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Oracle Fusion CRM Sales Leader
 

Oracle Fusion CRM Sales Leader

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    Oracle Fusion CRM Sales Leader Oracle Fusion CRM Sales Leader Presentation Transcript

    • 14th February 2013 Oracle Fusion CRM for Sales Leaders Sergio Martini Master Principal Sales Consultant - CRM1 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Safe Harbor Statement The preceding is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.2 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Webcast Overview• Recap Oracle Fusion CRM• How Fusion CRM Drives Sales Success• Demo• Q&A 3 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Recap Oracle Fusion CRM4 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Oracle Fusion Applications The New Standard for BusinessFusion CRM is part of a full suite ofbusiness applications designed from the ground up to be complete, open and integrated. 5 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Oracle Fusion CRM The New Standard for CRM Fusion CRMcombines extensivecustomer input withmodern technologyto uniquely address today’s business requirements.6 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Initial Focus is Integrated Sales and Marketing User Interfaces Web Mobile Desktop Create better Key Functional Areas sales plans, generate more Sales Salesquality leads and Sales Prediction Prospecting Sales Planning achieve higher win rates to Marketing Channel Management Customer Data Social Collaboration Management increase sales Extensibility Framework performance. Application Page Process Reports Composer Composer Composer Composer 7 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Fusion Sales Planning Improve Sales Results through Integrated Sales Planning Sales Territory Quota Incentive Forecasting Predictor Management Management CompensationPredict Market Design & Align Set & Vet Incent Sales Manage Potential Territories Quotas Behavior Forecasting Effectively align the salesforce to achieve performance objectives Empower Sales VPs, Sales Managers, Compensation and Finance organizations with visibility and insight to take corrective action 8 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • The Benefit to Your Organization Increased Revenue Without More Resources x = Existing Better Sales Increased Resources Performance Revenue9 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • How Fusion CRM Drives Sales Success10 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Sales Challenges What Keeps Sales Executives Up at Night?11 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • The Answers We’ve Heard 41 % of reps missed quota 81 % missed forecast in last 12 months 89 % reps aren’t getting enough coaching 85/29 % leads considered qualified – marketing vs sales <24 months is average tenure of a VP of Sales12 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Sources: CSO Insights; Corporate Visions Inc.; SIRIUS Decisions; Thomson Reuters
    • Does This Sound Familiar? $ “I’ll Make My Quota!” “I’ll Make My Quota!” “Oops, I’m Short “ M1 M2 M313 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • What Causes This Issue “It’s not just knowing there’s a problem. I also must understand root causes and quickly understand what the impact of taking different actions would be.” “Our reps need a lot of guidance, but my managers and I don’t have the time to coach every individual performer.” “We need more qualified leads and we must enable our reps to generate them.” “We have to better align our territories, quotas and compensation to drive desired behaviors and improved performance.”14 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Solve These Problems and See Better Results $ M1 M2 M315 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Gain Instant Visibility with Fusion CRM• Sales Dashboards – View all your key information in one place• Contextual Analytics – View relevant information as needed in task• Real Time Forecasting – Always have the latest numbers• Mobile Analytics – Always have the information at your fingertips16 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Deliver Pervasive Coaching with Fusion CRM• Sales Process Coach – Guide reps on next steps to take in sales cycle• Sales Recommendations – Recommend the best collateral and references• Social Collaboration – Leverage and share knowledge within the team• Activity Streams – Monitor activity and engage when needed17 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Maximize Sales Pipeline with Fusion CRM• Customer 360 – Recommend next product to sell to a customer• Sales Prediction – Identify top opportunities based on past success• Lead Management – Align with marketing to drive high quality leads• Sales Campaigns – Make it easier for reps to prospect on their own18 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Drive Team Alignment with Fusion CRM• Forecasting• Territory Planning – Maximize sales coverage with optimal territories• Quota Setting – Set achievable goals based on real opportunity• Compensation Plans – Drive desired behavior with the right incentives• Performance Management – Monitor and manage behavior to achieve goals19 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Unified Sales and Marketing to Drive More Revenue• Customer Data Quality – Leverage one trusted source of truth• Multi-Stage Campaigns – Engage prospects across multiple channels• Sales Campaigns – Empower sales reps with prospecting tools• Lead Management – Accelerate lead distribution and follow-up20 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Insight to Know Where To Invest• Marketing Dashboards – Gain visibility across marketing and sales• Sales Prediction – Identify whitespace and cross-sell opportunities• Customer Center – Provide real-time customer insight• Segmentation – Drive highly targeted campaigns21 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Nurturing to Increase Lead Conversion• Lead Assessment – Ensure leads have highest quality information• Lead Scoring – Prioritize the hottest leads with lead scoring• Lead Nurturing Campaigns – Prevent stale leads with automated nurture campaigns• Lead Tracking – Know what is happening to the leads you give Sales22 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Collaboration to Do More with Less• Social Collaboration – Execute faster with built-in collaboration tools• Communication Governance – Control frequency and increase response rates• Reusable Best Practice Templates – Reduce time to build campaigns and content• Response Management – Automate time consuming manual processes23 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Never Lose Sleep with Fusion CRM Sales 1. Know you have visibility into the forecast 2. Know your sales reps have proper coaching 3. Know there is a strong pipeline of opportunities 4. Know your resources are aligned for total success24 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Demo25 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • Question and AnswerReminder:Fusion CRM: Incentive CompensationWebcast - 14 March 2013 26 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • 28 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
    • 29 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.