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Anzbank Cvc Crmod Sales Leadership Prm 2 0 Presentation

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    • 1. Oracle Sales 2.0 Partner and Sales Force Enablement
    • 2. Oracle Sales 2.0 Collaboration Leveraging the ‘Wisdom of the Masses’ Web 2.0 Leveraging the ‘Power of the Web’ Incentive Compensation Leveraging the ‘Power of the Carrot’
    • 3. Oracle Sales 2.0 Collaboration Leveraging the ‘Wisdom of the Masses’ Web 2.0 Leveraging the ‘Power of the Web’ Incentive Compensation Leveraging the ‘Power of the Carrot’
    • 4. Relationship Challenges Trying to Organise People Hierarchically…
    • 5. Relationship Challenges …But People Work in Social Networks
    • 6. Oracle Social CRM Applications leveraging ‘the wisdom of the masses’
        • Identify what makes the salesperson the most money. Leverage that information to better stay on top of up-sell/ cross-sell opportunities.
        • Create sophisticated html email campaigns, share and track the results of their campaigns
        • Provides a shared library to facilitate finding and sharing of sales content
      Commissions Sales Campaigns Sales Library
    • 7. Oracle Sales 2.0 Collaboration Leveraging the ‘Wisdom of the Masses’ Web 2.0 Leveraging the ‘Power of the Web’ Incentive Compensation Leveraging the ‘Power of the Carrot’
    • 8. Web 2.0 Leveraging the ‘Power of the Web’
    • 9. Data Portability Mobility Mashups
    • 10. Oracle – Mobile Productivity Search Lookup Call Find an Address Share leads Contacts Check Schedule Create Appointments Update Leads Approvals Check To Dos Jot Notes Connect with Teams Follow-up Business Intelligence Alerts HR On the way to meeting After the meeting Throughout the day
    • 11. Oracle Gadgets, your data whereever
      • Oracle Applications
      • Search
      • Google Finance
      • RSS
      • AJAX
    • 12. Leveraging ‘what’s out there’
      • Contextual Mashups
    • 13. Oracle Sales 2.0 Collaboration Leveraging the ‘Wisdom of the Masses’ Web 2.0 Leveraging the ‘Power of the Web’ Incentive Compensation Leveraging the ‘Power of the Carrot’
    • 14. Best Practice Incentive Compensation Processes Drive Superior Sales Execution Focused Sales Execution Exceed Financial Goals Strong Predictability & Control Efficient Support of Business Requirements Compensation plans provide motivation and focus Reps have confidence in the accuracy and timeliness of pay Top performers gravitate to the Pay for Performance culture Direct Sales & Channels Clear understanding of pay for performance linkages Real-time control of channel strategies and compensation Deep insight into all key leading and lagging indicators Executive Mgmt Streamlined processes produce ~100% accuracy and timeliness Flexible systems support continuous improvement Consistent, accessible data support rich business analysis Finance/ Sales Ops/ Compen- sation Majority of resources focused on strategic projects (not maintenance) Open data and integration standards simplify ongoing integration, enhancements and analysis IT
    • 15. Incentive Compensation Leveraging the ‘Power of the Carrot
      • Showing Potential Commission to individual sales people in context of their daily work
    • 16. Incentive Compensation Leveraging the ‘Power of the Carrot
      • Delivering Insight to both Compensation Administrators & Line Management
    • 17. Next Steps Receive Information about Enabling Service Offerings 1. Social CRM Forum, Blog and Whitepapers http://www.oracle.com/applications/socialcrm/index.html 2. Oracle Incentive Compensation Minisite http://www.oracle.com/applications/sales/intcomp.html 3. CRM On Demand Portal http:// www.crmondemand.com B Register for Deep-Dive Workshops 1. Social CRM applications, date TBD 2. Incentive Compensation, date TBD 3. CRM On Demand Demonstration, date TBD A
    • 18.