This document outlines four key points that lead to Salesforce success: 1) There is no magic bullet and executive leadership must show how Salesforce helps increase sales, 2) Adoption requires buy-in from all levels with executive support and offsetting data entry tasks, 3) Salesforce should be seen as enabling sales wins rather than monitoring reps, and 4) Implementing Salesforce in small stages delivers ongoing value better than a big bang rollout.

1. WHAT LEADS TO
SALESFORCE SUCCESS?

2. Companies who understand the potential of
Salesforce, are proactive on these 4 points.
1 2 3 4
• No “Magic
Bullet”
• Adoption
Focus
• Less “Big
Brother”,
More Sales
Wins
• Say No to
Big Bang!

3. No “Magic Bullet”
Turning on Salesforce
doesn’t magically
increase sales!
Your executive team
must create a change
management
campaign showing
how Salesforce helps
your sales team make
more money.
Your execs must also
use Salesforce as their
communication tool to
all sales reps.

4. Adoption Focus
For adoption to
happen, everyone
needs to jump on
board!
You need executive
championship from
day one. Your users
will resist a top-down
mandate.
Adoption Focus
You must offset data
entry tasks with
innovative benefits
that save your sales
reps’ time.
For adoption to happen, everyone needs
to jump on board.
You need executive championship from
day one. Your users will resist a top-down
mandate.
You must offset data entry tasks with
innovative benefits that save your sales
reps’ time.

5. Less “Big Brother”,
More Sales Wins
Salesforce should not
be seen as an executive
tool to monitor and
micro-manage sales
rep activity. Reps won’t
use a system that spies
on them!
Focus on how the
system accelerates the
sales funnel, creates
bigger commission
cheques, and increases
revenue – a positive for
everyone!

6. Say No to Big Bang!
Don’t deploy all high-value
features and bring up all users,
at once.
The “Big Bang” path leads to
legacy delays and cost over-runs,
undermining system
credibility.
Start small. Deliver value to the
business each month, deploying
high risk features and
onboarding users as system
credibility grows.

7. Sources and Attributes
1. Nancy Duarte - http://www.duarte.com/slidedocs/
2. David Taber - http://saleslogistix.com/company/press.html,
http://www.amazon.com/gp/product/013351739X/ref=as_li_tf_tl?ie=UTF8&camp=1789&creative=9325&
creativeASIN=013351739X&linkCode=as2&tag=davtabass-20
3. A spot of Magic by JD Hancock is licensed under CC, http://photos.jdhancock.com/photo/2012-04-16-
000233-a-spot-of-magic.html
4. US Army by familymwr is licensed under CC,
https://www.flickr.com/photos/familymwr/4395676128/sizes/l
5. What are you looking at? by nolifebeforecoffee is licensed under CC,
https://www.flickr.com/photos/nolifebeforecoffee/124659356/sizes/o
6. The Big Bang by pshutterbug is licensed under CC,
https://www.flickr.com/photos/pshan427/815348106/sizes/l
7. The Pride of One by JD Hancock is licensed under CC,
https://www.flickr.com/photos/jdhancock/4751112200/sizes/l

8. ABOUT INTELLIO
At Intellio, our focus is on clearly
understanding your unique
business vision and delivering
innovative and scalable solutions.

9. If you want to contact
Linkedin: Myles Walsh:
Myles Walsh
Slideshare:
Myles Walsh
Twitter:
@myles_walsh