How Salesforce drives Sales Excellence

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How Salesforce drives Sales Excellence

  1. 1. How Salesforce drives Sales Excellence Wolfgang Kiene / DACH & NORTH EMEA Sales Enablement Manager
  2. 2. 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.
  3. 3. Agenda • What is Sales Enablement? • Day 1-120 / Transforming Onboarding at Salesforce • Day 120+ / Ensuring our “customers”, the New Hires are learning scalable • Tools that drive Productivity for our Sales teams • Calls to Action (Q&A)
  4. 4. Who are Sales Enablement?
  5. 5. 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
  6. 6. Agenda • What is Sales Enablement? • Day 1-120 / Transforming Onboarding at Salesforce • Day 120+ / Ensuring our “customers”, the New Hires are learning scalable • Tools that drive Productivity for our Sales teams • Calls to Action
  7. 7. The First 120 Days: Timeline Day 1 Day 120 • IT Setup • HR Orientation • Sales Enablement - Intro • Boot Camp / Pre-Work Week1 Week1-4 Week2-3 Week4-5 Week7+ Sales Enablement Group Sessions & 1:1s Account Executive On-boarding Progress • US / SF • EMEA / local • Pre Boot Camp Certifications
  8. 8. Measuring Onboarding Progress
  9. 9. Why We Use Chatter / Collaboration • we follow Topics • Productive Faster • Real - Time • Save - Time • Contextual • Speed To Answers • Many - 2 - Many • Searchable “Archive”
  10. 10. Add On Resources: closed / open Chatter Groups
  11. 11. All available on our SF1 Platform
  12. 12. Onboarding Plans for Account Executives / workflow driven
  13. 13. Agenda • What is Sales Productivity? • Day 1-120 / Transforming Onboarding at Salesforce • Day 120+ / Ensuring our Customers the New Hires are learning scalable • Tools that drive Productivity for our Sales teams • Calls to Action
  14. 14. Badging Process “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
  15. 15. Badge Scoring Coaching & Global Alignment Candidate´s feedback
  16. 16. Badging Report & Badging Feedback 100% Transparency Accountability Coaching Opportunity Management Reporting & Dashboards
  17. 17. Agenda • What is Sales Productivity? • Day 1-120 / Transforming Onboarding at Salesforce • Day 120+ / Ensuring our “customers”, the New Hires are learning scalable • Tools that drive Productivity for our Sales teams • Calls to Action
  18. 18. Sales Enablement Engagement Leveraging your extended team Opportunities & Activities Pricing, Quoting & Legal Reports & Dashboards Social & Mobile Productivity Validation €
  19. 19. Dashboard Library Crowd-sourced Every manager & Sales Person is trained Used for coaching Reporting/Dashboard Kit Created for Managers Revenue Performance Pipeline Forecasting Activity
  20. 20. Salesforce1 App for Sales Today & Productivity Tools Get a view of your schedule for the day. View meeting attendees & dial directly into meetings CRM Data & Analytics Access all the CRM records, custom objects, and dashboards that you’d have access to on your desktop Custom Actions & Apps Use Publisher actions to move business forward while you’re away from your desk
  21. 21. Our SUCCESS Formula Is Who We Are Seed and Grow / Cloud business Users Sell For You / SFDC References Compelling Demos / Amazing tool / flexible to show Connect The Dots / High level contacts Experience Events / like today S1 WT Sell High & Through / more than CRM Show Them The Money / TCO examples S U C C E S S
  22. 22. Opportunity Process & Rigour
  23. 23. Opportunity Process & Rigour
  24. 24. Productivity on the Road
  25. 25. Why We Invest In Sales Enablement £€ €
  26. 26. Guiding Principles 1. Work From Anywhere 2. Innovate 3. Measurement & Validation 4.Localise 5. Everything in Salesforce 1. Tailor the App / what´s not in – don´t exists 2. Embed All Sales Processes and measure 3. Deploy Mobile / work anywhere 4. Rollout Chatter / crowd source everything 5. Keep Your Internal Expert Up To Date Calls To Action for YOU
  27. 27. THANK YOU Your opinion is important to us: Please fill out the questionnaire at the registration desk before you go and receive a free T-Shirt.

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