Learn more at www.LeadingAST.com Sales leadership workshop on building a winning sales organization.

1. Leading a Sales Transformation
Michael Weening
Senior Vice President
mweening@salesforce.com
Building a winning sales organization

2. Safe harbor
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3. Introducing myself
• SVP Customer Success Commercial WW
• SVP Customer Success APAC and Japan
• Realignment Microsoft Canada Communications Sector
• $43M > $94M with +27% NSAT
• Turnaround Microsoft UK Communications Se
• $160M > $210M with +42% NSAT
• Turnaround and transformation $900M Wireless Sales Organization
• Enterprise & medium direct and indirect channels (300 team members)
• Small business & consumer direct call center (325 team members)
• Operations and public safety networks (175 team members)
• Five years underperformance, worst employee scores in business, terrible CSAT
• 8 Qs of Growth, +25% ARPU, +21% customer satisfaction and double digit gains in
employee sat and sales productivity

4. This presentation

5. Sales Transformation
• Very little written about it
• Focus on organization coaching, leadership, enablement, day to day but no end to end
• Business school lack of focus on anything sales
What?
A B

6. Sales Transformation
When?
A B

7. Sales Transformation
Big or small? Lots of change or little?
A B

8. The HOW
A
Learn Plan Transform Adjust Transform
Sales Transformation Stages
B

9. The Learning Stage
Ensuring your perception matches reality
• Stakeholders
• Peers
• Direct report, skip level and the broad team
Assessment framework to build your perception
• People and culture
• Customer relationship and differentiation
• Partners and channels People
SUCCESS

10. Identification
Introduction & insights
Establish cadence
Commitment to process
Initial team introduction
1:1s
Organizational insight
Team building
Initial introduction
Town hall introductions
Skip level 1:1s
Social media awareness
Peers & Seniors Direct reports Broad Team
The Learning Stage Stakeholder Targets

11. The People
Performance
Sales Culture
Development
• Is compensation structured to encourage the right behavior?
• Are non-quota measures in place to facilitate coaching, training?
• Is recognition part of the culture? (Wins big/small, social, Thank-you?)
• Inhibitors to recognition in the culture?
• Is employee feedback integrated into the culture and impacting?
• Does the team understand the organizations vision, strategy and current state?
• Does the team think? Do they debate?
• Is sales partnering across marketing, product and support? Who are key virtual members?
• Does sales recognize virtual team members? How effectively is success shared?
• What are processes are in place to ensure cross functional alignment?
• What are the key relationships that the leader needs to maintain?
• Does the organization understand who are the top and bottom performers?
• How does the culture manage, foster and improve middle performers?
• What percent of reps are hitting quota?
• Team track record of retaining top & mid performers and managing out bottom 10%?
• Vitality curve with tenure and performance? Span of Control mapping?
• How assessment part of the culture?
• What is the coaching culture – do managers spend 60% of their time coaching?
• Tools for recruitment and development?
• Tools for coaching and management development?
• Percentage of the team with a development and career plan?
• What is the annual training plan and how is it balanced between formal and informal assets? ROI?
• What investments are being made in non-selling roles?
Virtual Team
Reps miss 6Q
Lost Password
VP absent
No PIPs in 7Q
Lose base @ 200%
Price sellers
Product driven training
1% with a plan
Sales is bad
Non-sales recognition

12. The Customer
Coverage
Model
Market
Strategy
Customer
Engagement
• Do your customers see the team as leader, laggard, innovator?
• Clear view of strengths and weaknesses versus the competition by segment? Products – solutions?
• Has the team identified which segments are the most important now and in the future?
• Does the team know the Top 10 accounts by region, segment or value?
• What is the industry strategy?
• Do you have a sales data warehouse to drive insight? (Propensity, white space, profiling)
• Do we know the right mix/level of resources needed to effectively serve each segment?
• Do we understand sales and support costs by segment and channel?
• Are resources aligned to segment lifecycle and size of growth opportunity?
• Are reps spending 50%+ of time on revenue generating activity?
• Across the customer lifecycle who touches the customer at what point?
• What internal teams contribute to renewals and upsell as part of the lifecycle? (Services, Care, etc)
• Do we measure interactions and satisfaction of the client base? Do measurements correlate to clear
action?
• How do clients view your team? Do they feel valued?
• Do we say thank-you?
• Is the team using the right frequency and vehicles for engagement (hospitality, voice/F2F/video)?
• Does sales facilitate successful engagements between internal teams and clients (professional services,
support, product development, marketing)?
• Is sales leader being effectively leveraged by the field and marketing? Is the entire executive team being
leveraged in the sales and customer life cycle?
Organic coverage model
No account planning
Price, price and price
No channel analysis
No lifetime value
No NSAT
Channel conflict
Internal focus
Only sales at client
No thank-you’s

