Cloudforce Sydney 2012 - Salesforce on Salesforce


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Learn from Matt Loop, Diana Terry and Phil Cleary how Salesforce optimizes there internal Sales Teams. Get a sneak peek at dashboards and tools they use to create a high performance team.

This was presented during a Breakout Session at Cloudforce Sydney 2012 ( ).

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Cloudforce Sydney 2012 - Salesforce on Salesforce

  1. 1. Salesforce on SalesforceOptimising your high performance team
  2. 2. Your Optimisers….. Matt Loop VP Commercial Sales, Australia & New Zealand Philip Cleary Director, Sales Productivity APAC Diana Terry Principal Sales Engineer
  3. 3. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-lookingstatements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions provesincorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-lookingstatements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projectionsof subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management forfuture operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments andcustomer 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 newfunctionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate ofgrowth, interruptions or delays in our Web hosting, breach of our security measures, risks associated with possible mergers andacquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivateour employees and manage our growth, new releases of our service and successful customer deployment, our limited history products, and utilization and selling to larger enterprise customers. Further information on potential factors that couldaffect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal year endedJanuary 31, 2012. This document and others 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 press releases or public statements are not currently available and maynot be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features thatare currently available., inc. assumes no obligation and does not intend to update these forward-looking statements.
  4. 4. Agenda Day in the life of a Salesforce User in – On my way to work – In my team meeting – Preparing for customer meeting – Heading to customer Sales Productivity – Social transformation – Certification – Tools
  5. 5. Salesforce Accelerates Productivity & RevenuesGlobal Sales SuccessProductivity improved by 34%Win rates are up 25 to 50%New hire ramp time decreases by 50%Planning tools drives sales alignmentGlobal Account Collaboration across geographies & groups We’ve never seen better tools and programs designed and delivered for sales in my career. Top Performing Account Executive
  6. 6. We’re continually transforming Social Enterprise iPad Powered Social Sales Force Sales Collaboration Process 2008 2009 2010 2011
  7. 7. Demo – iPadI’m on my way to work
  8. 8. Running My Team Meeting
  9. 9. In the office and its time for my team meeting Top sales manager reports Sales Manager Guide Book 1. “Clean your room” 2. Territory leader boards 3. Forecasting 4. Deal reviews 5. Customers for Life
  10. 10. How are my guys performing? Activities Pipeline Revenue Emails Pipe Created Win rates Meetings Pipe By Product Closed business App logins Industry sales Customer Outreach Cloud sales
  11. 11. I need to get across all my team’s top deals
  12. 12. Demo – LaptopRunning My Team Meeting
  13. 13. Preparing for Customer Meeting
  14. 14. Before my customer meeting I get prepped
  15. 15. Demo – iPadOn my way to the customer meeting
  16. 16. Sales ProductivityPhilip ClearyDirector Sales Productivity APAC
  17. 17. We Drive Revenue & Customer Success Lead Inside Field Customer Development Sales Sales Success Industry & Services & SR / EBR VSB/SB Commercial Support Referral Global Consulting MM/GB Partners Accounts Partners Technical Sales Engineering Sales Productivity & Operations
  18. 18. Programs & Tools are tailored by role Account Sales Sales Enterprise Sales Executives Engineers Reps Business Reps Managers On-boarding Training plans Community Individual sales people received Communications tools in their “language” Views in the app Subscriptions Sales kits Calendar
  19. 19. Demo – iPad
  20. 20. A young company goes through many transformations Future of Fan the Manage, Real-Time Cloud 2 Social Software Block Share, Build Cloud Enterprise
  21. 21. Certification drives this transformation All sales trained and certified on Social Enterprise Selling Phase 1 Phase 2 Phase 3 Self-Pace Certification Hands On Learning Workshops
  22. 22. Global results from global approach 2,500 people aligned in Innovate ideas onsite in 2- Share final output – teams in 20+ cities day workshops & post everyone learns from globally over 60 days results on Chatter everyone else
  23. 23. Sales leadership are empowered act on these results1. Certification App for scores2. Report & Dashboard kit3. Community to share best practices4. Coaching guide
  24. 24. All Sales & Training assets in one mobile place
  25. 25. Demo – iPad
  26. 26. In 2012, Our Social Enterprise Transformation Continues Social Enterprise SE1K Sales Certification Accounts Step 1: SE1K Program Social Enterprise and Training Video Series and Quiz WW Executive Step 2: Sponsors Manager Training Step 3: Customer Discovery and Exec Interaction & Engagement Training Validation Sales Support Step 4: SWAT Team Social Enterprise Certification Panel
  27. 27. Demo – iPad: Cert Game App
  28. 28. Lessons learned throughout the journey Develop programs with sales leaders Give reps tools to prepare Teach them something new Use our own technology Go mobile Empower sales leaders to certify Drive everything to the app Measuring progress gets it done Community to share best practices
  29. 29. This is a call to action Start using the Apps – Chatter for iPad – Salesforce Viewer – Mobile Dashboards Set up Chatter Groups – With your Teams – With your Customers Salesforce Messenger – GA with Summer ‘12
  30. 30. Thank you
  31. 31. Don’t Forget to Submit Your Survey!Stop by the registration kiosks to complete your sessionsurveys. We have 200 KeepCups to give away as well as the chance to win a $500 iTunes voucher! Thank you! NSW Permit No. LTPS/12/05010