At Dreamforce 2014 we presented: "Coaching: The Power of Knowing Where You Stand."
Do your employees ever say: Where do I stand? They should know where they stand with regular 1:1 conversations that are focused on business results. Join us to see how our ESMB teams use Work.com to coach and get the most out of people.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
2014 Customer Success Salary Survey Report By TotangoTotango
The 2nd annual Customer Success Salary Survey Report (formerly State of the Profession: Customer Success report) brings in details of compensation trends, goals, challenges, and successes.
See the infographic and read the full blog here: http://v.alue.co/1qmZvzJ
2015 Customer Success Salary & State of the Profession ReportTotango
Customer Success as a profession is going through a meteoric rise. This was evident in our most recent Customer Success survey which attracted more than 4X respondents compared to last year.
Check out the 3rd annual Customer Success Salary Survey & State of the Profession Report to benchmark your customer success efforts -- from compensation to goals and challenges. Enjoy!
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
The $3.5M Question: Train Your Sellers or Your Sales Managers?KGFlanagan
Sales managers are important, but what’s the business case for investing in their development? Or more pointedly, is it worth reallocating your limited training budget away from salespeople and toward their managers?
New research reveals that the average cost of a poor sales manager is a whopping $3.5 million in lost revenue… Per manager. Across even a modestly sized sales force, that adds up to tens of millions of dollars. The research also shows that shifting sales training budgets from sellers to managers is a smart investment strategy. Companies that invest more than 50 percent of their budgets in sales management programs grow revenue 15 percent faster than those that invest primarily in their sellers. Join researcher and best-selling author Jason Jordan as he discusses:
How to quantify the cost of bad sales management in your organization
How to build a clear and compelling business case for focused investment in your sales managers
How to identify the specific management training programs that will make the biggest impact
If you are a sales enablement or L&D professional, you will not want to miss this eye-opening session.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
2014 Customer Success Salary Survey Report By TotangoTotango
The 2nd annual Customer Success Salary Survey Report (formerly State of the Profession: Customer Success report) brings in details of compensation trends, goals, challenges, and successes.
See the infographic and read the full blog here: http://v.alue.co/1qmZvzJ
2015 Customer Success Salary & State of the Profession ReportTotango
Customer Success as a profession is going through a meteoric rise. This was evident in our most recent Customer Success survey which attracted more than 4X respondents compared to last year.
Check out the 3rd annual Customer Success Salary Survey & State of the Profession Report to benchmark your customer success efforts -- from compensation to goals and challenges. Enjoy!
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
The $3.5M Question: Train Your Sellers or Your Sales Managers?KGFlanagan
Sales managers are important, but what’s the business case for investing in their development? Or more pointedly, is it worth reallocating your limited training budget away from salespeople and toward their managers?
New research reveals that the average cost of a poor sales manager is a whopping $3.5 million in lost revenue… Per manager. Across even a modestly sized sales force, that adds up to tens of millions of dollars. The research also shows that shifting sales training budgets from sellers to managers is a smart investment strategy. Companies that invest more than 50 percent of their budgets in sales management programs grow revenue 15 percent faster than those that invest primarily in their sellers. Join researcher and best-selling author Jason Jordan as he discusses:
How to quantify the cost of bad sales management in your organization
How to build a clear and compelling business case for focused investment in your sales managers
How to identify the specific management training programs that will make the biggest impact
If you are a sales enablement or L&D professional, you will not want to miss this eye-opening session.
Deep-dive into Gainsight’s own 1:Many program. See how we leverage the right people, strategy and processes to communicate with customers and save CSMs time.
Quarterly business review (QBR)template Swagata Kumar
Quarterly Business reviews are the second most important meetings for Customer success managers in the customer success world. The first being the onboarding meeting. QBRs are a CSM’s chance to showcase how their product has met the customer’s KPIs. Plus an opportunity to present the future planning to get a customer’s feedback and sow the seeds for renewal and / or upsell. Here is a template to help you plan the Quarterly Business Review meeting
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Empowering Customer Success through Product FeedbackGainsight
What's the single biggest factor in whether or not a customer churns? Don't overthink it — it's whether or not the product is meeting their needs. But what's the biggest factor in whether or not your product is meeting your customers' needs? It's Customer Success. That means the relationship between Product and Customer Success is crucial for any recurring revenue business.