13. Operations and Partner
Sales
Effectiveness
& Planning
Sales
Process
Partner
• View of sales pipeline at all points? (Velocity, drop out rates, probabilities, mapped to sales model)
• Is the process around contact defined and evolving?
• Is the team explicit about managing pricing? Disount management and where is price in sales process?
• Right sales processes beyond forecasting and price? (Cadence, opportunity reviews, territory planning,
escalation management, win-loss reviews)
• Right investment in sales tools and long term strategy?
• Sales processes standardized? Common language around people and sales process?
• Analytics provide deep insight into each segment, customer, buying cycles, propensity, profitability,
channel costs?
• Content and field update strategy?
• Collaboration, communication and industry strategy?
• How are territories and quotas created?
• Is planning process aligned to business requirements (Quota, budget, goals, scorecards)
• Collaboration between peer groups and sales in planning, budgeting and review process?
• How does the team go to market with partners?
• Do we have the right number of partners, channels or alliances to generate sales?
• Can we measure and understand what drives performance of each partner?
• How do partners and sales operate together? Sources of friction and collaboration.
• What programs, technologies are in place to support partners. Where do they overlap with Sales?
• Leadership view of partners?
• Does analysis exist on partner target markets related to channel cost, coverage, effectiveness?
Reps write their contracts
No Salesforce use
No account planning
Bad leads
Excel forecasts
No tool plan
Channel conflict
No data warehouse
No RFP process
Yearly quotas

14. The view from the frontline
Operations
CustomerPeople
Partner
No trust in
leaders (55%)
No coaching
or career plan
No skills
training
Old
technology
1-2 week
pricing
OK to
be
below
quota
No
measure
or insight
No industry depth
No
marketing
Poor
Comms
No input
into
decisions
No recogntion
(49%)
Quotas
did not
match
heads
Disjoined
Silos
No
sharing
No
win/loss
Technical Support
Excel
forecasting
Channel conflictManual
PPTs and
RFPs Manual
proposals
AMDOCS
Another
rep?
Bad
leads
Leaders don’t walk
the floor
HQ decisions
without the field
Leaders don’t walk
the talk
(Salesforce)

15. The Planning Stage
Bring together the views to assemble a clear view of the business
• 72 priorities over 24 months
Begin messaging across the organization
• To executives to mold perception around effort and define vision
• To individuals sell the vision and payoff
• To the company – commitment to Salesforce
• Condition of employment
• Salesforce as a single system promise and application of “Naughty 5%” rule
• LEADER walks the talk
• Broad messaging: MME, chatter, 1:1s, town halls, print

17. The Importance of Stakeholder Management
Low disruption
Slower gains
Short-term disruption
Long term gains

18. People: Building a High Performance Sales Culture
Top people issues
• Training was product centric with no ROI
• Employees were not bought into owning their careers
• Managers were not coaches
Planning
• Map out high performance culture
• Gain alignment from HR and stakeholders to support transition
• Twelve month execution plan
• Leadership VISIBILITY critical through a culture change
Plan
Transform

19. Field council
Mentoring
Ride along
1:1 coaching
Skills & Product
Webinars
Speakers
Measurement
Role profiles (High
and low profiles)
Aptitude testing
Recruit Coaching &
Methodology
High Performance Sales Culture Target State
Formal
Learning
Recruit
Product
Skills
How to do my job
Onboard
Short term 1:1
Long term 1:1
Develop
Learning cupboard
HBR, Audible
Associations
Elite Sellers
Flex budget
Industry
Individual
Learning
Big & small wins
Social, programs
Virtual team
Small Thank-you
Field
Learning
Career
Territory – Account
Virtual team
Plan
Meeting in a box
Coaching the coach
1:1 Cadence
Coaching tools
Coaching
Culture
Formal process
Manager support
Executive review
Peer feedback
Formal processes
Performance
ManagementReview
Recognition

20. Field council
Mentoring
Ride along
1:1 coaching
Skills & Product
Webinars
Speakers
Measurement
Role profiles (High
and low profiles)
Aptitude testing
Recruit Coaching &
Methodology
High Performance Sales Culture Target State
Formal
Learning
Recruit
Product
Skills
How to do my job
Onboard
Short term 1:1
Long term 1:1
Develop
Learning cupboard
HBR, Audible
Associations
Elite Sellers
Flex budget
Industry
Individual
Learning
Big & small wins
Social, programs
Virtual team
Small Thank-you
Field
Learning
Career
Territory – Account
Virtual team
Plan
Meeting in a box
Coaching the coach
1:1 Cadence
Coaching tools
Coaching
Culture
Formal process
Manager support
Executive review
Peer feedback
Formal processes
Performance
ManagementReview
Recognition

