Companies with top-down acceptance of the Salesforce use case have great results. So, how do you get your Exec team to buy-in to Salesforce, adopt it, and even promote its use amongst the ranks of your organization? Learn immediately actionable tips and tricks to drive executive adoption at your organization.

1. 3 Ways to Increase Executive
Adoption of Salesforce
Getting Great Results with Executive Use

2. Shannon J. Gregg
President
Cloud Adoption Solutions
@shannonjgregg
Today’s Speakers
Mike Gerholdt
Director, Admin Evangelism
Salesforce
@MikeGerholdt

3. 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 salesforce.com, 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 any litigation, risks associated with completed and any 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 non-salesforce.com
products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of
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recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information
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Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
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4. Connect with Us!
Salesforce Admins
@SalesforceAdmns
#AwesomeAdmin
admin.salesforce.com
Salesforce Admins
Salesforce Admins

5. Watch the Recording
The video will be posted to
YouTube & the webinar recap
page: bit.ly/executiveadoptiontips
This webinar is being recorded!

6. Join the Admin Webinar Group for Q&A!
Don’t wait until the end to ask your
question!
• We have team members on hand to answer
questions in the webinar group.
Stick around for live Q&A at the end!
• Speakers will tackle more questions at the end,
time-allowing
bit.ly/AdminWebinarGroup

7. Today’s Agenda
• Gain Executive Adoption of Salesforce
• Improve Overall Salesforce Adoption
• Engage Continuously to Drive User Acceptance
• Resources
• Q&A
Let’s Get those Execs Involved!

8. Gain Executive Adoption of
Salesforce

9. Get Those Execs Interested and Involved
Remember they approved the purchase.
What were they hoping to get out of it?
Execs love data to drive decisions.
What reports and dashboards can they not live without?
Top-down adoption drives organizations to change.
Who are your Innovator/Early Adopter execs that can
be part of your beta test group?

10. Improve Overall Salesforce
Adoption

11. Use the ADOPT System Across Your Organization
Address the WIIFM for your entire team
Look for new ways and places to use Salesforce
Train users in various methods at various times
A process or SOP will never be static, so stay up to
date
Keep testing your user base to deliver just in time
training and encouragement
…and you’ve got to make it IRRESISTIBLE!

12. ADOPT: Articulate
For example:
• CMO - Marketing metrics prove the ROI of
campaigns, trade shows, and webinars. Adoption of
Salesforce helps the marketing team justify their
budget
• CSO/CRO – Sales opportunity metrics provide
coaching opportunities (deal velocity by rep,
customer acquisition journeys, days in stage).
Adoption of Salesforce benefits the growth of sales
reps
• COO – Opportunity metrics provide operational
resource planning capabilities. Adoption of
Salesforce allows for FTE balancing
Address the WIIFM (what’s in it for me) for your entire team; this may vary by role.

13. ADOPT: Demonstrate
Look for new ways and places to use Salesforce.
For example:
• 1:1 pipeline meetings for CSO/CRO and VP Sales
• 1:1 opportunity meetings for VP Sales and
individual contributor, instead of Excel
• Integration with ERP or other accounting system
• Board or management meeting prep

14. ADOPT: Orient
Train users in various methods at various times – one
size does definitely not fit all.
Training methods:
• Onboarding training
• On-the-job training
• “Snackable” short videos that can be watched in a
taxi ride
• Live training at team meetings
• 1:1 assistance

15. ADOPT: Progress
Good, better, best: never let it rest: a process or SOP
(formal Standard Operating Procedure) will never be
static, so stay up to date.
Process upkeep tips:
• When establishing a written process, include a
block to tell you how often it should be revisited
• Be aware of new releases and modify processes to
include those that pertain to your business
• Even small orgs can and should keep formal
process documents for business operation
scalability

16. ADOPT: Test
Keep testing your user base to deliver just in time
training and encouragement:
• Stop by exec’s standing team meetings to truly
understand the needs of the team; offer to provide
live training on a new or misunderstood feature
• Make user surveys and informal check-ins part of
your own personal Admin SLA (service level
agreement); find out what is holding users back so
that you can train up to that
• Involve users at all levels in your UAT (user
acceptance tests); this will show their level of
competence AND get them bought-in

17. Engage Continuously to Drive
User Acceptance

18. Introduce Salesforce with Excitement and Flare
Plan your launch or relaunch and promote it just
as you would any other NPI (New Product
Introduction).
Have:
• a kickoff
• a custom hashtag
• an exec sponsor
…and you’ve got to make it FUN!
#Awesome

19. Follow the Six Sigma visual management concept and make
Salesforce fun and visible throughout your physical workplaces or
virtually through Chatter groups
Be pervasive; it takes weeks to drive new habits. One live training
will not be enough!
Drive Continuous Engagement by Being Pervasive

20. Resources

21. Resources
eBook
Sales Technology User
Adoption
cloudadoption.solutions
/ebook/
Blogs
Admin Best Practices, Tips,
and Resources to Drive
Salesforce Adoption
bit.ly/adoptionresources
How to Get Your Company
Excited About New
Technology
bit.ly/excitedabouttech
6 Best Practices for Driving
End-User Adoption of
Salesforce
bit.ly/enduseradoption
Trailhead Trail
Empower Your
Salesforce Users

22. Q&A
bit.ly/AdminWebinarGroup
Slides
bit.ly/executiveadoptiontips
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