This webinar will feature Rahul Jain, Founder and VP of Customer Success at Pendo, and Guarav Kotak, Senior Director of Product at Gainsight. Together, they'll explore how to create a positive feedback loop between Customer Success and Product to improve both teams' metrics.
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Presentation by Kristen Hayer, CEO at The Success League.
A deep dive into setting the right metrics and goals to help your Customer Success team succeed. Presented at the Customer Success Silicon Valley Meetup on August 6.
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Customer Success Cubed - The Simplest Guide you will ever FindTotango
Presentation by Guy Nirpaz, CEO at Totango.
The simplest guide you will ever find to help you succeed in Customer Success. Presented at the Totango Customer Success Silicon Valley Meetup.
What Does It Really Mean To Build A Customer Culture?Totango
Whether you call it customer centricity, customer obsession, or customer focused, putting the customer at the center of your company is the right business approach. In order to be customer centric, however, your organization must operate within a strong, pervasive customer culture that supports the business approach.
But what exactly is a customer culture and how do you build it? Review our webinar slides presented by two industry thought leaders, Claire Burge, CEO of This Is Productivity, and Omer Gotlieb, Co-founder of Totango, to learn:
- The specific cultural changes required to truly embrace customer-centricity
- The processes and systems required for customer-centric culture
- The mind-shifts individual team players need to make toward customer-centricity
For recurring revenue businesses, your business success is directly tied to your customer's success. Make sure you catch the on-demand webinar to build the right customer culture for your company.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Buil...Gainsight
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Building a High Performing Customer Success Team
Insight Venture Partners and Gainsight presented a webinar on customer success best practices for SaaS retention, including the crucial metrics and Knowledge and Skills Frameworks (KSFs) for building a high performing Customer Success team.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
How can you measure the value of customer success to your organization? What is the actual bottom-line dollar value customer success will have for your company? Join Dan Steinman, Chief Customer Officer at Gainsight, and special guest Kate Leggett, VP and Principal Analyst at Forrester Research to learn the answers to these questions and more.
Dan and Kate will discuss the economic value customer success has had on various industries and what potential value it holds for the future of your company. This data-driven-webinar will cover topics such as:
The economic value model of customer success for SaaS, financial services, and other industries
How to lead your company in customer success
The benefits of adopting customer success as an organization
How We Reorganized Our Entire Post-Sales OrganizationGainsight
One of Gainsight's principles is to "Carry the Torch" for the Customer Success industry. We've shared a lot about innovations in our processes, but not as much about our organization. In this session, Allison Pickens, VP of Customer Success and Business Operations at Gainsight, will share the story of how we re-organized post-sales to drive success for our customers.
Setting KPIs and Calculating ROI for GamificationCentrical
How to calculate return on investment (ROI) and set key performance indicators (KPIs) for an enterprise gamification project - in sales, customer service, knowledge collaboration, training and onboarding, social networks and more
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...Octopus Events
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Deep-dive into Gainsight’s own 1:Many program. See how we leverage the right people, strategy and processes to communicate with customers and save CSMs time.
Quarterly business review (QBR)template Swagata Kumar
Quarterly Business reviews are the second most important meetings for Customer success managers in the customer success world. The first being the onboarding meeting. QBRs are a CSM’s chance to showcase how their product has met the customer’s KPIs. Plus an opportunity to present the future planning to get a customer’s feedback and sow the seeds for renewal and / or upsell. Here is a template to help you plan the Quarterly Business Review meeting
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Empowering Customer Success through Product FeedbackGainsight
What's the single biggest factor in whether or not a customer churns? Don't overthink it — it's whether or not the product is meeting their needs. But what's the biggest factor in whether or not your product is meeting your customers' needs? It's Customer Success. That means the relationship between Product and Customer Success is crucial for any recurring revenue business.
This webinar will feature Rahul Jain, Founder and VP of Customer Success at Pendo, and Guarav Kotak, Senior Director of Product at Gainsight. Together, they'll explore how to create a positive feedback loop between Customer Success and Product to improve both teams' metrics.
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Presentation by Kristen Hayer, CEO at The Success League.
