SALESFORCE.COMKevin Swearingen

Ft. Lauderdale PSG InternSummer 2013

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Project Overview• Introduction To Salesforce.com

• CRM description• Company background

• Why Salesforce For PSG

• Project Focus Areas• The Chatter• The Sales Cloud CRM

• A Closer Look Into The Chatter• Explain tabs and features• TM testimonials• Practical uses

• The Sales Cloud CRM• Explain screens and features• Practical Uses

• Questions

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About Salesforce.com

• Customer Relationship Management (CRM) Solution Provider – Cloud Based

• Founded in 1999

• Based in San Francisco

• Ranked by Forbes as “America’s Most Innovative Company”

• Partnered with Oracle on June 27th, 2013….increasing customer success and integration within Salesforce apps

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Why Salesforce for PSG?• Allows easier communication

• Reduces email inbox clutter

• Improves motivation through• Live sales results• Recognition potential• Other TMs incremental successes

• Provides easy medium for recognition

• New TMs receive easier transition with CRM notes

• Current TMs are able to track store notes/incremental sales with a click of a button

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Key Salesforce AspectsThe Sales Cloud

• Cloud based CRM • Accessible on mobile devices• Allows you to do the

following:• Create client accounts• Create/View store notes on any

past or present store call• Log/view current and past

incremental sales in specific accounts

• Track your sales compared to other reps

The Chatter

• Social enterprise application• Accessible on mobile

devices• Allows you to do the

following:• Connect with other TMs in live

time • Share updates pictures, files,

polls instantly• Recognize and share

accomplishments among followers and groups

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The Chatter- Live Feed Create and view live

updates

Similar to Facebook’s “newsfeed”

Able to see updates in PSG nationwide

Have the ability to do the following:

• “Like” posts• Comment on posts• Share other posts within

your groups or to your followers

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The Chatter- Live FeedPost updates Share Posts

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The Chatter- @Me See posts that are

directed at you

Access to your profile

See recognition from higher-ups

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The Chatter- Files View files shared with

you

Access any files that you have shared with others

Valuable for:• Sharing negotiation wins• Sharing other

presentations• Uploading pictures of

displays

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The Chatter- Groups View and join private and

public groups

Access private group “Live Feed”

Share content exclusively within your group

Valuable for• Communication between

TMs and TLs on the same team

• Interns sharing successes• TLs recognizing high

performing TMs• Peer Pods

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The Chatter- People Lookup and “follow”

other employees within PSG

View profiles that are complete with contact info

One touch email/call option to quickly get in touch with anyone

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The Chatter- Practical UsesWhat can be done within The Chatter?

1. Share files, photos, updates, polls, and more• Negotiation wins • Incremental Displays• Retail updates

2. Link PSG employees across the country in live time• Provide instant feedback for TMs, TLs, Ams, and account teams

3. Provide visual aids to assist in incremental sales• Show pictures of displays from other TMs from the Feed

4. Give TLs a medium to recognize high performers• By sharing updates, pictures, and files with their groups/followers

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TM TestimonialsHow does it fit in the TM role?• All TMs in survey rated the app a 4 out of 5 in terms of practicality

No connection Poor Average Good Excellent

“Would be a 5 if everyone could use on a smartphone”-Katie Welch

“Would be a 5 if you could post multiple pictures”

-Marissa Culp

How user friendly is the application?• All TMs in survey rate the app a 5 out of 5 in terms of being user

friendly

No connection Poor Average Good Excellent

1 2 3 4 5

1 2 3 4 5

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The Sales Cloud- Basic Account Info

Create accounts for specific stores

View and edit account activity

Logged sales calls Notes on calls Sales within account

View details of the account

• Names of managers• Address• Phone number

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The Sales Cloud-Basic Account Info

Overview of every sale made in account

Overview of all store

visits

Names of managers

within account

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The Sales Cloud- Call Info View specific updates and

notes from each store visit

Keep track of when store calls took place

Access to Chatter to post updates about visit

Keep track of who you talked to and what you talked about

Create follow up appointments

• Next convenient store visit• Upcoming store event

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The Sales Cloud-Accessing Opportunities

Select an opportunity

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The Sales Cloud- Opportunity/Sale

View specific incremental sales that include:

• What products were sold

• How many units• Who you dealt with

during the sale• Dollar value

Post updates to Chatter about the sale

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The Sales Cloud- Opportunity/Sale

Who was dealt with in

sale

What exactly was

sold

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The Sales Cloud- Dashboard Customizable way to

track sales progress• Customize which

metrics you want to track

See how you stack up against other TMs live

• Increased motivation

View progress in variety of metrics

• Sales volumes• Call volume• Actual volume : Quota

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The Sales Cloud- Dashboard

Track which products are hot

sellers for incrementals

Track progress against other

reps

Breakdown sales by

team

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The Sales Cloud- CRMWhat can be done within The Sales Cloud?

1. Keep track of your book of business by• Creating accounts • Entering/viewing store visit notes• Entering/viewing incremental sales notes

2. Provide a steady system for new TMs• Have existing info about accounts already typed out• Shortens any transition time for new TM to acclimate to new

relationships

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Conclusion

PSG should consider adapting Salesforce.com as its standard CRM solution for improving the overall productivity, effectiveness, and communication across the PSG sales network.

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Any Questions?

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Appendix