Job listings often focus on technical qualifications and role responsibilities, but they rarely highlight so-called soft skills—the personal attributes and behaviors that help you in the workplace. Unlike hard skills, which are more technical and job-specific, soft skills shape how you communicate, collaborate, and problem-solve.
In Salesforce consulting, technical expertise alone isn’t enough. Success can depend on soft skills like understanding client needs, effective collaboration, and the ability to uncover critical insights during the Discovery phase of a project. These skills, often associated with business analysts, are essential for every team member—not just those with the title.
By adopting a business analyst mindset, Salesforce consultants can actively listen, ask the right questions, and gather critical information to deliver exceptional results. Here are three reasons why business analyst skills are indispensable for every Salesforce consultant.
1. Value of active listening
During the Discovery phase, it’s not enough to simply hear what the client is saying; consultants must engage fully, ask clarifying questions, and read between the lines. The approach ensures that the team captures what the client explicitly states and the underlying needs and pain points. Active listening fosters trust and ensures clients feel heard, which is critical for building strong relationships and delivering tailored solutions.
2. Benefit of multiple perspectives
The collective intelligence of your Salesforce team improves when you have various perspectives from every member. The approach enriches the Discovery process by capturing nuances and details that might otherwise go unnoticed. A developer might observe technical implications, while a functional consultant may focus on business processes, ensuring a well-rounded understanding of the client’s needs and leading to more robust solutions.
3. Collaboration on a budget
Budget constraints often limit attendance at Discovery sessions, making strong business analyst skills essential for Salesforce consultants. Team member attendees should actively participate and share detailed notes with absent colleagues, enabling follow-up questions and identifying gaps. The tactic ensures that Discovery findings are thorough and well-documented while keeping project costs in check, upholding project quality, and maintaining the value of team-wide input.
Why everyone needs to play the role of a business analyst
Being a business analyst is less about a specific job title and more about a mindset that every team member should embrace. Salesforce consultants, architects, and developers alike must step into this role at various points in a project. Whether it’s during Discovery calls, workshops, or client meetings, team members bring unique perspectives that contribute to a comprehensive understanding of a project.
In today’s fast-paced Salesforce consulting world, the ability to think and act like a business analyst is not just a bonus—it’s a necessity. Salesforce consultants who actively embrace these skills set themselves apart as true partners in their clients’ success.
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Sr. Delivery Manager, Delivery Center of Excellence (COE)
Jennifer Pandisco is the Senior Delivery Manager at Palladin Technologies, bringing over 21 years of experience in the Telecom industry and 12 years in Information Technology. With 6 years of specialized expertise in Salesforce CPQ and Vlocity, Jennifer excels in delivering top-tier solutions for complex client needs. Her strong professional skills in Change Management, System Architecture, and Sales and Service Reporting ensure that projects are executed seamlessly and effectively. Jennifer is known for her ability to seek out new challenges and apply her analytical expertise to solve problems efficiently. Her dedication to finding innovative solutions and her comprehensive understanding of both telecom and IT landscapes make her an invaluable asset to any team. Passionate about continuous improvement, Jennifer’s leadership and strategic insights drive successful outcomes for Palladin Technologies and its clients.
