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Michael Hanna
President, Hanna Strategy
Group
July 15, 2014
7 Salesforce Hacks
to Help Your Team
Hit Quota
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Purpose
If Salesforce.com is not helping your Sales reps
hit quota, then why do you even have it?
Purpose:
To help your sales reps hit quota by keeping them
organized, informed and accountable.
It should be a window and a mirror.
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Outline
Insights that Enable Informed Sales Execution
3 Hacks
Accountability that Fosters Good Habits
4 Hacks
How to Waste for Your Sales Team’s Time
3 Bonus Tips
Insights That Enable Informed Sales
Execution
1. Lost Reasons & Lost Stage
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What’s the first thing people say when you tell them
you lost your keys or your phone?
1. Lost Reasons & Lost Stage
Example 1:
Lost Reason: Price too high
Example 2:
Lost Reason: Price too high
Lost Stage: Negotiation
Example 3:
Lost Reason: Price too high
Lost Stage: Needs Analysis
“Where did you last see it?”
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
How to Make it Happen:
When Stage is set to Closed Lost:
• Auto-populate a “Lost Stage” field with the prior stage value.
• Require a Lost Reason. Both
as a pick list (so you can
aggregate data) and as a
text field (so you capture
more details).
1. Lost Reasons & Lost Stage
2. Lost Date
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Example:
• Opportunity with a close date on March 1, 2015.
• You lose the deal on October 20, 2014.
• You set the Stage to Close Lost
• On January 10 you want to run a report showing you lost deals
last year.
• This opportunity will not appear in the report if you run it based
on Close Date.
2. Lost Date
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How to Make it Happen:
When Stage is set to Closed Lost:
• Auto-populate Close Date with today’s date.
2. Lost Date
3. Custom Competitors
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Native Competitor object on
Opportunities provides no
customization or flexibility
except for editing the competitors
available to select.
3. Customer Competitors
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
HOW TO MAKE IT HAPPEN:
• Create an account for every competitor with Type = “Competitor”
• Create a Customer Competitors object, with Opportunities as the
Master object.
• Include a lookup field on Competitor Accounts
• Add whatever fields you want to capture for competitive
scenarios.
• Turn off all other ways to track competitors.
• Collaborate around your Competitor Accounts.
• Get really cool Competitive insights.
3. Custom Competitors
Accountability that Builds Good
Habits
4. Capture Forecast Commitments
& Comments
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• Forecasting is the “credibility” metric for sales reps.
Therefore we should understand its trends and accuracy.
• Track the weekly forecast commitments by rep for the period.
Allow commentary from the reps, to accompany their forecast
number.
• This takes 90 seconds per week!
4. Capture Forecast Commitments & Comments
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HOW TO MAKE IT HAPPEN:
• Create a Custom Forecast Commitment Object
• Have your reps submit their committed number and comments
each week.
• Review them before your forecast meetings.
• Enjoy a more productive forecast meeting.
• Report on forecast trends.
• After the period has closed, report on forecast accuracy,
aggregated and by rep!
3. Custom Competitors
5. The “I Don’t Want to be On This Dashboard”
Dashboard
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• Impossible Opportunities:
Open with close dates in the past
• Stuck Opportunities:
Stage Duration > 90 days
• Neglected Opportunities:
Last modified > 7 days ago
• Neglected Leads:
Older than 2 days and unread
• Opportunities Being “Winged”
No Next Step
5. The “I Don’t Want to be On This Dashboard” Dashboard
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5. The “I Don’t Want to be On This Dashboard” Dashboard
6. Display Stage Qualifiers
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Remove subjective inconsistencies in how reps designate
stages to their opportunities. Always display the definition
for each stage.
This is a formula field returning an IMAGE(), specified for each
Stage value.
6. Display Stage Qualifiers
7. Boolean Pick Lists
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
A Boolean Pick List? Really? Why not a checkbox?
• A checkbox is always populated, defaulted to false. You never know
whether a user decided it’s false, or ignored it.
• A Yes/No pick list defaults to blank. You always know they ignored it
until it’s populated.
• This is especially useful if it’s a required
field or included in a validation rule.
7. Boolean Pick Lists
How to Waste Your Sales Team’s
Time
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
1. Create as many nice-to-have fields as possible.
The smaller the scroll bar the better! You can never have too
much data, right? This is the CRM equivalent to hoarding. You
will lose your truly valuable data in a sea of “just in case” data.
2. Make lots of fields required.
This is a great barrier to CRM adoption. Your reps will either make
stuff up, or not even bother.
3. Make everyone an administrator.
Everyone will have the power to change everything for everyone.
A great way to cause confusion
How To Maximize Time Wasted for Your Sales Team
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
Insights that Enable Informed Sales Execution
1. Lost Reasons & Lost Stage
2. Lost Date
3. Custom Competitors
Accountability that Fosters Good Habits
4. Capture Forecast Commitments & Comments
5. The “I don’t want to be on this dashboard” Dashboard
6. Display Stage Qualifiers
7. Boolean Pick Lists
Summary
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Questions
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h a n n a s t r a t e g y . c o m
ca.linkedin.com/in/michaelhanna7/
@michael_hanna
www.facebook.com/michael.hanna.988
www.youtube.com/HannaStrategyGroup
michael@hannastrategy.com
Michael Hanna

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7 Salesforce Hacks To Help Your Team Hit Quota

Editor's Notes

  1. Buying cycle aligned nurtures contain multiple integrated tracks aligned to stages of the buyer’s journey.
  2. Based on persona? Based on acquisition point?
  3. The “I Don’t Want to be On This Dashboard” Dashboard
  4. The “I Don’t Want to be On This Dashboard” Dashboard
  5. Existing trial flow should be more focused on engagement, getting him/her to do things in the trial