SlideShare a Scribd company logo
WHAT LEADS TO 
SALESFORCE SUCCESS?
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!
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.
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.
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!
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.
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
ABOUT INTELLIO 
At Intellio, our focus is on clearly 
understanding your unique 
business vision and delivering 
innovative and scalable solutions.
If you want to contact 
Linkedin: Myles Walsh: 
Myles Walsh 
Slideshare: 
Myles Walsh 
Twitter: 
@myles_walsh

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Intellio - What Leads to Salesforce Success?

  • 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