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Salesforce AppExchange: 7 Sales Operations Insights to Drive Growth and Productivity


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Get seven sales operations insights to improve efficiencies, drive sales productivity, and increase revenue.

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Salesforce AppExchange: 7 Sales Operations Insights to Drive Growth and Productivity

  1. 1. Pg 1 Sales Operations Insights to Drive Growth and Productivity7
  2. 2. Pg 2 HOW CAN YOU GROW SALES WITH GREATER EFFICIENCY? For sales operations, one mission tops all others: Drive sales productivity. But in this world of digitally-enabled, always-available, data-savvy customers, how can sales teams effectively manage the flow of information and still close deals? Sales operations leaders, get seven insights to help you and your sales team improve efficiencies and grow revenue. Pg 2
  3. 3. Pg 3 Today, buying teams are larger, buying cycles are longer, and buyers are more knowledgeable than ever before. That’s why delivering the right information to the right person at the right time in the right format is essential to enabling your sales team to move opportunities forward. 45% of the buying decision at the enterprise level is made before your potential buyer even says hello. IDC’s Sales Enablement Overview 1Deliver Information at the Right Place and Time Pg 3
  4. 4. Pg 4 In an average week, technology sales professionals spend eight hours developing client presentations, five hours searching for marketing collateral, and four hours trying to find customer information outside the organization. EMI Industry Intelligence Report Increase Productivity with Cloud Technology Sales professionals lose more than 100 days each year to non-sales activities. To save time and significantly increase the productivity of their teams, effective sales operations leaders leverage cloud-based technology and data solutions to organize information and make it readily available to sales teams. 2 Pg 4
  5. 5. Pg 5 How Velocify Helps Your Sales Team Focus on Selling Provides guided selling and activity prioritization, which leads to more predictable sales performance. 1 Offers a distribution engine that assigns leads based on territory, skill, performance, schedule, and more. 2 Drives rapid inquiry response, so reps respond to leads faster and close more opportunities. 3 Gives sales management tighter control over the selling process and more granular visibility into their team’s daily performance. 4 We’re just more efficient with every lead now thanks to Velocify. Jane Riley, Sales Executive, eHarmony LEARN MORE FEATURED APPS Pg 5
  6. 6. Pg 6 Over 60% of best-in-class companies use sales forecasting data to determine which deals are most likely to close. Only 25% of ‘laggard’ companies do the same. Aberdeen Group’s “Customer Engagement Has Evolved. Can Your Sales Team Keep Up?” Base Decisions on Data, not Feelings You’ve probably had salespeople ask for extended deadlines or better discounts because they have a “great feeling” about a potential deal. While optimism is a positive personality trait for a sales professional, it’s not a good forecasting tool. Successful sales operations leaders empower their sales teams with sophisticated analytics that help them make decisions based on facts and inarguable data, not intuition. 3 Pg 6
  7. 7. Pg 7 Users of Configure-Price-Quote sales enablement tools are nearly twice as effective at avoiding ‘no decision’ sales losses compared to non-adopters. Aberdeen Group’s “Configure-Price-Quote: Better, Faster Sales Deals Enabled” Leverage Sales Enablement Tools to Close Deals Savvy sales executives must know when to fish or cut bait in order to use their resources more effectively and maximize results. Sales operations leaders can support smart decision making with tools such as CPQ solutions, which let salespeople offer proposals and pricing that have been reality-checked, error-reduced, and quickly generated. 4 Pg 7
  8. 8. Pg 8 How SteelBrick CPQ Helps Close More Deals Applies consistent pricing and discounting rules. 1 Generates customer-friendly quotes, proposals and contracts. 2 Automatically creates renewal quotes and reminders in Salesforce.3 With SteelBrick, our reps don’t worry about inaccuracies anymore. Lars Nilsson, VP of Field Operations, Cloudera LEARN MORE FEATURED APPS Pg 8
  9. 9. Pg 9 To succeed, companies need to consider a mobile-first strategy­­­— a holistic approach within agile selling and service that begins with defining the desired outcomes and then determining how mobile can enable them. Accenture’s “Transforming Sales and Service with a Mobile-First Strategy” Enable Your Team to Go Mobile Mediocre performance costs companies 3.2% in potential revenue, in part because they under-utilize mobile technologies. Mobile technologies help organizations shorten sales cycles, increase productivity, promote information exchange between sales and service, and transform customer interactions. 5 Pg 9
  10. 10. Pg 10 In 10 years, the dominant form of signature will be digital, with adoption driven by rampant uptake in consumer technology. Forrester Research’s “The Forrester Wave: E-Signatures, Q2 2013” Increase Sales Efficiencies with Automated Transactions Electronic signatures are one example of automated transactions that use technology to streamline sales processes and leverage best practices. E-signatures help shorten sales cycles, save money, improve customer experiences, increase compliance, and provide visibility into transactions to eliminate sales inefficiencies. 6 Pg 10
  11. 11. Pg 11 How e-SignLive Helps Automate Sales Transactions Gives you the tools to prepare, manage, and send documents for e-signature in real time, directly in Salesforce. 1 Monitors every transaction digitally, making it easier to access documents faster so there’s never a delay in moving deals forward. 2 Makes the customer onboarding process easier and faster. 3 LEARN MORE It used to take a couple of days for us to get a contract signed on paper. Since we introduced e-SignLive, Sunco customers have been able to get a loan instantly and complete the purchase faster, which makes them happy. Shane Kimberlin, co-owner of tanning bed distributor Sunco Tanning FEATURED APPS Pg 11
  12. 12. Pg 12 A sales organization’s CRM and other platforms or applications must be integrated, robust, and cost- effective. The goal is for these assets to deliver value to the sales team in a scalable, flexible fashion. ZS Associates’ “The Power of Sales Analytics” Choose the Right Platforms and Systems to Scale Your Business Sales operations teams that deliver the greatest impact set themselves apart as strategic partners who detect and respond to emerging trends. Connected sales operations leaders are mission-focused, scaling their businesses with platforms and systems technology, as well as apps that provide a flexible response to any business challenge. 7 Pg 12
  13. 13. Pg 13 APPEXCHANGE: HELP YOUR SALES TEAM MOVE FASTER WITH 1,000+ SALES APPS Beyond these seven insights, sales operations leaders can take advantage of more than 1,000 AppExchange sales apps to sell faster and smarter. From compensation and contract management to quotes and orders, there is an app for every part of the sales organization. Pg 13 VISIT THE APPEXCHANGE