How Salesforce uses Salesforce

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Transcript of How Salesforce uses Salesforce

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Andrew Zinger, Director, Market Readiness

Sales Productivity at Salesforce

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Ramping up sales reps fast

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Salesforce Advantage Competencies as the Foundational Core (Ongoing)

AE Advantage: Core AE Onboarding Journey

Getting Started Webinar

Boot Camp Pre-Work

Boot Camp AE 101

AE 201 Benchmark and Course Correct

Set Expectations. Provide Guide

map from Day 1 (By Region)

Streamline and provide visibility

into plan/progress

Prepare for the Boot Camp experience

Introduction to Salesforce Advantage, Products,

Competitive & Role-based Learning

Hands-on, Pipe/Oppty Mgmt +

+Salesforce Advantage for Sales Cloud/Service Cloud (prep for Certification)

Weekly ½-hr webinars & On-

demand modules + Office Hours

Fast Start to First Deal

(Calls + On Demand)

AE 301

Account Workshop and Execution

Deep Dive (RVP-facilitated)

+ Customer Visions

Pre-Work

Pre-Work

Intro to Learning Path &

Onboarding Community

New-hire Graduation

Onboarding Community + Product + Sales Execution Learning Modules

Accredited AND Closed First Deal or Oppty in

Stage 5

Ongoing Skills Training

30 Days 120 Days 180 Days

ILT

ILT

75-90 Days

Pre-Boarding Boot Camp Accelerated Onboarding Continuous

Learning

RVP/SALES LEADER COACHING

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Bootcamp Pre-work

Watch the Videos

Take the Quiz

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Sample Boot Camp Agenda M T W T F

7:30 - 6:00 BECOMING

SALESFORCE

8:00 - 5:00 ROLE BREAKOUTS

8:00 - 5:00 ROLE BREAKOUTS

P R O D U C T A G E N D A

TEAM CHALLENGE PRESENTATIONS

SERVICE INDUSTRY TRENDS Monica Youngblood, Andrew Zinger, Dana Chery EMPOWERED SERVICE AGENTS & SERVICE CLOUD BUYERS Monica Youngblood, Andrew Zinger, Dana Chery SALESFORCE MARKETING CLOUD Bobby Jania, Dani DeTrude, Sarah Carver TEAM BUILDING EVENT

KNOWING THE COMPETITION Adam May, Keith Hamrick, Emily Childs-Lopez

SELLING SUCCESS: PREMIER & TRAINING Brian Bolick CORPORATE PITCH PRESENTATIONS Rob Lamb, Andrew Zinger BOOT CAMP HAPPY HOUR

WELCOME TO BOOT CAMP

EXECUTIVE ADDRESS Dan Smoot

THE SALESFORCE1 PLATFORM: WHAT, WHY & HOW Jim Sinai, Lisa Kant

KEYS TO SELLING THE SALESFORCE1 PLATFORM Jim Sinai, Lisa Kant

TEAM CHALLENGE OVERVIEW Monica Youngblood

SFA BUYERS AND PLAYS Greg Gsell

GROW YOUR DEALS – EXTEND SALES CLOUD Jamie Domenici OBJECTION HANDLING Will Anastas

SALES CLOUD GROUP PROJECTS

J A N U A R Y 2 7 T H

8:00 - 8:30

8:30 - 9:30

9:45 - 11:30

11:30 - 12:00

1:00 – 1:45

1:45 – 2:45

3:00 – 3:45

3:45 – 5:00

5:00 - 7:00

B R E A K

L U N C H

B R E A K

L U N C H

8:00 – 9:30

9:45 – 11:00

1:00 - 2:00

2:30 – 3:30

3:30 – 4:15

5:30 - 7:00

B R E A K

4:15 – 5:30

2:00 - 2:30

B R E A K

11:00-12:00

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30/60/90 Fast Ramp Onboarding Webinars 1.  Prospecting for Success

2.  Filling the Funnel with Sales Dev

3.  Running an Opportunity

4.  Structuring a Deal

5.  Using ROI to Drive Up your Deals

6.  The Art & Science of Forecasting

7.  Planning your Territory

8.  Leveraging ISV and SI Partners

9.  Renewing Customer Contracts

10. Selling Salesforce Training

11. Getting your Customers Support

12. Customer Success with CFL

13. Selling Premier Services Two x 1-hour classes per week

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 Chatter Accounts Contacts

Opportunities Files/Content

Search Basic Reports

 Campaigns Mass Email

Customer Stories Black Tab

EWS Advanced Reports

Dashboards Forecasting

 iPad/ Tune-Up Build a Custom App

Do My Job Workshops

 AEs attend these workshops in conjunction with 30/60/90 classes

Do My Job 101 Do My Job 201 Do My Job 301

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Pre-Work & Boot Camp Month 1

Guided Certifications Month 2-4

Self-Guided Certifications Month 5-12

Badge Certification Program

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Advanced

Master

Novice

Proficient

Sales Leader Path to Mastery

0 – 6 Months 6 -- 18 Months 18 Months - Maturity Continuous

Gaining Expertise

Rapid Growth

Coaching Excellence

Sales Leader Levels

Timeline

Becoming a Salesforce Leader

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Sales process discipline

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Opportunity Process & Rigour

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Deal Collaboration

•  Bringing in Subject Matter Experts for “Contextual Collaboration”:

•  Mutual close plan

•  Legal input

•  Sales Operations input

•  Technical resources

•  Product experts

•  Opportunity changes pushed to the feed for those who follow it, e.g.

•  Next steps, close date, amount

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Opportunity Process & Rigour

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Sales Coach moves deals forward and drives accuracy

ü  Aligned with the Buyers stage?

ü  Completed all the suggested Activities?

ü  Dropped the Competitive Bombs?

ü  Followed the SUCCESS playbook?

Stage accuracy puts you in the right Forecast Category

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Opportunity Process & Rigour

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Deal Support Request Button

•  Button to request help on deals, e.g.

•  Competitive experts

•  Technical resources

•  Business case help

•  Customer reference visits

•  RFP help

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Leverage SUCCESS to Help You Forecast

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Visibility Empowers Sales Leaders and Sales Reps to Drive More Deals

Leaderboards drive healthy competition

Track Trends based on opportunity flow and closed business

Accelerate deals with in app communication

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Have a Single Source of Truth Boosts Decision Making Confidence

ü  If it’s not in the App, it doesn’t exist

ü Standardized definitions

ü Executives have real-time visibility

ü Chatter makes inspection easy

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Filtered Dashboards to Drive Common KPIs

ü Run your business using a single dashboard

ü No need to switch

dashboards to answer different business questions

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Measure Pipeline Trends

①  Use breakpoints to identify potential problems

②  Track pipeline and revenue over time by region and stage

③  Drill down into key deals this month and quarter

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Thank you