Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales Team


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Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales Team

  1. 1. Salesforce on SalesforceOptimising Your High Performance Team
  2. 2. Safe harbor Safe 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 such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements 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 of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or 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 and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and 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 customer deployment, our limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures 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 presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward- looking statements.
  3. 3. AgendaDay in the life of a Salesforce User in  On my way to work  In my team meeting  Preparing for customer meeting  Heading to customerSales Productivity  Social transformation  Certification  Tools
  4. 4. 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
  5. 5. We’re continually transforming Social Business iPad Powered Sales Force Social Collaboration Sales Process 2008 2009 2010 2011
  6. 6. Running my team meeting
  7. 7. 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
  8. 8. 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
  9. 9. I need to get across all my team’s top deals
  10. 10. Preparing for customer meeting
  11. 11. Before my customer meeting I get prepped
  12. 12. Sales Productivityat
  13. 13. We Drive Revenue & Customer Success Inside Field Lead Development Customer Success Sales Sales Industry & SR / EBR VSB/SB Commercial Services & Support Referral Partners MM/GB Global Accounts Consulting Partners Technical Sales Engineering Sales Productivity & Operations
  14. 14. A young company goes through many transformations Future of Fan the Manage, Real-Time Cloud 2 Social Software Block Share, Build Cloud Business
  15. 15. Certification drives this transformation All sales trained and certified on Social Business Selling
  16. 16. Sales leadership are empowered act on these results1. Certification App for scores2. Report & Dashboard kit3. Community to share best practices4. Coaching guide
  17. 17. All Sales & Training assets in one mobile place
  18. 18. 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
  19. 19. This is a call to actionStart using the Apps  Chatter for iPad  Salesforce Viewer  Mobile DashboardsSet up Chatter Groups  With your Teams  With your Customers