How Salesforce.com Uses Salesforce to Manage Marketing Campaigns
How Salesforce uses Salesforce
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Transcript of How Salesforce uses Salesforce
Andrew Zinger, Director, Market Readiness
Sales Productivity at Salesforce
Ramping up sales reps fast
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
Bootcamp Pre-work
Watch the Videos
Take the Quiz
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
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
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
Pre-Work & Boot Camp Month 1
Guided Certifications Month 2-4
Self-Guided Certifications Month 5-12
Badge Certification Program
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
Sales process discipline
Opportunity Process & Rigour
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
Opportunity Process & Rigour
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
Opportunity Process & Rigour
Deal Support Request Button
• Button to request help on deals, e.g.
• Competitive experts
• Technical resources
• Business case help
• Customer reference visits
• RFP help
Leverage SUCCESS to Help You Forecast
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
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
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
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
Thank you