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Comment Salesforce utilise Salesforce

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Venez découvrir comment nous élaborons et mettons en place des programmes visant à augmenter les performances de nos commerciaux. Découvrez notre approche axée sur la mobilité et les dernières technologies pour accueillir et former notre force de vente, établir des processus commerciaux et des techniques de ventes. Le tout grâce à nos propres solutions Salesforce !
Jean-Louis Baffier, Vice-président Europe, Moyen-orient & Afrique, Salesforce
Cherie Parisot, Responsable Senior Productivité Commerciale, Salesforce

Published in: Technology
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Comment Salesforce utilise Salesforce

  1. 1. Comment Salesforce Utilise Salesforce Jean-Louis Baffier Vice President EMEA Enerprise Commercial Sales Salesforce.com
  2. 2. Préambule
  3. 3. Une Transformation Perpétuelle Stratégie d’Entreprise Contexte Processus Commercial Outils Compétition
  4. 4. Différentes Industries, Différents Segments… Chaque Entreprise est Unique !
  5. 5. Gérer la Croissance • Quelques chiffres • Le “ramp up” • Alignement & V2MOM Business Development Performance Commerciale org62 • Une chaîne complète • Collaboration • Traçabilité • Chatter • Opportunité • Nos “outils” • S.U.C.C.E.S.S. • Sales Dashboard • Cadence Agenda
  6. 6. Gérer la Croissance • Quelques chiffres • Le “ramp up” • Alignement & V2MOM Business Development Performance Commerciale org62 • Une chaîne complète • Collaboration • Traçabilité • Chatter • Opportunité • Nos “outils” Agenda • S.U.C.C.E.S.S. • Sales Dashboard • Cadence
  7. 7. Salesforce en quelques chiffres Chiffre d’Affaire Effectifs Salesforce content • 10 ans pour le 1er milliard de $ • 2 ans pour le second milliard de $ • 2014: 15 ans, 5.x B$ • N°1 en Croissance du Top20 IT • N°1 du CRM (source IDC) • N°1 du Cloud (source IDC) • 14 000+ collaborateurs • En Europe, 500+ nouveaux postes créés en 2014 • 1 ingénieur commercial => toute une équipe en support (pre-sales, sales specialist, SR, BDR, legal, Pricing squad, Marketing, CFL, manager…) • 100 000+ clients, des millions d’utilisateurs • 93% customer satisfaction • 1.7+ milliard de tx par jour • 2M+ developpeurs • 2 000+ apps sur l’appexchange • 2.3M installs 40% de croissance annuelle en moyenne: les effectifs de nos équipes commerciales doublent tous les deux ans.
  8. 8. Ramp up & Sales Enablement Nouvelle Recrue • Process de recrutement • Bootcamp • Do-my-job (2jrs) • 30/60/90 • Certifications Commercial junior Commercial senior Manager • Entretien Individuel de Coaching: mensuel • Affaires en cours: revue hebdomadaire • Suivi et analyse de l’activité: temps réel • Mise à jour de certification • Plan de territoire • Plan de compte • Plan de carrière • Certifications des Managers • Coaching et formations • Partage d’experience • SKO annuel • Management OffSite Historique de toutes les interactions et suivi de coaching centralisés dans un outil unique
  9. 9. Une culture de l’apprentissage permanent La certification Sales Cloud m’a permis de rencontrer des clients en toute confiance alors que j’avais rejoint salesforce depuis seulement 2 semaines. Merci ! - Commercial UK
  10. 10. Gérer la Croissance • Quelques chiffres • Le “ramp up” • Alignement & V2MOM Business Development Performance Commerciale org62 • Une chaîne complète • Collaboration • Traçabilité • Chatter • Opportunité • Nos “outils” • S.U.C.C.E.S.S. • Sales Dashboard • Cadence Agenda
  11. 11. L’équipe Business Development utilise Salesforce pour supporter les équipes de vente Leads Campagnes Pipeline Forecast Audits Collaboration Analyse
  12. 12. Les Leads sont assignés et traités en quelques heures
  13. 13. Des campagnes peuvent être facilement crées afin d’accompagner un effort commercial spécifique
  14. 14. L’équipe Business Development possède ses propres champs de forecast dans les opportunités
  15. 15. Chaque opportunité est audité grâce aux workflows en place
  16. 16. La collaboration entre le business development rep et l’account executive est facilitée par Chatter
  17. 17. L’activité et le pipeline sont monitorés par des dashboards dediés « Business Development »
  18. 18. Gérer la Croissance • Quelques chiffres • Le “ramp up” • Alignement & V2MOM Business Development Performance Commerciale org62 • Une chaîne complète • Collaboration • Traçabilité • Chatter • Opportunité • Nos “outils” • S.U.C.C.E.S.S. • Sales Dashboard • Cadence Agenda
  19. 19. Gérer la Croissance • Quelques chiffres • Le “ramp up” • Alignement & V2MOM Business Development Performance Commerciale org62 • Une chaîne complète • Collaboration • Traçabilité • Chatter • Opportunité • Nos “outils” • S.U.C.C.E.S.S. • Sales Dashboard • Cadence Agenda
  20. 20. La recette de notre succès Seed and Grow Users Sell For You Compelling Demos Connect The Dots Experience Events Sell High & Through Show Them The Money S U C C E S S
  21. 21. Mes Tableaux de Bord 3 “horizons”
  22. 22. Mes Tableaux de Bord
  23. 23. Dossiers clés de mon équipe Affaires en cours Pipeline Stock: Mix Pipeline Flow Team Territory Coverage Account Analysis Clean your Room My Team’s Meetings My Team’s Activities AE & Manager 1:1 CFL Insight for Sales
  24. 24. Cadence • 1:1 with my directs : hebdomadaire • 1:1 with my boss: hebdomadaire • “Skip Level” : 3 à 4 / semaine • Forecast call: hebdomadaire • Opportunity Review Call: hebdomadaire • 1 pays par semaine mini • 1/1/1 (client, partenaire, PR ou Mktg) minimum hebdomadaire • Dashboards: tous les jours ! • Perf Review with my directs : 2 / an • V2MOM: 2 / an • QBR: 1 / trimestre • Post-mortem: aussi souvent que nécessaire !
  25. 25. Pour les plus curieux… SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed
  26. 26. Q & A

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