it’s crucial to implement strategies that enhance their engagement and daily usage. Here are five effective ways to boost advisor adoption of Salesforce FSC.
1. Deliver a Comprehensive Client 360 View
The Client 360 View is vital for providing advisors with a holistic overview of their clients. This view isn’t just a single feature—it’s a combination of components like financial accounts, client goals, and relationship maps. By logging into Salesforce and accessing information such as client balances, life events, and recent interactions immediately, advisors can start their day informed and ready to engage. Visualizing family and business connections through relationship mapping enhances the quality of client meetings.
2. Utilize Action Plans for Streamlined Processes
Implementing action plans within Salesforce is another effective strategy. These action plans serve as playbooks for repeatable processes such as client onboarding, annual reviews, and compliance tasks. With a clear step-by-step list of tasks, advisors can easily stay on track without reinventing their workflows. Pairing these action plans with Salesforce’s flow automation makes sure that routine handoffs and updates occur seamlessly in the background, reducing the administrative workload and allowing advisors to focus more on client interaction.
3. Make Use of Standard Dashboards and Reports
To facilitate quick insights, Salesforce FSC comes equipped with standard dashboards and reports that cover essential areas such as activities, opportunities, and pipeline tracking. Having access to ready-to-use insights means advisors won’t have to wait for custom reports, leading to an immediate understanding of their performance and client needs. For advanced insights, consider utilizing FSC analytics apps that provide pre-built dashboards and highlight significant trends regarding client goals and financial performance.
4. Drive Engagement Through Integrations
Integrating Salesforce FSC with commonly used communication and custodial tools greatly enhances advisor adoption. Since advisors typically spend their day navigating email and calendar applications like Outlook or Gmail, having native integrations ensures that client interactions flow directly into Salesforce. Additionally, integrating custodial and portfolio management platforms, such as Orion or Adipar, allows advisors to view account balances, holdings, and performance data as part of their Client 360 View, eliminating the need to switch between multiple systems.
5. Enable Mobile Access for On-the-Go Advisors
With many advisors constantly on the move, ensuring that Salesforce is mobile-friendly is essential for increasing engagement. Advisors can prepare for meetings, log interaction notes, and manage tasks directly from their mobile devices. By offering a seamless mobile experience, Salesforce becomes an accessible tool, encouraging advisors to stay connected and engaged no matter where they are.
In conclusion, RIAs looking to increase advisor engagement with Salesforce FSC should focus on delivering a Client 360 View using out-of-the-box components, utilizing action plans, leveraging standard dashboards and analytics, integrating essential communication tools and custodial platforms, and enabling mobile access. At SOLVD.cloud, we assist firms in rolling out these strategies tailored to fit unique advisor workflows.
If you have questions or would like to explore how your firm can enhance advisor adoption in Salesforce FSC, feel free to reach out!