Clearvale Use Case: Sales Collaborative Team Selling Intranet Network

Who Works for This Company? George is the VP of Sales at Sunshine Solar, a medium sized company that sells solar panels. The Sales team follows up on leads generated by Marketing and prepares quotes and contracts. Management tracks project milestones and individual tasks.

George is the VP of Sales at Sunshine Solar, a medium sized company that sells solar panels.

The Sales team follows up on leads generated by Marketing and prepares quotes and contracts.

Management tracks project milestones and individual tasks.

What are the Sales Challenges? George and his staff find it difficult to get good sales leads, particularly in today’s economy. Challenging for sales people to find information they need when they need it. Sales people may not work as efficiently with marketing as possible, resulting in lost opportunities.

George and his staff find it difficult to get good sales leads, particularly in today’s economy.

Challenging for sales people to find information they need when they need it.

Sales people may not work as efficiently with marketing as possible, resulting in lost opportunities.

Why Clearvale Instead of Web 1.0? Web 1.0 Time to close a sale lengthy due to lack of collaboration. Training materials reside in unknown locations; inconsistent team training because of multiple tools. Seasoned sales people’s experiences are not leveraged. Avenues to ask questions of a broad audience is limited or inefficient. Marketing and Sales do not always align their goals, resulting in an inconsistent marketing message. Transparency in processes do not exist.

Web 1.0

Time to close a sale lengthy due to lack of collaboration.

Training materials reside in unknown locations; inconsistent team training because of multiple tools.

Seasoned sales people’s experiences are not leveraged.

Avenues to ask questions of a broad audience is limited or inefficient.

Marketing and Sales do not always align their goals, resulting in an inconsistent marketing message.

Transparency in processes do not exist.

Why Clearvale Instead of Web 1.0? Clearvale Collaborative tool shortens time to close a sale. Educational materials reside in a central location and exist in many forms. Informal knowledge exchange occurs between staff members more easily. Star performers share insights on blogs, forums and videos to help other staff members. Ability to post questions in a public but secure forum. Marketing and Sales goals are aligned; transparency because of Web 2.0 helps remedy any inconsistencies.

Clearvale

Collaborative tool shortens time to close a sale.

Educational materials reside in a central location and exist in many forms. Informal knowledge exchange occurs between staff members more easily.

Star performers share insights on blogs, forums and videos to help other staff members.

Ability to post questions in a public but secure forum.

Marketing and Sales goals are aligned; transparency because of Web 2.0 helps remedy any inconsistencies.

When Can Sales Implement Clearvale? With Clearvale, George goes live quickly with no technical background or training. And he does not require the assistance of his Information Technology department.

With Clearvale, George goes live quickly with no technical background or training. And he does not require the assistance of his Information Technology department.

Who Else Works for This Company? Ted the sales manager manages sales reps. Fran is a sales representative and works for Ted. She follows up on sales leads. Megan is a marketing representative. She generates sales leads and prepares marketing materials for sales representatives.

Ted the sales manager manages sales reps.

Fran is a sales representative and works for Ted. She follows up on sales leads.

Megan is a marketing representative. She generates sales leads and prepares marketing materials for sales representatives.

How Does Sales Do It? Set Up Network George goes to www.clearvale.com and sets up a Clearvale network for the sales department. He invites his team to it by uploading a single file with staff email addresses. Employees upload their own photos and set up profile pages.

Set Up Network

George goes to www.clearvale.com and sets up a Clearvale network for the sales department. He invites his team to it by uploading a single file with staff email addresses.

Employees upload their own photos and set up profile pages.

How Does Sales Do It? Create Communities George asks Ted to create a community for his sales reps. Ted creates a community called Nor Cal Sales Reps and invites sales reps. He creates a forum for sales techniques in the community. He also posts recent sales webinars.

Create Communities

George asks Ted to create a community for his sales reps.

Ted creates a community called Nor Cal Sales Reps and invites sales reps.

He creates a forum for sales techniques in the community. He also posts recent sales webinars.

