Here is a helpful glossary of sales terminology you may hear when discussing Salesforce sales.

Salesforce Sales Acronyms

AcronymMeaningDefintion
BANTBudget, Authority, Need, TimeA framework that helps sales reps judge how qualified a lead is/their propensity to purchase (how likely they are to purchase). From there, sales reps can focus their attention on the most promising prospects.  This is more closely related to sales qualified leads than marketing qualified leads.
CQCalendar QuarterA period of three months that is used by organizations in order to calculate their budgets, profits, losses, and sales quotas. The calendar quarters start in January/April/July/October, whereas the fiscal quarters can start at any month (according to the organization), for example, Salesforce themselves start their fiscal year in February, which means their second fiscal quarter starts in May. Salesforce Admins and users will come across this when filtering date fields in the Salesforce report builder.
CYCalendar YearA period of twelve months that is used by organizations in order to calculate their budgets, profits, losses, and sales quotas. The calendar year starts in January, whereas the fiscal year can start at any month (according to the organization).
ECCEinstein Call CoachingEinstein Call Coaching gives users insights and trends from sales calls – taking the rich fabric of a conversation and splicing it into key moments. ECC is ‘product within a product’ of High Velocity Sales (HVS).
ECIEinstein Conversation InsightsGives users insights and trends from sales calls – taking the rich fabric of a conversation and splicing it into key moments. Never before have sales managers and reps been able to analyze their conversations like this – at scale and at speed – which would be impossible without the help of AI. (Formerly known as Einstein Call Coaching).
EEIEinstein Email InsightsEinstein will surface contextual sales information while writing emails, so you ultimately send the best response, at the best time.
Available with Sales Cloud Einstein, Inbox, High Velocity Sales, or Revenue Intelligence, which come at an additional cost. It’s available (at an extra cost) for Salesforce Enterprise, Performance, and Unlimited editions.
FQFiscal QuarterA period of three months that is used by organizations in order to calculate their budgets, profits, losses, and sales quotas. Salesforce Admins and users will come across this when filtering date fields in the Salesforce report builder.
FYFiscal Year“A period of twelve months, used by organizations in order to calculate their budgets, profits, and losses.” (and sales quotas)(source).
Salesforce Admins and users will come across this when filtering date fields in the Salesforce report builder.
HVSHigh-velocity SalesHigh-velocity Sales was developed for inside sales/sales development teams that process a high-volume of activities, especially calls. Now called Sales Engagement, the product includes: Sales Cadences, Work Queue, Einstein Lead Score, Salesforce Inbox, Call Scripts and Einstein Call Coaching.
YOYYear-on-yearComparing the performance in one period of time with the same time period the previous year. For example, comparing January 2022 to January 2021 to see if trends have increased or decreased.
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