A deep dive into setting the right metrics and goals to help your Customer Success team succeed. Presented at the Customer Success Silicon Valley Meetup on August 6.
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Customer Success Cubed - The Simplest Guide you will ever FindTotango
Presentation by Guy Nirpaz, CEO at Totango.
The simplest guide you will ever find to help you succeed in Customer Success. Presented at the Totango Customer Success Silicon Valley Meetup.
What Does It Really Mean To Build A Customer Culture?Totango
Whether you call it customer centricity, customer obsession, or customer focused, putting the customer at the center of your company is the right business approach. In order to be customer centric, however, your organization must operate within a strong, pervasive customer culture that supports the business approach.
But what exactly is a customer culture and how do you build it? Review our webinar slides presented by two industry thought leaders, Claire Burge, CEO of This Is Productivity, and Omer Gotlieb, Co-founder of Totango, to learn:
- The specific cultural changes required to truly embrace customer-centricity
- The processes and systems required for customer-centric culture
- The mind-shifts individual team players need to make toward customer-centricity
For recurring revenue businesses, your business success is directly tied to your customer's success. Make sure you catch the on-demand webinar to build the right customer culture for your company.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Buil...Gainsight
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Building a High Performing Customer Success Team
Insight Venture Partners and Gainsight presented a webinar on customer success best practices for SaaS retention, including the crucial metrics and Knowledge and Skills Frameworks (KSFs) for building a high performing Customer Success team.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
How can you measure the value of customer success to your organization? What is the actual bottom-line dollar value customer success will have for your company? Join Dan Steinman, Chief Customer Officer at Gainsight, and special guest Kate Leggett, VP and Principal Analyst at Forrester Research to learn the answers to these questions and more.
Dan and Kate will discuss the economic value customer success has had on various industries and what potential value it holds for the future of your company. This data-driven-webinar will cover topics such as:
The economic value model of customer success for SaaS, financial services, and other industries
How to lead your company in customer success
The benefits of adopting customer success as an organization
How We Reorganized Our Entire Post-Sales OrganizationGainsight
One of Gainsight's principles is to "Carry the Torch" for the Customer Success industry. We've shared a lot about innovations in our processes, but not as much about our organization. In this session, Allison Pickens, VP of Customer Success and Business Operations at Gainsight, will share the story of how we re-organized post-sales to drive success for our customers.
Setting KPIs and Calculating ROI for GamificationCentrical
How to calculate return on investment (ROI) and set key performance indicators (KPIs) for an enterprise gamification project - in sales, customer service, knowledge collaboration, training and onboarding, social networks and more
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...Octopus Events
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Metrics Worth Measuring: Align Business Goals to Salesforce AdoptionSalesforce Admins
Adoption can mean different things to different people. Aligning on the right measures is critical to success and will drive not only acceptance of Salesforce but the achievement of key business goals. By ensuring that adoption is defined by key business metrics, Admins become the keystone to a successful software rollout and a bridge to greater success for the company.
Talk given by Nick McDuffie, Senior Product Manager at Salesforce, at Music City Agile on August 2016
Salesforce has one of the best at scale agile transformations in enterprise history with over 400+ agile teams. With an organization this large, Salesforce has built the model enterprise agile coaching practice. Large organizations from all over the world who are undergoing an agile transformation or are in the middle of one, reach out to Salesforce on how to setup an enterprise agile coaching practice. In this talk you will understand the role of an agile coaching practice, discover what makes a great agile coaching practice and identify 5 key elements in making your agile coaching practice successful.
The Little Engine That Could: How the Salesforce Foundation Markets with PardotPardot
Whether you’re a marketing team of one or many, top priority is customer engagement at the right time, driving interest, and marketing relevant content. The Salesforce.com Foundation customer base has been growing at record speed for the past year, and with only a handful of marketers, we needed a way to keep up. Enter Pardot marketing automation - our tool for success. Join us to hear our journey and learn how Pardot has transformed our marketing, communications, and outreach from manual processes to sophisticated profiling and segmentation. We'll examine what it took to get it up and running and how we can now be more responsive to our customers' interests with content marketing. Leave knowing that the small and mighty marketer can get the job done too!