How Does Sales Do It? Create Communities George asks Megan to create a community to store marketing material in a single location. She does this and makes it open so that anyone can join and access the materials. .

Create Communities

George asks Megan to create a community to store marketing material in a single location.

She does this and makes it open so that anyone can join and access the materials.

.

How Does Sales Do It? Add Content Ted creates a DocuVault in his community for: RFPs Contracts Proposals Templates He uses the Event Calendar for project milestones.

Add Content

Ted creates a DocuVault in his community for:

RFPs

Contracts

Proposals

Templates

He uses the Event Calendar for project milestones.

How Does Sales Do It? Manage Projects Ted uses TeamWork to assign tasks. He creates a plan and assigns tasks to Fran: Contact at least 100 leads Schedule at least 20 demos Close at least 5 deals totaling $100K

Manage Projects

Ted uses TeamWork to assign tasks. He creates a plan and assigns tasks to Fran:

Contact at least 100 leads

Schedule at least 20 demos

Close at least 5 deals totaling $100K

How Does Sales Do It? Collaborate Fran watches a webinar on selling the product. She gets a list of leads from Megan and contacts each potential customer. She emails marketing collateral that she finds in the Marketing Collateral community to potential customers.

Collaborate

Fran watches a webinar on selling the product.

She gets a list of leads from Megan and contacts each potential customer.

She emails marketing collateral that she finds in the Marketing Collateral community to potential customers.

How Does Sales Do It? Collaborate Fran isn’t sure how to respond to a question from a potential client. She refers to a Forum on the sales community page to find her answer. She doesn’t find an answer, so she adds the question and receives an answer from Ted.

Collaborate

Fran isn’t sure how to respond to a question from a potential client.

She refers to a Forum on the sales community page to find her answer.

She doesn’t find an answer, so she adds the question and receives an answer from Ted.

How Does Sales Do It? Collaborate The client requests a proposal from Fran. Fran downloads the proposal template from DocuVault and drafts a proposal. She saves it in DocuVault. Ted reviews and approves it. Fran sends it to her customer.

Collaborate

The client requests a proposal from Fran.

Fran downloads the proposal template from DocuVault and drafts a proposal. She saves it in DocuVault.

Ted reviews and approves it.

Fran sends it to her customer.

How Does Sales Do It? Track Goals Fran marks her task 50% complete in TeamWork because she has only gone through 50% of the leads list from marketing. The next week when she finishes contacting all leads, she marks the task 100% complete.

Track Goals

Fran marks her task 50% complete in TeamWork because she has only gone through 50% of the leads list from marketing.

The next week when she finishes contacting all leads, she marks the task 100% complete.

How Does Sales Do It? Reward Employees Ted checks his TeamWork reports and sees that Fran completed all of her tasks. He creates a bonus plan to recognize those who meet their goals. He puts a message on the Community home page recognizing her effort.

Reward Employees

Ted checks his TeamWork reports and sees that Fran completed all of her tasks.

He creates a bonus plan to recognize those who meet their goals.

He puts a message on the Community home page recognizing her effort.

Sales After Clearvale Marketing and other teams help generate sales with more efficiency. Sales people collaborate in their Clearvale community and share information, thus helping each other close deals. Sales managers track progress of various deals through TeamWork. Because Clearvale is based on Web 2.0, IT has no tasks pertaining to managing the networks.

Marketing and other teams help generate sales with more efficiency.

Sales people collaborate in their Clearvale community and share information, thus helping each other close deals.

Sales managers track progress of various deals through TeamWork.

Because Clearvale is based on Web 2.0, IT has no tasks pertaining to managing the networks.

Clearvale Advantages Provide a community for sales to collaborate on sales opportunities. Enlist other functional groups (such as Marketing and R&D) as the extended sales team. Consolidate sales tools in a single location. Track progress and recognize sales effort by using TeamWork. Manage documents by using DocuVault.

Provide a community for sales to collaborate on sales opportunities.

Enlist other functional groups (such as Marketing and R&D) as the extended sales team.

Consolidate sales tools in a single location.

Track progress and recognize sales effort by using TeamWork.

Manage documents by using DocuVault.