Salesforce AppExchange: 7 Sales Operations Insights to Drive Growth and Productivity
Drive Growth and
HOW CAN YOU
GROW SALES WITH
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.
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
at the Right Place and Time
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
EMI Industry Intelligence Report
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.
How Velocify Helps Your
Sales Team Focus on Selling
Provides guided selling and activity
prioritization, which leads to more
predictable sales performance.
Offers a distribution engine that assigns leads
based on territory, skill, performance, schedule,
Drives rapid inquiry response, so reps
respond to leads faster and close
Gives sales management tighter control
over the selling process and more granular
visibility into their team’s daily performance.
We’re just more efficient with
every lead now thanks to Velocify.
Jane Riley, Sales Executive, eHarmony
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,
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.
Users of Configure-Price-Quote
sales enablement tools are nearly
twice as effective at avoiding ‘no
decision’ sales losses compared
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.
How SteelBrick CPQ
Helps Close More Deals
Applies consistent pricing
and discounting rules.
Generates customer-friendly quotes,
proposals and contracts.
Automatically creates renewal quotes
and reminders in Salesforce.3
With SteelBrick, our
reps don’t worry about
VP of Field Operations, Cloudera
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
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.
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
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.
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.
Monitors every transaction digitally, making it
easier to access documents faster so there’s
never a delay in moving deals forward.
Makes the customer
onboarding process easier
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
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
HELP YOUR SALES
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.
VISIT THE APPEXCHANGE