Solo Admins: Getting Your Work Noticed - Kerry Townsend & Jodi WagnerSalesforce Admins
As a Solo #AwesomeAdmin, you are already technically gifted and detail-oriented, but maybe Sales and Marketing is not your thing (especially when it comes to yourself). Join us to learn how to get your work noticed as a Solo Admin. You will get practical tips on how to develop a personal marketing communication plan with examples of tactics which will both drive user adoption and boost your career prospects!
Salesforce Admins live at the center of change within organizations. Whether automating processes or transitioning to Lightning Experience, change management skills will ensure smooth sailing when completing projects and create a better experience for your stakeholders, end users, and you.
On April 25th, 2013, Salesforce Work.com hosted a webinar featuring Nicole DiViito from Salesforce.com's Global Onboarding and Sales Productivity Team. Here is the powerpoint presented. A replay of the session can be found here:
http://work.com/blog/2013/04/webcast-replay-inside-salesforce-coms-winning-sales-culture/
Every organization, large and small, struggles with adoption. In this webinar, we’ll talk about the three biggest barriers to adoption and how to overcome them.
Key Takeaways
-You are not alone! Getting other humans to do what you want is hard!
-The three biggest barriers to user adoption and how to overcome them.
-Where to get help, tips, and tricks.
This webinar covers how to track your activities, quantify where time is spent and make a business case for additional resources. Find recording: https://admin.salesforce.com/webinar/solo-admin-to-coe
Marketing Effectively to Drive Adoption and Compliance Using Flow - Jeremiah ...Salesforce Admins
We actively market to our customers. How often do we think about marketing to our users? As Admins, it's important to keep the lines of communication open with internal customers. Join us as we show you how to use point-and-click development tools to foster internal relationships and drive adoption.
Modern Database Management 12th Global Edition by Hoffer solution manual.docxssuserf63bd7
https://qidiantiku.com/solution-manual-for-modern-database-management-12th-global-edition-by-hoffer.shtml
name:Solution manual for Modern Database Management 12th Global Edition by Hoffer
Edition:12th Global Edition
author:by Hoffer
ISBN:ISBN 10: 0133544613 / ISBN 13: 9780133544619
type:solution manual
format:word/zip
All chapter include
Focusing on what leading database practitioners say are the most important aspects to database development, Modern Database Management presents sound pedagogy, and topics that are critical for the practical success of database professionals. The 12th Edition further facilitates learning with illustrations that clarify important concepts and new media resources that make some of the more challenging material more engaging. Also included are general updates and expanded material in the areas undergoing rapid change due to improved managerial practices, database design tools and methodologies, and database technology.
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
Make the call, and we can assist you.
408-784-7371
Foodservice Consulting + Design
W.H.Bender Quote 65 - The Team Member and Guest Experience
Df14 coach post2
1. Coaching:
The Power of Knowing Where You Stand
Mike Wolff
Senior AVP, Sales
@mike_wolff
Meghan Gendelman
Learning Strategist
@mmgendelman
Nick Partington
Regional Manager
Eric Hazelton
Account Executive
@edhSFDC
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 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 salesforce.com, inc. is
included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These
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.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
3. What to expect
• How engaged is your team? And why it matters.
• How Salesforce tackles this question.
• Panel
17. Business Plans – Dynamic, Iterative, Progressive
• Focused on key strategies, actions and metrics
• Dynamic vs. Static
• Focuses team on top priorities
• Progressive feedback
• Pick on strategy a month. DON’T move until you’ve mastered it.
19. Feedback - Real time… All the Time
• Consistent, Specific, Measureable, Actionable
• Leverage Work.com Coaching Groups with every:
– AE:RM
– RM:VP
– VP:AVP
• 1:1s – In a 4-week month, meet 3 times
• Hold everyone accountable
• Track interactions and share results
20. Got Coaching? Got Feedback? Fight to Work with Us?
" Target is 3+ documented coaching
interactions a month / AE
" 28 AEs had more than 3+ coaching
interactions last month.
" One question survey on Nov. 3
+ Target 90% “Yes”
Better… better… never best
21. Mike Wolff Nick Partington Eric Hazelton
Panel
Senior Area Vice President Regional Manager Account Executive