How Salesforce.com Drives Sales Productivity: App Tips and Best Practices
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Transcript of How Salesforce.com Drives Sales Productivity: App Tips and Best Practices
How Salesforce.com Drives Sales Productivity: App Tips and Best PracticesSales Professionals
Dennis Jeske, salesforce.com
Doug Landis, salesforce.com
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This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breachof our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
We Transformed Our Sales Organization With Productivity Programs & Tools
Sales Process
Product to Solutions
Social Enterprise
Salesforce Accelerates Productivity & Revenues
Global Sales SuccessProductivity improved by 34%
Win rates are up 25 to 50%New hire ramp time decreases by 50%Planning tools drives sales alignment
Global Account Collaboration across geographies & groups
We’ve never seen better tools and programs designed and delivered for sales in my career.
Top Performing Account Executive
Our Goal: Optimize Rep Selling Time
Tips to improve selling time
Model top performer best practices
Identify sales process enablers
Use technology to scale
Sales Time Benchmarking StudyEngaged Selling Time Benchmark: 24%Engaged Selling Time @ salesforce.com: 34%
Global Sales is Focused on “Lead to Renew”
Lead Development
Telesales
Referral Partners
SMB & Mid Market Sales
VSB/SB
MM/GB
EnterpriseSales
Industry & Commercial
Global Accounts
Customer Success
Services & Support
Consulting Partners
Technical Sales Engineering
Sales Productivity & Operations
Metrics: Tracking Sales Productivity in Real-Time
Emails
Meetings
App logins
Customer Outreach
Pipe Created
Pipe By Product
Win rates
Closed business
Industry sales
Cloud sales
Activities Pipeline Revenue
Productivity is Driven by People & Technology
Our Guiding Principles:
• At the pulse
• Always iterating
• Keep momentum going
• Crowd-source stakeholders
• Solve the business problem, not the app problem
Our Global Sales Army Is Mobile Enabled
Mobility Differentiates & EnergizesMobile devices for all
Ipad sales store
100% certification compliance
Sales Process
Sales MethodologySales CoachValue SellingReferences
Executive BriefingsRFP force
Activity Call PlansClose Plans
Training & On-Boarding
Sales Training LibraryOn-Boarding
Sales Kick OffsCertification
Product TrainingSkills TrainingPerformance
Tracking
Communications
Community CallsCommunity Sites
Sales LibrarySales Kits by RoleSPIFFs/Contests
Calendar
Management Reporting & Coaching
Coaching ChecklistsStandardized Dashboard Kit
Territory PlanningBig Deal ReviewsStrategic Account
Plan Reviews
Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally
The Salesforce.com SUCCESS Sales Methodology
1. We started with our best2. We brought it to life at events3. We empowered managers with tools4. We reinforced with technology
Social Enterprise Is Our New Selling Formula
Research Innovate Share Vision
ChallengesAccount Strategy
TransformationalEmotionalQuantifiable
Story BoardSolution Plan
ImplementationClose Deck
Value Sell
IT ProjectsROI & TCO
Executive SellingVision > Momentum > Acceleration
Business Unit & IT SellingProjects > Budgets > Action
Social Enterprise Vision
Change AgentFind Biz Game Changers
Power MapConnect with Power
Discovery
In A Deal Support Is Just a Click Away
ROI / RFP / Services / Technical Sales References Library
Less admin time for reps
Executive Briefing Meetings Add High Value
Manage a world class Executive briefing program1. Sales requests
2. Agenda creation
3. Team collaboration
4. EBC Metrics
5. Closed loop ROI
We Team Sell & Collaborate on Customer Success
Share
Customer meeting scheduled at HQ
Team collaborates right on the account record
Strategic Account Planning Drives Alignment
Home Grown MethodologyProgram & process drove consensus
Global Enterprise CollaborationCollaboration driven by account plan & Chatter
Tools & ReviewsDashboards, influence maps, white space & action plans drive behaviors
Can I go from 7 to 5 accounts? I need to focus to fully leverage the benefits of account planning.
