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Michael Hanna
President, Hanna Strategy
Group
July 15, 2014
7 Salesforce Hacks
to Help Your Team
Hit Quota
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Insights That Enable Informed Sales
Execution
1. Lost Reasons & Lost Stage
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2. Lost Date
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3. Custom Competitors
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Accountability that Builds Good
Habits
4. Capture Forecast Commitments
& Comments
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5. The “I Don’t Want to be On This Dashboard”
Dashboard
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6. Display Stage Qualifiers
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7. Boolean Pick Lists
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How to Waste Your Sales Team’s
Time
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7 Salesforce Hacks To Help Your Team Hit Quota

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OpenView Labs and Salesforce expert Michael Hanna, President of Hanna Strategy Group, teamed up to deliver a presentation packed with actionable insights and tips on:

-How to build good sales habits through increased accountability
-How to better inform your sales strategies with Salesforce.com insights
-7 tactical hacks to get more out of your Salesforce.com implementation and help your team hit quota faster

Ready to learn how to use Salesforce.com to help your reps hit quota, and deliver on your sales strategy?

See the full, recorded webinar at http://youtu.be/rKL_r2IjMvY

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7 Salesforce Hacks To Help Your Team Hit Quota

  1. 1. Michael Hanna President, Hanna Strategy Group July 15, 2014 7 Salesforce Hacks to Help Your Team Hit Quota
  2. 2. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Purpose If Salesforce.com is not helping your Sales reps hit quota, then why do you even have it? Purpose: To help your sales reps hit quota by keeping them organized, informed and accountable. It should be a window and a mirror.
  3. 3. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Outline Insights that Enable Informed Sales Execution 3 Hacks Accountability that Fosters Good Habits 4 Hacks How to Waste for Your Sales Team’s Time 3 Bonus Tips
  4. 4. Insights That Enable Informed Sales Execution
  5. 5. 1. Lost Reasons & Lost Stage
  6. 6. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// What’s the first thing people say when you tell them you lost your keys or your phone? 1. Lost Reasons & Lost Stage Example 1: Lost Reason: Price too high Example 2: Lost Reason: Price too high Lost Stage: Negotiation Example 3: Lost Reason: Price too high Lost Stage: Needs Analysis “Where did you last see it?”
  7. 7. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// How to Make it Happen: When Stage is set to Closed Lost: • Auto-populate a “Lost Stage” field with the prior stage value. • Require a Lost Reason. Both as a pick list (so you can aggregate data) and as a text field (so you capture more details). 1. Lost Reasons & Lost Stage
  8. 8. 2. Lost Date
  9. 9. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Example: • Opportunity with a close date on March 1, 2015. • You lose the deal on October 20, 2014. • You set the Stage to Close Lost • On January 10 you want to run a report showing you lost deals last year. • This opportunity will not appear in the report if you run it based on Close Date. 2. Lost Date
  10. 10. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// How to Make it Happen: When Stage is set to Closed Lost: • Auto-populate Close Date with today’s date. 2. Lost Date
  11. 11. 3. Custom Competitors
  12. 12. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Native Competitor object on Opportunities provides no customization or flexibility except for editing the competitors available to select. 3. Customer Competitors
  13. 13. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// HOW TO MAKE IT HAPPEN: • Create an account for every competitor with Type = “Competitor” • Create a Customer Competitors object, with Opportunities as the Master object. • Include a lookup field on Competitor Accounts • Add whatever fields you want to capture for competitive scenarios. • Turn off all other ways to track competitors. • Collaborate around your Competitor Accounts. • Get really cool Competitive insights. 3. Custom Competitors
  14. 14. Accountability that Builds Good Habits
  15. 15. 4. Capture Forecast Commitments & Comments
  16. 16. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// • Forecasting is the “credibility” metric for sales reps. Therefore we should understand its trends and accuracy. • Track the weekly forecast commitments by rep for the period. Allow commentary from the reps, to accompany their forecast number. • This takes 90 seconds per week! 4. Capture Forecast Commitments & Comments
  17. 17. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// HOW TO MAKE IT HAPPEN: • Create a Custom Forecast Commitment Object • Have your reps submit their committed number and comments each week. • Review them before your forecast meetings. • Enjoy a more productive forecast meeting. • Report on forecast trends. • After the period has closed, report on forecast accuracy, aggregated and by rep! 3. Custom Competitors
  18. 18. 5. The “I Don’t Want to be On This Dashboard” Dashboard
  19. 19. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// • Impossible Opportunities: Open with close dates in the past • Stuck Opportunities: Stage Duration > 90 days • Neglected Opportunities: Last modified > 7 days ago • Neglected Leads: Older than 2 days and unread • Opportunities Being “Winged” No Next Step 5. The “I Don’t Want to be On This Dashboard” Dashboard
  20. 20. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// 5. The “I Don’t Want to be On This Dashboard” Dashboard
  21. 21. 6. Display Stage Qualifiers
  22. 22. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Remove subjective inconsistencies in how reps designate stages to their opportunities. Always display the definition for each stage. This is a formula field returning an IMAGE(), specified for each Stage value. 6. Display Stage Qualifiers
  23. 23. 7. Boolean Pick Lists
  24. 24. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// A Boolean Pick List? Really? Why not a checkbox? • A checkbox is always populated, defaulted to false. You never know whether a user decided it’s false, or ignored it. • A Yes/No pick list defaults to blank. You always know they ignored it until it’s populated. • This is especially useful if it’s a required field or included in a validation rule. 7. Boolean Pick Lists
  25. 25. How to Waste Your Sales Team’s Time
  26. 26. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// 1. Create as many nice-to-have fields as possible. The smaller the scroll bar the better! You can never have too much data, right? This is the CRM equivalent to hoarding. You will lose your truly valuable data in a sea of “just in case” data. 2. Make lots of fields required. This is a great barrier to CRM adoption. Your reps will either make stuff up, or not even bother. 3. Make everyone an administrator. Everyone will have the power to change everything for everyone. A great way to cause confusion How To Maximize Time Wasted for Your Sales Team
  27. 27. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Insights that Enable Informed Sales Execution 1. Lost Reasons & Lost Stage 2. Lost Date 3. Custom Competitors Accountability that Fosters Good Habits 4. Capture Forecast Commitments & Comments 5. The “I don’t want to be on this dashboard” Dashboard 6. Display Stage Qualifiers 7. Boolean Pick Lists Summary
  28. 28. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// Questions
  29. 29. ///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// h a n n a s t r a t e g y . c o m ca.linkedin.com/in/michaelhanna7/ @michael_hanna www.facebook.com/michael.hanna.988 www.youtube.com/HannaStrategyGroup michael@hannastrategy.com Michael Hanna

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