How Salesforce.com Drives Sales Productivity: App Tips and Best Practices

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The secret is out! Join us to learn how salesforce.com defines and executes sales productivity programs around the world—from on-boarding and training, to sales processes and communication tactics, to the very latest in technology. And it's all done using Salesforce. Prepare to be amazed!

Presented by: Dennis Jeske, salesforce.com and Doug Landis, salesforce.com

Published in: Business, Education
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How Salesforce.com Drives Sales Productivity: App Tips and Best Practices

  1. 1. How Salesforce.com Drives SalesProductivity: App Tips and BestPracticesSales ProfessionalsDennis Jeske, salesforce.comDoug Landis, salesforce.com
  2. 2. How to Find This Session in the Dreamforce MobileApp Chatter Feed: Session View Touch the Session Name
  3. 3. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded servicesor technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing anddelivering new functionality for our service, new products and services, our new business model, our past operatinglosses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breachof our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergersand acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand,retain, and motivate our employees and manage our growth, new releases of our service and successful customerdeployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprisecustomers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is includedin our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. This documents and otherscontaining important disclosures are available on the SEC Filings section of the Investor Information section of our Website.Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation anddoes not intend to update these forward-looking statements.
  4. 4. We Transformed Our Sales Organization With Productivity Programs & Tools Social Enterprise Product to Solutions Sales Process
  5. 5. Salesforce Accelerates Productivity & Revenues Global Sales Success Productivity improved by 34% Win rates are up 25 to 50% New hire ramp time decreases by 50% Planning tools drives sales alignment Global 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. Our Goal: Optimize Rep Selling Time Sales Time Benchmarking Study Engaged Selling Time Benchmark: 24% Engaged Selling Time @ salesforce.com: 34%Tips to improve selling time Model top performer best practices Identify sales process enablers Use technology to scale
  7. 7. Global Sales is Focused on “Lead to Renew” Lead SMB & Mid Enterprise Customer Development Market Sales Sales Success Industry & Services & Telesales VSB/SB Commercial Support Referral Global Consulting MM/GB Partners Accounts Partners Technical Sales Engineering Sales Productivity & Operations
  8. 8. Metrics: Tracking Sales Productivity in Real-Time Activities Pipeline Revenue Emails Pipe Created Win rates Meetings Pipe By Product Closed business App logins Industry sales Customer Outreach Cloud sales
  9. 9. Productivity is Driven by People & TechnologyOur Guiding Principles:• At the pulse• Always iterating• Keep momentum going• Crowd-source stakeholders• Solve the business problem, not the app problem
  10. 10. Our Global Sales Army Is Mobile Enabled Mobility Differentiates & Energizes Mobile devices for all Ipad sales store 100% certification compliance
  11. 11. Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally Management Training & On- Sales Process Communications Reporting & Boarding CoachingSales Methodology Sales Training Library Coaching Checklists Sales Coach Community Calls On-Boarding Standardized Value Selling Community Sites Sales Kick Offs Dashboard Kit References Sales Library Certification Territory PlanningExecutive Briefings Sales Kits by Role Product Training Big Deal Reviews RFP force SPIFFs/Contests Skills Training Strategic AccountActivity Call Plans Calendar Plan Reviews Performance Close Plans Tracking
  12. 12. The Salesforce.com SUCCESS Sales Methodology 1. We started with our best 2. We brought it to life at events 3. We empowered managers with tools 4. We reinforced with technology
  13. 13. Social Enterprise Is Our New Selling FormulaResearch Discovery Innovate Value Sell Share Vision Executive Selling Vision > Momentum > Acceleration Social Enterprise Vision Change Agent Power Map Transformational Find Biz Game Changers Connect with Power Emotional Quantifiable Business Unit & IT Selling Projects > Budgets > Action Challenges Story Board IT Projects Implementation Account Strategy Solution Plan ROI & TCO Close Deck
  14. 14. In A Deal Support Is Just a Click AwayROI / RFP / Services / Technical Sales References Library Less admin time for reps
  15. 15. Executive Briefing Meetings Add High Value Manage a world class Executive briefing program 1. Sales requests 2. Agenda creation 3. Team collaboration 4. EBC Metrics 5. Closed loop ROI
  16. 16. We Team Sell & Collaborate on Customer Success ShareCustomer meetingscheduled at HQTeam collaborates righton the account record