Salesforce Account Executive
Everything Is Tracked Using Opportunities & Account Plans
The process comes to life in the app
Sales Cycles Are Shortened With Chatter
Share
Jim’s looking for some info to help a customer
Get’s a response back within a few minutes
We Drive Deal Enablement Using Chatter
Share stories and best practicesReal time plays crowd sourced
Sales Process
Sales MethodologySales CoachValue SellingReferences
Executive BriefingsRFP force
Activity Call PlansClose Plans
Training & On-Boarding
Sales Training LibraryOn-Boarding PlanSales Boot Camps
Fast RampCertification
Product TrainingSkills Training
ACT NOW Communications
Community CallsCommunity Sites
Sales LibrarySales Kits by Role
SPIFFsCalendar
Performance Reporting & Coaching
Standardized Dashboard Kit
Territory PlanningBig Deal ReviewsStrategic Account
Plan Reviews
Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally
New Hire On-Boarding Program Is Transformed
Hire to HawaiiAlumni groups drive camaraderie
Share selling best practices
Alumni groups drive performance benchmarking
Reduces sales management on-boarding
Connecting resources with new hires
On-boarding Reduces “Ramp Time” By 50%
On-Boarding PhasesGetting started
Boot camp
Fast ramp
Program RequirementsAlumni classesHomeworkDashboard per class
Alumni group dashboards drives healthy competition
Our Skills & Product Training Fills The Gaps
Custom App Training Drives Product Knowledge
Skill Specific Training Drives Customer Conversations
Dashboard are built per training program
Sales Kick Off Drives The Message
Everyone Has A Voice3000 participants (video + feed)
5000+ posts
10,000+ comments
150 person private staff group
All employee public group
Join the conversationShare
We Certify Everyone On That Message
Message Metrics
Entire certification program is tracked and managed in Salesforce
Sales Process
Sales MethodologySales CoachValue SellingReferences
Executive BriefingsRFP force
Activity Call PlansClose Plans
Training & On-Boarding
Sales Training LibraryOn-Boarding PlanSales Boot Camps
Fast RampCertification
Product TrainingSkills Training
Communications
Community CallsCommunity Sites
Sales LibrarySales Kits by Role
SPIFFsCalendar
Sales Manager Tools
Standardized Dashboard Kit
Territory PlanningBig Deal ReviewsStrategic Account
Plan Reviews
Sales Enablement Programs Boost Energy, Morale, & Productivity - Globally
Communication & Programs Are Tailored By Role
On-boardingTraining plansCommunityCommunicationsViews in the appSubscriptionsSales kitsCalendar
Individual sales people received tools in their “language”
Account Executives
Sales Engineers
Sales Representatives
EnterpriseBusiness Reps
Sales Managers
Push & Pull Communications Drives Productivity
Email tells me what my teams want me to know. Chatter tells me what’s really going on in the company”Hilarie Koplow-McAdamsEVP WW Sales,
Communication Effectiveness Is Closed Loop
Attendance at Weekly Community Calls
We know what sales and marketing tools are used
Sales Process
Sales MethodologySales CoachValue SellingReferences
Executive BriefingsRFP force
Activity Call PlansClose Plans
Training & On-Boarding
Sales Training LibraryOn-Boarding PlanSales Boot Camps
Fast RampCertification
Product TrainingSkills Training
Communications
Community CallsCommunity Sites
Sales LibrarySales Kits by Role
SPIFFsCalendar
Sales Manager Tools
Standardized Dashboard Kit
Territory PlanningBig Deal Reviews
White Space Reporting
Strategic Account Plan Reviews
Sales Programs Boost Energy, Morale, & Productivity - Globally
Manager Reporting Tools Are Standardized
Inspection + coaching Frequency
Scale
Best practices
Sales Manager Guide Book
Every Sales Manager Has A Reporting Tool Kit
Clean Your Room
Pipeline Review Calls
Prospecting Scorecards
Territory Planning Creates New Pipeline
The territory planning app has saved me 2 weeks of work organizing my
territory
Run my franchiseTier 1 and tier 2 accountsPipeline forecast
Great coaching toolUsed in reviews
Salesforce Accelerates Productivity & Revenues
Global Sales SuccessProductivity improved by 34%
Win rates are up 25 to 50%New hire ramp time decreases by 50%Planning tools drives sales alignment
Global Account Collaboration across geographies & groups
We’ve never seen better tools and programs designed and delivered for sales in my career.
Top Performing Account Executive
How Salesforce.com Drives Sales Productivity: App Tips and Best
Practices
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