Advancing Sales Students' Learning with Sales Cloud Data and KPIs
Presentation from Salesforce.org Higher Ed Summit 2017 by: Dr. Joel Le Bon of University of Houston In this presentation, learn about the University of Houston Sales CRM class, where the adoption of Salesforce helps sell and manage the PES (Program for Excellence in Selling) Open - the world's largest charity golf tournament sold by sales students with over 1,100 players per year. Given their 100% turnover every semester (the entire sales force of sales students turns over), they use Sales Cloud to manage all customer-related data, and help students make their quota of $800 ($500 for a foursome + $300 of golf sponsorships) by managing activities, opportunities, their sales funnel, and a territory of about 300 accounts. Since 2010 and through this project, 873 sales students have learned to use and leverage Salesforce to raise $1,660,000 of sales revenue, and serve 7,297 golf players. This presentation will describe how they have accomplished this.
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Advancing Sales Students' Learning with Sales Cloud Data and KPIs
- 1. From a Sales Class Syllabus to a Sales Class Compensation Plan Advancing Sales Students' Learning, Performance & Success with Sales Cloud Joël Le Bon, PhD Marketing Professor, Director of Professional Development Steven Stagner Sales Excellence Institute University of Houston
- 2. Fly Me To The Cloud!Houston, We Have A Problem! Failure Is Not An Option! AGENDA
- 3. About Technology Acceptance About CRM Adoption About Students Users (1) Houston, We Have A Problem!
- 4. About The Opportunity Costs & Our Program About The Opportunity Costs & Our Students About Growing Through Data Intelligence & KPIs (2) Failure Is Not An Option!
- 5. About Data Intelligence, KPIs & Internal Customers About Data Intelligence, KPIs & External Customers About KPIs & Success (3) Fly Me To The Cloud!
- 6. Fly Me To The Cloud!Houston, We Have A Problem! Failure Is Not An Option! AGENDA
- 7. Houston, We Have A Problem! About Technology Acceptance Perceived Usefulness Perceived Ease of Use Intention To Use IT Usage Motivation
- 8. Houston, We Have A Problem! About CRM Adoption Personal Influencers 1. Cognitive Attitude tw CRM 2. Affective Attitude tw CRM 3. Motivation tw CRM Organizational Influencers 1. Peer Usage 2. Management Commitment 3. IT Support 4. Training CRM System Influencers 1. Perceived Usefulness 2. Ease of Use 3. System Uniqueness CRM System Usage # of Connections # of Activities # of CVR # of Opportunities Job Level Wins 1. Time Management 2. Data Leverage 3. Relationship Management
- 9. Houston, We Have A Problem! About Students Users They Are Just Like Us And Have One Question In Mind: What’s In It For Me?...
- 10. Fly Me To The Cloud!Houston, We Have A Problem! Failure Is Not An Option! AGENDA
- 11. Failure Is Not An Option! About The Opportunity Costs & Our Program
- 12. Failure Is Not An Option! About The Opportunity Costs & Our Students
- 13. Failure Is Not An Option! About Growing Through Data Intelligence & KPIs
- 14. Fly Me To The Cloud!Houston, We Have A Problem! Failure Is Not An Option! AGENDA
- 15. Fly Me To The Cloud! About Data Intelligence, KPIs & External Customers
- 16. Fly Me To The Cloud! About Data Intelligence, KPIs & Internal Customers 1107 3347 68 0 500 1000 1500 2000 2500 3000 3500 4000 Call Email Meeting 3 Weeks Activities Quality
- 17. Fly Me To The Cloud! About KPIs & Success
- 18. THANK YOU! And if a Frenchman can do it… Joël Le Bon, PhD