21. Other People highlights and suggestions
Organizational standardization
• Span of control, national versus regional
Power of Work.com functionality
• Badging aligned to recognition, training career
• Organization performance, feedback and coaching
Culture of transparency and recognition
• Executive chatter, quarterly all-hands, regional all-hands, Monday Morning mail
• Employee feedback working groups
• Executive breakfasts in region
• Small awards: big awards, virtual teaming
• Marc Benioff : V2MOM process, collaboration and transparency

22. Operations, customer, partner transformation:
Top customer issues issues
• Lack of automation
• Too few or too many processes
• Lack of CRM (Salesforce.com) adoption
Planning
• Multi-stage implementation, integration and training
• Variable funding and change stages
• A journey …. better, better never best
Plan
Transform

23. Priority
Support systems
Territory planning
Forecasting
Pricing process
Retention
Loss reviews
Contact cleanup
Small business and profiling
Data insights
Existing
Fragmented
Nominal and manual
Excel and manual
Manual, no BOR, 2 weeks
Fragmented
None
None
Text fields in billing system
Call center lead crisis
Manual
Transformation
First strategy
Integrated
Automated
Automated
Integrated
192 with shared learning
Quarterly programs
191K prospects, close rates
Aggregating 5 sources
Operations transformation examples
90% +time
30-75% auto
win/loss
118% YoY
Hunter/farmer

24. 1
Data
Data
Mart
Purge
Cleans
e
Sort
Rank
Score
D.M.
Dialler
SFDC
Define
Message
SFDC
Activity
Keep
Warm
Cold call F2F
Phone Lead Gen
Direct Marketing
SFDC
#
D&B ARPU Units
Custome
r
Master
Right Party
Connect
Process
Update
Loading
• SFDC
• Hoover / d/b
• Lists/ other sources
• Billing (NMI)
• Survey cold calling
• Customer support
Current State Future State
2
Good / Bad
Opportunity
Yes / No
Worthwhile
Reporting
Yes
Lost
No
Yes
Good
Yes
No
No
Next
Step
s
Bad
1
Opp
Opp
TotalMarket
Data
Mart
SFDC
NMI
SFDC
LIST
Billing
Outreach
Slowly the Data Warehouse and SFDC expand to profile the
market
22
Build a customer masterData transformation whiteboard

25. Priority
Content
Workflows
Field in decision making
Travel costs
Channel insights
Distribution enhancements
Rep productivity
Quota setting
Existing
Everywhere and bad
Manual
None
No plan
Nominal
Fragmented, regional
Focus on quota
Annual and variable
Transformation
Proposals, emails, RFP
Credit card
Field council
Mobility and video
Cost per channel
Standardized (+40%)
Measured and clear +DD
Quarterly predictability
Operations transformation examples

26. Priority
Industry depth
Trusted advisor
Customer satisfaction
One organization
Leverage great customers
Sales and service synergy
Executive engagement
Channel conflict
Existing
Nominal
Mixed
None
Fragmented
Salesforce example
Salesforce example
Salesforce example
Frequent
Transformation
Chatter, solutions, mktg.
Measured, training, MBOs
Closed loop process, +7%
Joint reviews and planning
Dreamforce
Red Accounts, collaborate
Customer success culture
Dramatic change
Customer and Partner examples

27. The view from the rep 24 months later
Operations
CustomerPeople
Partner
Trust and
recognition
85%+
95% with a
career plan
Skills &
product
training
Latest
Technology
Business
Opp
Review
75%
at
quota
Deep
custome
r insight
Aligned, trained
and tools for
industry
Accurate
marketing
MME
Strategy
council
Quarterly
quotas
No silo
Chatter
Win – Loss
sharing
Technical Support
as a Partner
(using SFDC)
Automated
opps,
forecasting
Channel
partnerships
Marketing
managed
PPT &
RFP
repository
Automated
proposals
Clean
contacts
Minimize
change
Compensation
aligned to
hunting, renewals
and internal
activities
Automated
acct plans
Great
leads
How Salesforce runs Salesforce
Marketing cloud
Integrated analytics
Red Account Process
Social integrated to contact
Integrated communities

28. Understood the situation and had a plan
Transparency and communication ALL directions
People, people, people
A journey – take risks, learn, iterate
The beginners mind …… better, better never best
Parting thoughts on transformation success

29. Reach out to me
Michael Weening
mweening@salesforce.com
Success community https://success.salesforce.com/ Sales Transformation
Ways we can help

30. Thank you

31. People Attrition
Attrition
Good
Bad
Could knowledge have been retained in different role?
Brand impact?
Effectives of recruitment profiling?
Management driven and controlled?
Was the attrition anticipated and backfill prepared?
What was the executive save process and truth
identified?
Quota ramp and reality? Territories?
Progress in learning journey?
Did manager know?
Did this get caught in people review process?
What was the mgmt. coaching cadence and
effectiveness?
Was duress identified and process in-flight?
How is the feedback showing up externally? (Glass
Door)
Performance managed out
Quit due to low performance
Income – missing quota
Territory perceptions
Training
Bad fit