Salesforce.com is a cloud-based CRM solution that allows users to track accounts, share updates and files through a social media-like platform called Chatter, and log sales and store visits. It improves communication across a company by linking employees and allowing instant feedback. Salesforce's features like tracking progress against quotas can increase motivation. Both the Sales Cloud for logging deals and accounts and Chatter for collaboration received positive feedback from users surveyed for their practicality and ease of use.

1. SALESFORCE.COM
Kevin Swearingen
Ft. Lauderdale PSG Intern
Summer 2013

2. • Introduction To Salesforce.com
• CRM description
• Company background
• Why Salesforce For PSG
• Project Focus Areas
• The Chatter
• The Sales Cloud CRM
• A Closer Look Into The Chatter
• Explain tabs and features
• TM testimonials
• Practical uses
• The Sales Cloud CRM
• Explain screens and features
• Practical Uses
• Questions
2

3. • Customer Relationship Management (CRM) Solution
Provider – Cloud Based
• Founded in 1999
• Based in San Francisco
• Ranked by Forbes as “America’s Most Innovative Company”
• Partnered with Oracle on June 27th, 2013….increasing
customer success and integration within Salesforce apps
3

4. • Allows easier communication
• Reduces email inbox clutter
• Improves motivation through
• Live sales results
• Recognition potential
• Other TMs incremental successes
• Provides easy medium for recognition
• New TMs receive easier transition with CRM notes
• Current TMs are able to track store notes/incremental sales
with a click of a button
4

5. The Sales Cloud
• Cloud based CRM
• Accessible on mobile
devices
• Allows you to do the
following:
• Create client accounts
• Create/View store notes on
any past or present store call
• Log/view current and past
incremental sales in specific
accounts
• Track your sales compared to
other reps
The Chatter
• Social enterprise application
• Accessible on mobile
devices
• Allows you to do the
following:
• Connect with other TMs in live
time
• Share updates pictures, files,
polls instantly
• Recognize and share
accomplishments among
followers and groups
5

6.  Create and view live
updates
 Similar to Facebook’s
“newsfeed”
 Able to see updates in PSG
nationwide
 Have the ability to do the
following:
• “Like” posts
• Comment on posts
• Share other posts within
your groups or to your
followers
6

7. Post updates Share Posts
7

8.  See posts that are
directed at you
 Access to your profile
 See recognition from
higher-ups
8

9.  View files shared with
you
 Access any files that you
have shared with others
 Valuable for:
• Sharing negotiation wins
• Sharing other
presentations
• Uploading pictures of
displays
9

10.  View and join private and
public groups
 Access private group “Live
Feed”
 Share content exclusively
within your group
 Valuable for
• Communication between TMs
and TLs on the same team
• Interns sharing successes
• TLs recognizing high
performing TMs
• Peer Pods
10

11.  Lookup and “follow”
other employees within
PSG
 View profiles that are
complete with contact
info
 One touch email/call
option to quickly get in
touch with anyone
11

12. 1. Share files, photos, updates, polls, and more
• Negotiation wins
• Incremental Displays
• Retail updates
2. Link PSG employees across the country in live time
• Provide instant feedback for TMs, TLs, Ams, and account teams
3. Provide visual aids to assist in incremental sales
• Show pictures of displays from other TMs from the Feed
4. Give TLs a medium to recognize high performers
• By sharing updates, pictures, and files with their groups/followers
12

13. • All TMs in survey rated the app a 4 out of 5 in terms of practicality
No connection Poor Average Good Excellent
“Would be a 5 if everyone could use on a smartphone”
-Katie Welch
“Would be a 5 if you could post multiple pictures”
-Marissa Culp
• All TMs in survey rate the app a 5 out of 5 in terms of being user
friendly
No connection Poor Average Good Excellent
13
1 2 3 4 5
1 2 3 4 5

14.  Create accounts for
specific stores
 View and edit account
activity
 Logged sales calls
 Notes on calls
 Sales within account
 View details of the
account
• Names of managers
• Address
• Phone number
14

15. 15
Overview of
every sale
made in
account
Overview of
all store
visits
Names of
managers
within
account

16.  View specific updates and
notes from each store visit
 Keep track of when store
calls took place
 Access to Chatter to post
updates about visit
 Keep track of who you
talked to and what you
talked about
 Create follow up
appointments
• Next convenient store visit
• Upcoming store event
16

17. 17
Select an
opportunity

18.  View specific
incremental sales that
include:
• What products were
sold
• How many units
• Who you dealt with
during the sale
• Dollar value
 Post updates to
Chatter about the sale
18

19. 19
Who was
dealt with in
sale
What
exactly was
sold

20.  Customizable way to
track sales progress
• Customize which
metrics you want to
track
 See how you stack up
against other TMs live
• Increased motivation
 View progress in
variety of metrics
• Sales volumes
• Call volume
• Actual volume : Quota
20

21. 21
Track which
products are hot
sellers for
incrementals
Track progress
against other
reps
Breakdown
sales by
team

22. 1. Keep track of your book of business by
• Creating accounts
• Entering/viewing store visit notes
• Entering/viewing incremental sales notes
2. Provide a steady system for new TMs
• Have existing info about accounts already typed out
• Shortens any transition time for new TM to acclimate to new
relationships
22

23. PSG should consider adapting Salesforce.com as its
standard CRM solution for improving the overall
productivity, effectiveness, and communication across
the PSG sales network.
23

24. 24

25. Appendix
25