- Salesforce Inc. CRM has pivoted to focus on profit and its shares surged 15% last week as it declared that its efforts were working, offering ambitious projections for revenue and profit margins.
- Salesforce is slimming teams, integrating companies it has acquired and relying more on online portals and self-serve tools to bring on new customers.
- Salesforce has extra pressure from a group of activist investors, at least five of them, who expect the company to do better.
- It has had higher costs than many as it has depended on large sales teams for direct outreach to new customers, rather than the use of software tools to sign them up.
- Salesforce is now reducing the number of sales teams per account, trimming support staff and trying to expand a self-service model where new customers can sign up for software on their own.
Salesforce Strives to Make Its Sales Force More Efficient
Business-software company slims its teams and takes other steps to pump up profit margins
Tom Dotan
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