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Salesforce: how to connect your sales team to grow sales
Sales Cloud connects sales teams and helps grow sales. It provides a platform for CRM and other solutions. The Australian Institute of Management (AIM) faced challenges with an outdated technology environment hindering its business and sales pressures. To overcome these, AIM agreed on principles for commercial off-the-shelf applications, configuration over customization, and scalability. AIM selected Salesforce as it met these principles, supported key processes like sales and customers, and was more cost effective than alternatives for implementing a new system across seven months. AIM benefited from increased efficiency, immediate reporting, and holding sales despite market declines.
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Salesforce: how to connect your sales team to grow sales
- 1. Sales Cloud: ConnectYour Sales Team to Grow Sales Todd Enders, salesforce.com Dana Teahan, Australian Institute of Management Chris Tye, salesforce.com
- 2. Dana Teahan Australian Instituteof Management Chief Information and Digital Officer
- 3. Today’s presentation • WhoAIM is • Some of our challenges • Path to overcoming them • Why we selected Salesforce • A case study – how we use Salesforce • Benefits • Some learnings and insights…
- 4. Our mission (anddisclaimer)… “Building better managers and better leaders for a better society” So we give this presentation freely, for no benefit other than to help other businesses implement Technology more effectively as we see Technology requiring strong management and leadership to succeed.
- 5. All About AIMNSW & ACT • A 70+ year old membership based organisation • A training education provider • An advocate for Management and Leadership issues in Australia • Independently operated in each state (or territory) • Not for profit
- 6. Some big challenges… Arisky, old (i.e. 7 years), antiquated technology environment that didn’t support the business. In fact they hindered it.
- 7. Some big challenges… Theweb was increasingly important in selling, servicing and delivering customer experience. If your systems aren’t built with the web in mind, how can you achieve this?
- 8. Some big challenges… Significantsales and market pressure, we were on the down part of the cycle. Training sadly is discretionary spend, often cut in bad times.
- 9. Some big challenges… Startedthere!! Significant sales and market pressure, we were on the down part of the cycle. Training sadly is discretionary spend, often cut in bad times.
- 10. Some big challenges… Goinghere!! Significant sales and market pressure, we were on the down part of the cycle. Training sadly is discretionary spend, often cut in bad times.
- 11. How did weovercome these challenges? We would agree some guiding principles.
- 12. We agreed theseprinciples… Commercial, off the shelf, best of breed applications Find applications that we could adapt our business to, rather than the other way around.
- 13. We agreed theseprinciples… Configure – not customise. Focus on systems that could be configured, rather than code development.
- 14. We agreed theseprinciples… Scalable – in both directions. Find a solution that could grow (or shrink!!) with the organisation, but more importantly support a National rollout.
- 15. We agreed theseprinciples… We’re not a Technology Company A hard won realisation. We focus on using and leveraging technology. Not running it.
- 16. Almost went downthe wrong road… CIO Management, Board, CEO, Passerby…
- 17. Some reasons whySalesforce…
- 18. Some reasons whySalesforce… Met our principles.
- 19. Some reasons whySalesforce… Supported our business processes – Especially Sales, Customer and Student Management. Met our principles.
- 20. Some reasons whySalesforce… Supported our business processes – Especially Sales, Customer and Student Management. Met our principles. Was a platform for solutions, an ecosystem for capability not just a CRM.
- 21. Some reasons whySalesforce… Supported our business processes – Especially Sales, Customer and Student Management. Met our principles. Was a platform for solutions, an ecosystem for capability not just a CRM. Was more cost effective than Alternatives and fast…
- 22. By fast wemean start to finish… Telesales Pilot Sales & Ops Membership Excluding a long period of planning and a few mistakes we implemented the system…
- 23. Start to finish… TelesalesPilot Sales & Ops Membership = 7 Months Excluding a long period of planning and a few mistakes we implemented the system…
- 24. A Sales CaseStudy A web site Telesales + Customer Service Sales people on the ground (Lead Generation) (Inbound / Outbound) (Supports Mobility)
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- 30. Volumes • 120,000 Contacts •35,000 Accounts • Hundreds of Open Opportunities • Hundres of leads per month • 4 major integration points • 15,000 + students a year • Used by 80% of staff
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- 33. Benefits… Held or grewslightly sales on many products in a market that has declined between 20-30%.
- 34. Benefits… Operating on lessstaff, due sadly to market conditions but similar volumes. About 40% more efficient than previous system.
- 35. Benefits… Immediate reporting anddashboards Management have information at Hand within minutes or hours.
- 36. Some learnings… • It’sall in the planning • 30% is the system implementation • 70% is change management • Clarity of business processes and business process reengineering • Strong controls around data