In 2023, Salesforce generated $2.33 billion from professional services and other services alone; this reflects the high, and steadily increasing, demand for consultancy and implementation support. ​In any modern organisation, technology plays an indispensable role. Among the myriad tools available to companies, Salesforce stands out as a leading CDP according to the Gartner Magic Quadrant 2024

However, to ensure the maximum possible return on investment from Salesforce, businesses often turn to Salesforce consultants. But the question remains, what is a Salesforce consultant?

Understanding Salesforce

Salesforce is a cloud-based CRM platform designed to help businesses streamline organisational processes, manage their customer relationships, and ultimately improve profitability. They have an  unmatched suite of applications for sales, service, marketing, and more, Salesforce empower organisations with a 360-degree view of their customers. And the best part about it? The flexibility! The platform allows extensive customisation to meet specific and diverse organisational needs.

The Role of a Salesforce Consultant

So, what is a Salesforce consultant? Salesforce consultants are qualified professionals who help businesses implement, customise, and optimise Salesforce to meet their unique needs. They play a crucial role in tailoring the Salesforce platform to align with the specific requirements of the business, ensuring maximum effectiveness and a substantial return on investment. 

Key Responsibilities of a Salesforce Consultant

The responsibilities of a Salesforce consultant are diverse and integral to the successful implementation of the platform. They begin with requirement gathering and analysis, conducting detailed interviews with stakeholders to understand their needs, goals, and challenges. This information forms the basis for designing a solution that aligns with the business’s strategic objectives.

Customisation and Configuration:

  • Leverages Salesforce’s flexibility to tailor the platform to the business’s specific needs.
  • Involves configuring standard features, developing custom objects, fields, and workflows, and integrating third-party applications.
  • Creates a seamless user experience that enhances productivity and efficiency.

Implementation and Deployment:

  • Oversees the transition to the new system, including data migration, setting up user accounts, and ensuring correct system configuration.
  • Works closely with IT teams to integrate Salesforce with other business systems, ensuring a cohesive technology ecosystem.

Training and Support:

  • Provides comprehensive training to ensure users are comfortable and proficient with the new system.
  • Offers ongoing support, addressing any issues and providing guidance on best practices.

Optimisation and Enhancement:

  • Continuously monitors the system’s performance, identifying areas for improvement and making necessary enhancements.
  • Ensures the platform evolves with the business, adapting to changing needs and driving continuous improvement.

The Value of a Salesforce Consultant

Answering the question of “what is a Salesforce consultant?” is the first step towards understanding their importance for your organisation. Salesforce consultants bring a wealth of expertise and experience, offering significant value to businesses. Their deep knowledge of the Salesforce platform enables them to develop customised solutions that align with specific business needs and goals. This tailored approach ensures that the platform delivers maximum value and supports the business’s strategic objectives.

Moreover, by implementing Salesforce correctly the first time, consultants help businesses avoid costly mistakes and inefficiencies, ensuring a faster return on investment. Their guidance enhances user adoption and productivity, leading to improved processes and better business outcomes. Working with a trusted Salesforce partner means that you will get strategic guidance, ensuring that Salesforce is not just a tool but a catalyst for business success. Examples include:

  1. Identifying opportunities for growth 
  2. Streamlining operations
  3. Enhancing customer relationships. 

Types of Salesforce Consultants

Salesforce consultants can specialise in different areas, each bringing unique skills and expertise. Understanding the different types can help organisations choose the right consultant for their needs.

Implementation Consultants:

  • Focus on the technical aspects, handling the configuration, customisation, and deployment of the platform.
  • Ensure the platform aligns with the business’s technical requirements.

Functional Consultants:

  • Bridge the gap between business needs and technical solutions.
  • Translate business processes and objectives into functional requirements.

Technical Consultants:

  • Specialise in complex aspects such as coding, integrations, and advanced customisations.
  • Possess strong programming skills and in-depth knowledge of Salesforce’s technical architecture.

Business Consultants:

  • Take a strategic approach, focusing on how Salesforce can drive business growth and improve processes.
  • Often work closely with senior management and decision-makers.

Choosing the Right Salesforce Consultant

Selecting the right Salesforce consultant is crucial. Consider their experience and expertise, particularly their track record of successful Salesforce implementations. Look for certifications that validate their knowledge and skills, this can provide additional confidence in their abilities. It’s also important to ensure a cultural fit, as the consultant will work closely with your team. 

The Future of Salesforce Consulting

As technology continues to evolve, so will the role of Salesforce consultants. Integration of artificial intelligence and machine learning capabilities is transforming how businesses use the platform. Take Salesforce Sales Cloud Einstein as an example, although the technology is relatively new, it’s already proving its effectiveness in increasing sales forecasting accuracy. Learning to use new technology is not a simple task, especially at the rate technology is currently evolving at. For this reason, hiring a Salesforce consultant is your best bet. As experts in the field, a reputable Salesforce agency will ensure their consultants are always updated on the latest advancements. Hiring a qualified professional, especially when using evolving AI technologies, allows organisations to gain deeper insights and improve decision-making.

Salesforce is increasingly offering industry-specific solutions, tailored to the needs of different sectors. Consultants will need to specialise in these solutions, providing expertise in areas such as healthcare, finance, and retail. The shift towards remote and hybrid work models is also driving the need for cloud-based solutions like Salesforce, and consultants will play a key role in helping businesses adapt to these new ways of working. 

Growing concerns around data privacy and security mean that consultants will need to ensure that Salesforce implementations comply with regulations and best practices. Continuous learning and adaptation are essential for effective data privacy management. As the Salesforce ecosystem is constantly evolving, with new features and updates being released regularly.

Unify’s Salesforce Consultancy Services

We’re here to do more than answer the question of ‘what is a Salesforce consultant?’ As a trusted Salesforce partner, Unify offers expert Salesforce consultancy services. We use a hands-on approach to ensure seamless integration and provide ongoing support, driving tangible business outcomes and ensuring long-term success. Our comprehensive suite of services includes:


We provide strategic consultations to help businesses navigate the intricate world of data. Our consultancy services include advising on CRM strategy development, data journey mapping, and AI integration guidance.


Our expertise extends into blending CRM and data services, delivering intelligent and reliable systems. We specialise in building bespoke CRM solutions, intricate data analytics frameworks, and precise customer data integration.


Our fixed-price accelerators, such as the Salesforce Sitecore Accelerator, are designed to swiftly move businesses forward. These programmes accelerate the deployment and integration of Salesforce products, helping businesses quickly realise their benefits. 

Salesforce for Your Organisation

Nobody knows your organisation better than you do, and investing in new systems and services takes a lot of consideration. We’re Unify, a global Salesforce Agency, that works closely with ambitious, customer-centric organisations worldwide. We offer expert advice to drive digital transformation, optimise customer experiences, and achieve operational excellence.

For a detailed consultation and to learn how Salesforce can benefit your organisation, contact Unify Data & Analytics today.

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