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Data Revealed: The Most Popular Slack Channels Every Sales Team Needs

Top sales organizations are using Slack more than ever.

We wanted to see in detail how—exactly—top sales teams are using the platform, so we recently analyzed Slack usage at hundreds of sales organizations, including leading companies like HubSpot, WeWork, Slack, and Intercom.

Below, we dive into our findings, including three specific takeaways for any sales team using Slack.

Of the three, this is the big one:

  • 35% of sales organizations using Slack have dedicated channels for every customer and prospect.

More on why below…

Note: At Troops, we’re building solutions that help salespeople close more deals as a team. Want to know more about how it works? Sign up for a free trial.

1. 35% of Sales Orgs Have Dedicated Channels for Their Most Important Opportunities and Clients

Of the hundreds of sales teams we looked at, over a third (35%) are using unique channels for sales leads and accounts. Regardless of whether it was a B2B or a B2C business, across the board, we saw the same pattern.

The reasons behind this are twofold:

  1. Organizing communication around a particular account in one place
  2. Direct communication with the client

To put it simply: top sales teams swarm around opportunities in Slack—because that’s where they are already working.

Sales Slack channels work for teams

By creating a dedicated channel for each opportunity, SDRs, AEs and C-level management have a complete timeline with all necessary information for their most important accounts, easily accessible at any time, especially if they’re the only ones with access to that channel.

Different organizations organized their prospect channels in different ways. Here are the most popular ways we saw teams organizing channels for individual accounts:

#sales: In Use at 80% of Sales Orgs

#sales was in use at 80% of the sales organizations we looked at and was the most common channel or prefix we found in our research. Typically #sales was followed by a specific account or a subset of the sales team.

Sales Slack channels: typically everyone has a sales channel of some sort

#customer: In Use at 45% of Sales Orgs

#customer channels were also popular, giving reps a place to manage communication with specific existing customers. These channels usually included the customer name.

Sales Slack channels: customer channels are also extremely popular

They’re also a great place to communicate directly with an ongoing customer by inviting outside guests to the channel.

#enterprise: In Use at 17% of Sales Orgs

For organizations selling into large accounts, #enterprise channels gave sales teams a way to organize conversations about their priority accounts.

This also allows enterprise or higher-level managers to follow the progress of the most important deals—without having to track every deal being worked by the sales team.

Sales Slack channels: enterprise channels organize conversations about a sales teams priority accounts.

#onboarding: In Use at 14% of Sales Orgs

Some organizations created dedicated channels specifically for customers in the #onboarding process.

Organizations using this approach will often change the prefix of a channel as a company moves from prospect to customer to established account.

Sales Slack channels: onboarding channels are useful when getting a new client up and running.

#account: In Use at 13% of Sales Orgs

A number of sales organizations simply used #account channels to designate specific prospects or customers currently owned by either sales reps or the customer success team.

Sales Slack channels: account channels designate specific prospects or customers currently owned by either sales reps or the customer success team.

#inbound: In Use at 8% of Sales Orgs

A small number of sales teams used #inbound to designate prospects that came from inbound marketing—as opposed to traditional outbound prospecting methods.

Sales Slack channels: inbound channels designate prospects that came from inbound marketing.

2. B2B Brands Added Prospects and Customers to Their Channels

For B2B brands, we saw a number of companies that directly added sales prospects to a Slack channel.

By doing this, they’re able to communicate with clients in real-time rather than through the normal back and forth emails.

Slack allows sales teams to communicate with their clients in real-time.

In addition, all communication and documents are all gathered in one place. If anyone involved needs to look up the deal history, pricing information, or any other details, it’s easy to find in the channel.

By streamlining communication in this way, they can increase their chances of closing the deal.

3. Team Collaboration Channels

Third, many sales organizations use specific channels for collaboration and sharing across the sales team and the rest of the organization.

We use many of them at Troops too, including:

#closedlostnotes

Sharing lost deals is just as important as sharing the wins with your team, as seen in the #closedlostnotes channel.

When an opportunity is marked as Closed Lost in Salesforce, our notes from the deal are automatically pushed to Slack. This way, the entire company gets a better understanding of reasons why some deals might slip through the cracks.

We’ve found it helps our teammates in marketing and product to better understand what makes people buy (or not) as well.

#sales-gong

A #sales-gong channel is used when a new deal is closed!

If you share losses, you have to share wins too! A digital sales gong makes this a fun process for the entire organization.

#sales_call_reports

A #Sales_call_reports channel allows the sales team to share their expertise with one another

Sharing sales call notes in Slack enables other salespeople to share their expertise, especially if they recognize a situation that’s similar to one of their previous sales processes.

#customerwins

These give us a place to celebrate, learn, and share as we interact with customers and prospects. Here’s a sample from our #customerwins channel:

A #customerwins channel is used to celebrate, learn and share with your sales team.

A #customerwins channel is used to celebrate, learn and share with your sales team.

Conclusion

Collaboration in sales isn’t new, but we do see an increased focus on team selling across many of the top sales organizations we work with. The difference today is that sales teams are moving away from sales-only platforms such as Chatter in favor of Slack, which is usually in use company-wide.

Collaboration - It's Kind of a Big Deal: Slack makes collaboration easy for sales teams.

What kinds of Slack channels are in use in your sales organization? How does your sales team use Slack for selling? What are your favorite marketing Slack integrations?

Note: Troops is a Salesforce automation solution that works 100% within Slack. It is designed to help salespeople close more deals. Sign up for a free trial.