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Coach Sales to Win Faster - Sales Performance Management

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Watch this webinar to learn the fastest way to start sales coaching, lift quota attainment and improve visibility into sales performance.

In the era of the complex B2B sale, every major sale involves multiple decision makers, elongated selling cycles, and ever-more informed customers. This presents sales reps with a golden opportunity to be a trusted, respected, and valuable advisor to the buyer through a labyrinthine buying cycle. But for this companies have to know how their sales reps are performing and coach them to put their best foot forward.

CallidusCloud offers you the quickest way to adopt coaching. We are excited to show you our most recently launched, Sales Performance Manager (SPM) QuickStart Package that can help you hit the ground running so you can transform your B players into A players.

The SPM QuickStart Package by CallidusCloud packs in the most-demanded starter features and can be implemented in a matter of two weeks. The SPM QuickStart Package streamlines coaching to make it easy and effective, delivering performance visibility and transparency across the sales organization with up-to-date dashboards, reporting, and analytics.

Attend this webinar to learn:
- The value of coaching and why you should care about it
- What is the quickest way to deploy coaching in your organization?
- Key benefits to sales leaders, managers, and sales reps
- The value of rich performance data
- Get a live walkthrough of the SPM QuickStart Package

Published in: Sales
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Coach Sales to Win Faster - Sales Performance Management

  1. 1. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Coach Sales to Win Faster Introducing the Sales Performance Manager (SPM) QuickStart Package
  2. 2. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Introductions Poornima Mohandas Product Marketing Manager, CallidusCloud pomohand@calliduscloud.com Roy Bongers Senior Solutions Manager, CallidusCloud rbongers@calliduscloud.com
  3. 3. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Safe Harbor This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the results of CallidusCloud could differ materially from the results expressed or implied by the forward-looking statements made. All statements other than statements of historical fact could be deemed forward-looking statements, including any projections of product or service availability; any statements concerning new, planned, or upgraded services or developments.
  4. 4. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Agenda Market challenges Positioning Use cases Key features and benefits Customers
  5. 5. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential The days of generic selling are over How prepared is your sales force for the complex B2B sale?
  6. 6. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Do you know if your sales organization is ready Many companies have: Poor visibility of how sales reps are performing No uniform performance metrics, KPIs or data Little idea of how to coach
  7. 7. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Many sales people are not performing at the optimal level 74%of executive buyers say: “Don't call us…” after an initial meeting with sales
  8. 8. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Sales coaching can deliver astounding results The No.1 way to improve rep productivity is sales coaching Coaching can deliver sales increases of up to19%
  9. 9. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Field coaching can be your answer Sales Performance Manager (SPM) makes coaching easy and effective Simple – Designed for the business user Quick – Fast to deploy, derive value rapidly Seamless – Leverage the power of performance data Visibility – Up-to-date performance data across the organization
  10. 10. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential This is how SPM coaching works VP sales Sales Director East Sales Director West Sales Manager Sales repSales reps Mentor-mentee Field coaching report List of objectives Coach on the iPad Enforce sales methodologies Coach the coach KPIs, dashboards, reporting, analytics CRM, Learning Management Compensation Management Billing system CRM, Learning Management Annual performance review HR systems
  11. 11. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Sales leaders and sales reps alike benefit from SPM Sales leader • Increase sales productivity • Track the organization’s performance • Adhere to sales methodologies • Make coaching consistent, repeatable, measurable Sales manager Sales rep • New managers get coaching guidance • Do coaching sessions fast and on the go • Transform B players into A players • Know how they are performing at any point in time • Self-improvement • Improve quota attainment, make more money
  12. 12. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential The SPM QuickStart Package: A great place to start coaching Start simple. The Package provides: Fixed cost, fixed time frame implementation Training, consulting, vertical best practices Configuration
  13. 13. ©2015 CallidusCloud – Proprietary & Confidential Key features and benefits
  14. 14. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Coach anyone who is customer facing Sales Sales EngineersInside sales Call center Customer Support Coach
  15. 15. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Configure SPM to your needs Configure to your needs Leverage templates and suggestions Coach adherence to sales methodologies
  16. 16. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Make field coaching quick and convenient Cut out manual work Do a coaching session in <15 minutes Coach specific opportunities Reps can take specific steps to improve productivity
  17. 17. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Build the best sales force Identify the DNA of your A players Move the middle Spot the laggards in seconds Pulse on performance Average Performers B’s Bottom Performers C’s Top Performers A’s
  18. 18. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Leverage the data in your existing systems Seamlessly connects to: • Other CRM systems • Annual performance review systems • Order entry and billing systems • Compensation management systems • Business intelligence tools SPM Cloud or On-Premise applications Option1 Option2 Option3 Option4 Integrated ETL tool REST- based web services Secure file transfer Data HubVia admin section Via Dropbox Client FTP site Scribe connectors Out-of-the-box integration to SFDC, Microsoft Dynamics, Microsoft SQL Server, MySQL Server, and Oracle Database
  19. 19. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential CallidusCloud coaching is different Rapid time to value Online community Global customers Broad vision Domain expertise
  20. 20. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential It seamlessly connects you to Lead to Money Single vendor Integrated solution Breadth and depth of functionality P P P
  21. 21. ©2015 CallidusCloud – Proprietary & Confidential Demo
  22. 22. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Choose CallidusCloud We offer: A robust coaching solution that is quick to deploy and delivers value fast Improve quota attainment, transforming B players into A players Adhere to sales methodologies and consistent selling processes Complete up-to-date visibility into your organization’s performance Deep domain expertise Established, global cloud provider
  23. 23. ©2015 CallidusCloud – Proprietary & Confidential Questions?
  24. 24. ©2015 CallidusCloud – Proprietary & Confidential To find out more about coaching, write to us at info@calliduscloud.com or call 866-812-5244 today! Thank you

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