How Salesforce Drives Sales
Excellence
Cara-Lee Loganberg
EMEADirector, Sales Enablement
@Cloganberg
Rebecca Jelinski
UK M...
Agenda
1. Why Sales
Enablement?
3. Culture of
Innovation 4. Success
Methods
2. Addressing
Challenges
Who is Sales Enablement?
Why Sales Enablement?
Transformation Never Stops
Sales Process
Contextual
Collaboration
Mobile
Productivity
Social Selling
Learning
Evolution
Sales Enablement is a Cross Company Initiative
SALES
VALUES
Sales Reps
Company
Management
Align with
CEO
Priorities
Build ...
Exceeding Expectations
Perception Reality
The First 120 Days: Timeline
Day 1 Day 120
IT Setup
HR Orientation
Sales Enablement Intro
Boot Camp
Pre-Work
Week1
Week2
W...
Assuring Engagement & Adoption
Enabling Our Sales Leaders
120 Day Sales Onboarding Plan
Culture of Continuous Learning & Improvement
The Sales Cloud
certification has quickly
given me the confidence
to meet wit...
Sales Enablement Engagement
Leveraging your
extended team
Opportunities
& Activities
Pricing, Quoting
& Legal
Reports &
Da...
Delivering Measuring & Successful Onboarding
Sales Representative
Sales
Enablement
Sales
Leadership
Sales Enablement Value
Sales Productivity is truly one of our secret ingredients.
“Mobile First”
Chatter
Tailoring the App for your Business
Our SUCCESS Formula Is Who We Are
Seed and Grow
Users Sell For You
Compelling Demos
Connect The Dots
Experience Events
Sel...
Opportunity Process & Rigour
Productivity on the Road
My Team’s Top Deals
Pipeline Stock: Coverage
Pipeline Flow
Pipeline Stock: Mix
Team Territory Coverage
Account Analysis
Cl...
Why Invest In Sales Enablement
££
£
Guiding Principles
1. Work From Anywhere
2. Innovate
3. Measurement & Validation
4.Localise
5. Everything in Salesforce
1....
Thank You
SuMo for Salesforce
Questions? Find us outside
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Salesforce1 World Tour London: Salesforce on Sales Excellence

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The secret is out! Join us to learn how we define and execute sales productivity programs inside salesforce.com, and around the world. Hear about our mobile-first approach and use of the latest technology for on-boarding and training, sales processes, and communication tactics. All powered by our own Salesforce products!

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Salesforce1 World Tour London: Salesforce on Sales Excellence

  1. 1. How Salesforce Drives Sales Excellence Cara-Lee Loganberg EMEADirector, Sales Enablement @Cloganberg Rebecca Jelinski UK Manager, Sales Enablement @RebeccaJelinski
  2. 2. Agenda 1. Why Sales Enablement? 3. Culture of Innovation 4. Success Methods 2. Addressing Challenges
  3. 3. Who is Sales Enablement?
  4. 4. Why Sales Enablement?
  5. 5. Transformation Never Stops Sales Process Contextual Collaboration Mobile Productivity Social Selling Learning Evolution
  6. 6. Sales Enablement is a Cross Company Initiative SALES VALUES Sales Reps Company Management Align with CEO Priorities Build Coaching Culture & Reporting Cadence Deliver Tools & Training = Drive Adoption
  7. 7. Exceeding Expectations Perception Reality
  8. 8. The First 120 Days: Timeline Day 1 Day 120 IT Setup HR Orientation Sales Enablement Intro Boot Camp Pre-Work Week1 Week2 Week3 Week4 Weeks1-16 Sales Enablement Group Sessions & 1:1s Sales Onboarding Progress 100%
  9. 9. Assuring Engagement & Adoption
  10. 10. Enabling Our Sales Leaders
  11. 11. 120 Day Sales Onboarding Plan
  12. 12. Culture of Continuous Learning & Improvement The Sales Cloud certification has quickly given me the confidence to meet with customers after only being in role for 2 weeks. Thank you! - UK Senior Account Executive
  13. 13. Sales Enablement Engagement Leveraging your extended team Opportunities & Activities Pricing, Quoting & Legal Reports & Dashboards Social & Mobile Productivity Validation £
  14. 14. Delivering Measuring & Successful Onboarding Sales Representative Sales Enablement Sales Leadership
  15. 15. Sales Enablement Value Sales Productivity is truly one of our secret ingredients.
  16. 16. “Mobile First” Chatter Tailoring the App for your Business
  17. 17. Our SUCCESS Formula Is Who We Are Seed and Grow Users Sell For You Compelling Demos Connect The Dots Experience Events Sell High & Through Show Them The Money S U C C E S S
  18. 18. Opportunity Process & Rigour
  19. 19. Productivity on the Road
  20. 20. My Team’s Top Deals Pipeline Stock: Coverage Pipeline Flow Pipeline Stock: Mix Team Territory Coverage Account Analysis Clean your Room My Team’s Meetings My Team’s Activities AE & Manager 1:1 CFL Insight for Sales
  21. 21. Why Invest In Sales Enablement ££ £
  22. 22. Guiding Principles 1. Work From Anywhere 2. Innovate 3. Measurement & Validation 4.Localise 5. Everything in Salesforce 1. Tailor the App 2. Embed All Sales Processes 3. Deploy Mobile 4. Rollout Chatter 5. Keep Your Internal Expert Up To Date Calls To Action
  23. 23. Thank You SuMo for Salesforce Questions? Find us outside
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