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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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

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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 Training LibraryOn-Boarding PlanSales Boot Camps

Fast RampCertification

Product TrainingSkills Training

ACT NOW Communications


Sales LibrarySales Kits by Role

SPIFFsCalendar

Performance Reporting & Coaching

Standardized Dashboard Kit


Plan Reviews


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








Communications



SPIFFsCalendar

Sales Manager Tools



Plan Reviews


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








Communications



SPIFFsCalendar

Sales Manager Tools


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

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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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