How Salesforce Trains Sales Reps
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How Salesforce Trains Sales Reps

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On April 25th, 2013, Salesforce Work.com hosted a webinar featuring Nicole DiViito from Salesforce.com's Global Onboarding and Sales Productivity Team. Here is the powerpoint presented. A replay of ...

On April 25th, 2013, Salesforce Work.com hosted a webinar featuring Nicole DiViito from Salesforce.com's Global Onboarding and Sales Productivity Team. Here is the powerpoint presented. A replay of the session can be found here:
http://work.com/blog/2013/04/webcast-replay-inside-salesforce-coms-winning-sales-culture/

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  • So the question is – how do you consistently enable outstanding sales performance and make every rep an A player?
  • Nick: As with all of our webcasts, we want to make sure that this session is interactive and that we hear from you. You can post your questions to the social stream or include the #SalesChampshashtag on twitter. We’ll do our best to answer everyone’s questions during the Q+A session at the end.If you want to address one of our presenters, go ahead and @mention them on twitter. During the presentation, you can find the speaker handles by clicking on the photos down below.
  • Before I begin, I want to mention that SFDC is a publicly traded software company listed on the NYSE under the ticker symbol of CRM.  This is our safe harbor statement which you can find on our website.  
  • We found that our top customers see 50% increase in sales productivity. So we asked, “what is it that those sales teams are doing differently?” We found they are getting sales reps productive faster, have more reps making quota and are keeping teams motivated throughout the month. The difference is sales performance management.
  • Gartner defines it as the way sales organizations motivate, perform and guide their sales teams to lead growth. Put very simply, this is about systematic sales coaching.
  •  If Sales Performance Management is so important, then why don’t all sales teams do it? Historically, companies have had a hard time, because sales managers today don’t have the right tools and processes in place to help coach, motivate, and drive accountability in their teams.
  • (The following 12 slides are meant to be an outline of ALL of the capabilities of Work.com. If you’ve already delivered the previous slide, no need to dig deep)Let’s take a look at how companies can use Work.com to address the core challenges of enabling sales performance behavior, starting with consistent, systematic coaching.
  • The good news is organizations that have figured this out, have dramatically better results than their peers. Work.com and Sales Cloud allow managers to: Coach consistently with meaningful 1:1 notes and clear goal setting.Amplify winning behaviors in real time to capture sales expertise and reward the extended team.And Drive performance with regular feedback from peers, leaders and customers.  When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.
  • The good news is organizations that have figured this out, have dramatically better results than their peers. Work.com and Sales Cloud allow managers to: Coach consistently with meaningful 1:1 notes and clear goal setting.Amplify winning behaviors in real time to capture sales expertise and reward the extended team.And Drive performance with regular feedback from peers, leaders and customers.  When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.

How Salesforce Trains Sales Reps How Salesforce Trains Sales Reps Presentation Transcript

  • Inside Salesforce’s Winning SalesCultureNick SteinSalesforce Work.comNicole DiVitoSalesforceTom VepraskasSalesforce Work.com/workdotcom@workdotcom
  • Today’s SpeakersNicole DiVitoDirector, Global OnboardingSalesforceTom VepraskasWork.com SpecialistSalesforce Work.comNick SteinSenior Dir. Marketing & CommunicationsSalesforce Work.com
  • Housekeeping Notes#SalesPerformance@workdotcom #SalesPerformance
  • Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materiallyfrom the results expressed or implied by the forward-looking statements we make. All statements other than statements ofhistorical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth,earnings, revenues, or other financial items and any statements regarding strategies or plans of management for futureoperations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments andcustomer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and deliveringnew functionality for our service, new products and services, our new business model, our past operating losses, possiblefluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our securitymeasures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, theimmature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate ouremployees and manage our growth, new releases of our service and successful customer deployment, our limited historyreselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potentialfactors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the mostrecent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and otherscontaining important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make the purchasedecisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend toupdate these forward-looking statements.
  • Our Agenda TodaySalesforce Work.com OverviewSalesforce Onboarding & Sales Productivity Case StudySalesforce Work.com DemoQ & A
  • Boost Sales Performance withWork.com and Sales CloudNick SteinSenior Director, Communications and MarketingSalesforce Work.com
  • What’s Different About the Highest Performers?+32%Improvementin SalesProductivity+50%Improvementin SalesProductivityLegacy CRM Highest PerformingCustomers?Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party,MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.
  • Source: Gartner, “Sales Performance Management Criteria.” June, 2012The Difference is Sales Performance Behaviors“Sales Performance Management(SPM)…improves the sales organization byproviding guidance, motivation,information, and assistance to salesteams, ultimately leading to lasting gains.”
  • Only 15% of managers spend enough timecoachingDifficult to Enable SPM BehaviorsOnly 10% of managers spend enough timemotivatingOnly 5% of managers spend enough timedriving accountabilitySource: Objective Management Group Inc.
  • +World’s Best Sales PerformanceManagement SolutionEnable Consistent, Outstanding Sales ResultsSocialGoals Coaching Rewards CalibrationThanks PerformanceSummaries
  • CoachConsistentlyAmplify WinningBehaviorsDrivePerformance
  • Meaningful coaching notesLow-friction feedbackClear goal-settingReal-time recognitionCaptured sales expertiseRewards for extendedteamCoachConsistentlyAmplify WinningBehaviorsOngoing feedbackCustomer evaluationsVisibility into top talentDrivePerformanceSPM Made EasyMore RepsAchieve Quota+30%Sales Pipeline+26%Sources: Sales Executive Council; Robbins Research; Baker Communications Inc.Decrease in time toonboard new reps35%
  • Accelerated Sales Onboardingwith Salesforce Work.comNicole DiVitoDirector, Global OnboardingSalesforce
  • Salesforce is the #1 in Cloud ComputingOffices in 60 Cities, nearly 90 Buildings, and in 23 CountriesGrowing 30% Year Over Year2,500+ New Salesforce.com Hires in 2012Onboarding is a Strategic Initiative for SFDC Leaders
  • How Do You Consistently Onboard andScale Outstanding Sales Performance?
  • PREWORKBOOTCAMPPOST-BCOngoing LearningOn-the-Job ExperienceBadges &CertificationSalesforceCultureSalesCloudObjectionHandlingROI DeepDiveHands-OnTrainingCulture Product Competitive SalesExecutionDo My Job(AppTraining)Prework BadgeBootCamp BadgeValue Selling BadgeOur Onboarding Experience: The First 30 Days
  • Create a Winning Culture with Public Recognition
  • Amplify Winning Sales Behaviors with Badges
  • Real-Time Recognition Across the Company
  • All New Sales Reps Must Get Certified in 30 DaysPath from Achievements to Sales CertificationSalesforceBasicsBoot Camp SalesMethodologyValueSellingSales ManagerSalesCloudServiceCloudCompetitivePlatformMarketingCloudSales SkillsCorporatePitch Work.comProductsSkills
  • Key to Certification: 1:1 Coaching and Feedback30 minuteFirst Call DeckPresentation15 minuteStandardDemo15 minuteFeedbackFrom Coach
  • New Rep Progress is Measured in Dashboards
  • 100% Transparency forSales ManagersReal-Time Feedback andPublic BadgingCoachConsistentlyAmplify WinningBehaviorsEvery Sales Rep isHeld AccountableDrivePerformanceEnable Consistent & Scalable Sales Results+
  • DemonstrationTom VepraskasWork.com SpecialistSalesforce Work.com
  • Sales Leadership Webinar Featuring Tony RobbinsMay 15 @ 11am PDTRegister Today: http://bit.ly/12JHQDn