0
Drive Sales Performance
with Work.com
Seema Kumar
Senior Director, Product Marketing
@seemakumar
Drive Sales Performance
with Work.com
Seema Kumar
Senior Director, Product Marketing
@seemakumar
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contai...
Become a Customer Company
Connect to the Internet of Customers
Connected
Customers
Connected
PartnersConnected
Employees
C...
People leave due to
poor relationship with
their manager
70%
Source: Objective Management Group Inc.
10% Of managers spend
enough time
motivating
Source: Objective Management Group Inc.
15%Of managers spend
enough time
coaching
Source: Objective Management Group Inc.
5%Of managers spend
enough time driving
accountability
How is this impacting
sales organizations?
Sales Reps Struggle to Meet Targets
Missed
Revenue
Targets
Variable
Win Rates
High
turnover
Unclear
Expectations
Sources: ...
do not make
quota2/3
40%leave in the
first 12 months
Sources: The TAS Group, Objective Management Group Inc.
The average cost of losing a single core sales
representative today is $1 million in lost
opportunity, productivity, and r...
Sales Force Automation: The Foundation for Improvement
More time selling
Faster approvals
Consistent processes
Sales Performance Enables Success by Focusing on People
More time selling
Faster approvals
Consistent processes
Ramp new r...
+
Ramp New Reps
Increase Quota Attainment
Reward & Retain
Introducing Work.com Native in Salesforce
Ramp New Reps to be Productive Faster
Set meaningful goals
30 / 60 / 90 day plays
Consistent ramp processes
Coach to Increase Quota Attainment
Be prepared for 1:1s
All relevant info in one place
Collaborative Coaching
Link goals t...
Engage, Reward and Retain
Build Reputation
Share Winning Tactics
Engage the Extended Team
Demonstration
Anam Hussain
Head of Commercial and Data
Portfolio Technology
Steve Bottomley
Business Services Director
Drive Sales Performance with Work.com
Ramp New Reps to Productivity Faster
Increase Quota Attainment
Engage, reward, retain
Salesforce1 World Tour London: Drive sales performance with Work.com
Salesforce1 World Tour London: Drive sales performance with Work.com
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Salesforce1 World Tour London: Drive sales performance with Work.com

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Work.com is revolutionizing the way sales organizations drive performance. Take a tour of Work.com built entirely on the Salesforce platform. We?ll talk about how to use Work.com to drive the performance of your sales teams.

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Transcript of "Salesforce1 World Tour London: Drive sales performance with Work.com"

  1. 1. Drive Sales Performance with Work.com Seema Kumar Senior Director, Product Marketing @seemakumar
  2. 2. Drive Sales Performance with Work.com Seema Kumar Senior Director, Product Marketing @seemakumar
  3. 3. Safe Harbor Safe 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 such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical 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 future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing 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 not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  4. 4. Become a Customer Company Connect to the Internet of Customers Connected Customers Connected PartnersConnected Employees Connected Devices Connected Products
  5. 5. People leave due to poor relationship with their manager 70% Source: Objective Management Group Inc.
  6. 6. 10% Of managers spend enough time motivating Source: Objective Management Group Inc.
  7. 7. 15%Of managers spend enough time coaching Source: Objective Management Group Inc.
  8. 8. 5%Of managers spend enough time driving accountability
  9. 9. How is this impacting sales organizations?
  10. 10. Sales Reps Struggle to Meet Targets Missed Revenue Targets Variable Win Rates High turnover Unclear Expectations Sources: The TAS Group, Objective Management Group Inc. Missed Revenue Targets
  11. 11. do not make quota2/3 40%leave in the first 12 months Sources: The TAS Group, Objective Management Group Inc.
  12. 12. The average cost of losing a single core sales representative today is $1 million in lost opportunity, productivity, and replacement expenses. On-boarding takes 6-12 months to full productivity. Source: Walter Rogers “Pathways to Growth”
  13. 13. Sales Force Automation: The Foundation for Improvement More time selling Faster approvals Consistent processes
  14. 14. Sales Performance Enables Success by Focusing on People More time selling Faster approvals Consistent processes Ramp new reps faster Increase quota attainment Engage, reward, retain
  15. 15. + Ramp New Reps Increase Quota Attainment Reward & Retain Introducing Work.com Native in Salesforce
  16. 16. Ramp New Reps to be Productive Faster Set meaningful goals 30 / 60 / 90 day plays Consistent ramp processes
  17. 17. Coach to Increase Quota Attainment Be prepared for 1:1s All relevant info in one place Collaborative Coaching Link goals to data
  18. 18. Engage, Reward and Retain Build Reputation Share Winning Tactics Engage the Extended Team
  19. 19. Demonstration
  20. 20. Anam Hussain Head of Commercial and Data Portfolio Technology Steve Bottomley Business Services Director
  21. 21. Drive Sales Performance with Work.com Ramp New Reps to Productivity Faster Increase Quota Attainment Engage, reward, retain
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