  17. 17. Strategic Account Planning Drives Alignment Can I go from 7 to 5 accounts? I need to focus to fully leverage the benefits of account planning. Salesforce Account Executive Home Grown Methodology Program & process drove consensus Global Enterprise Collaboration Collaboration driven by account plan & Chatter Tools & Reviews Dashboards, influence maps, white space & action plans drive behaviors
  18. 18. Everything Is Tracked Using Opportunities & Account Plans The process comes to life in the app
  19. 19. Sales Cycles Are Shortened With Chatter Share Jim’s looking for some info to help a customer Get’s a response back within a few minutes
  20. 20. We Drive Deal Enablement Using Chatter Share stories and best practices Real time plays crowd sourced
  21. 21. Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally Performance Training & On- ACT NOW Sales Process Reporting & Boarding Communications CoachingSales Methodology Sales Coach Sales Training Library Community Calls Standardized Value Selling On-Boarding Plan Community Sites Dashboard Kit References Sales Boot Camps Sales Library Territory PlanningExecutive Briefings Fast Ramp Sales Kits by Role Big Deal Reviews RFP force Certification SPIFFs Strategic AccountActivity Call Plans Product Training Calendar Plan Reviews Close Plans Skills Training
  22. 22. New Hire On-Boarding Program Is Transformed Hire to Hawaii Alumni groups drive camaraderie Share selling best practices Alumni groups drive performance benchmarking Reduces sales management on-boarding Connecting resources with new hires
  23. 23. On-boarding Reduces “Ramp Time” By 50% On-Boarding Phases Getting started Boot camp Fast ramp Program Requirements Alumni classes Homework Dashboard per class Alumni group dashboards drives healthy competition
  24. 24. Our Skills & Product Training Fills The Gaps Custom App Training Drives Product Knowledge Skill Specific Training Drives Customer Conversations Dashboard are built per training program
  25. 25. Sales Kick Off Drives The Message Join the conversation Share Everyone Has A Voice 3000 participants (video + feed) 5000+ posts 10,000+ comments 150 person private staff group All employee public group
  26. 26. We Certify Everyone On That Message Message Metrics Entire certification program is tracked and managed in Salesforce
  27. 27. Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally Training & On- Sales Manager Sales Process Communications Boarding ToolsSales Methodology Sales Coach Sales Training Library Community Calls Standardized Value Selling On-Boarding Plan Community Sites Dashboard Kit References Sales Boot Camps Sales Library Territory PlanningExecutive Briefings Fast Ramp Sales Kits by Role Big Deal Reviews RFP force Certification SPIFFs Strategic AccountActivity Call Plans Product Training Calendar Plan Reviews Close Plans Skills Training
  28. 28. Communication & Programs Are Tailored By Role Account Sales Sales Enterprise Sales Executives Engineers Representatives Business Reps Managers On-boarding Training plans Community Communications Individual sales people received Views in the app tools in their “language” Subscriptions Sales kits Calendar
  29. 29. Push & Pull Communications Drives Productivity Email tells me what my teams want me to know. Chatter tells me what’s really going on in the company” Hilarie Koplow-McAdams EVP WW Sales,
  30. 30. Communication Effectiveness Is Closed Loop Attendance at Weekly We know what sales and Community Calls marketing tools are used
  31. 31. Sales Programs Boost Energy, Morale, & Productivity - Globally Training & On- Sales Manager Sales Process Communications Boarding ToolsSales Methodology Standardized Sales Coach Sales Training Library Community Calls Dashboard Kit Value Selling On-Boarding Plan Community Sites Territory Planning References Sales Boot Camps Sales Library Big Deal ReviewsExecutive Briefings Fast Ramp Sales Kits by Role White Space RFP force Certification SPIFFs ReportingActivity Call Plans Product Training Calendar Strategic Account Skills Training Plan Reviews Close Plans
  32. 32. Manager Reporting Tools Are Standardized Inspection + coaching  Frequency Sales Manager Guide Book  Scale  Best practices
  33. 33. Every Sales Manager Has A Reporting Tool Kit Clean Your Room Prospecting Scorecards Pipeline Review Calls
  34. 34. Territory Planning Creates New Pipeline Run my franchise Tier 1 and tier 2 accounts Pipeline forecast Great coaching tool Used in reviews The territory planning app has saved me 2 weeks of work organizing my territory
  35. 35. Salesforce Accelerates Productivity & Revenues Global Sales Success Productivity improved by 34% Win rates are up 25 to 50% New hire ramp time decreases by 50% Planning tools drives sales alignment Global 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
  36. 36. How Salesforce.com Drives Sales Productivity: App Tips and Best PracticesThank you!
  37. 37. How Could Dreamforce Be Even Better? Tell Us! Every session survey you submit is a chance to win an iPad 2! Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech. Click on the personalized link to be directed to the survey page for the sessions you attended.

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