SlideShare ist ein Scribd-Unternehmen logo
1 von 24
Downloaden Sie, um offline zu lesen
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Coach Sales to Win Faster
Introducing the Sales Performance Manager (SPM) QuickStart Package
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Introductions
Poornima Mohandas
Product Marketing Manager, CallidusCloud
pomohand@calliduscloud.com
Roy Bongers
Senior Solutions Manager, CallidusCloud
rbongers@calliduscloud.com
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Safe Harbor
This presentation may contain forward-looking statements that involve
risks, uncertainties, and assumptions. If any such risks or uncertainties
materialize or if any of the assumptions prove incorrect, the results of
CallidusCloud could differ materially from the results expressed or
implied by the forward-looking statements made. All statements other
than statements of historical fact could be deemed forward-looking
statements, including any projections of product or service availability;
any statements concerning new, planned, or upgraded services or
developments.
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Agenda
Market challenges
Positioning
Use cases
Key features and benefits
Customers
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
The days of generic selling are over
How prepared is your sales force for the
complex B2B sale?
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Do you know if your sales organization is ready
Many companies have:
Poor visibility of how sales reps are performing
No uniform performance metrics, KPIs or data
Little idea of how to coach
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Many sales people are not performing at the optimal level
74%of executive buyers say:
“Don't call us…”
after an initial meeting with sales
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Sales coaching can deliver
astounding results
The No.1 way to improve
rep productivity is sales coaching
Coaching can deliver
sales increases of up to19%
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Field coaching can be your answer
Sales Performance Manager (SPM) makes coaching easy and effective
Simple – Designed for the
business user
Quick – Fast to deploy, derive
value rapidly
Seamless – Leverage the power
of performance data
Visibility – Up-to-date
performance data across the
organization
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
This is how SPM coaching works
VP sales
Sales Director
East
Sales Director
West
Sales Manager
Sales repSales reps
Mentor-mentee
Field coaching report
List of objectives
Coach on the iPad
Enforce sales methodologies
Coach the coach
KPIs, dashboards, reporting, analytics
CRM, Learning Management
Compensation Management
Billing system
CRM, Learning Management
Annual performance review
HR systems
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Sales leaders and sales reps alike benefit from SPM
Sales leader
• Increase sales productivity
• Track the organization’s
performance
• Adhere to sales methodologies
• Make coaching consistent,
repeatable, measurable
Sales manager Sales rep
• New managers get coaching
guidance
• Do coaching sessions fast
and on the go
• Transform B players into
A players
• Know how they are performing
at any point in time
• Self-improvement
• Improve quota attainment,
make more money
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
The SPM QuickStart Package: A great place to start
coaching
Start simple.
The Package provides:
Fixed cost, fixed time frame implementation
Training, consulting, vertical best practices
Configuration
©2015 CallidusCloud – Proprietary & Confidential
Key features and benefits
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Coach anyone who is customer facing
Sales Sales EngineersInside sales Call center Customer Support
Coach
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Configure SPM to your needs
Configure to your needs
Leverage templates and suggestions
Coach adherence to sales
methodologies
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Make field coaching quick and convenient
Cut out manual work
Do a coaching session in <15 minutes
Coach specific opportunities
Reps can take specific steps to
improve productivity
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Build the best sales force
Identify the DNA of your A players
Move the middle
Spot the laggards in seconds
Pulse on performance
Average Performers
B’s
Bottom Performers
C’s
Top Performers
A’s
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Leverage the data in your existing systems
Seamlessly connects to:
• Other CRM systems
• Annual performance review systems
• Order entry and billing systems
• Compensation management systems
• Business intelligence tools
SPM
Cloud or On-Premise applications
Option1
Option2
Option3
Option4
Integrated
ETL tool
REST-
based
web
services
Secure file
transfer
Data HubVia admin
section
Via
Dropbox
Client
FTP site
Scribe
connectors
Out-of-the-box integration to SFDC, Microsoft Dynamics, Microsoft SQL Server, MySQL Server, and Oracle Database
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
CallidusCloud coaching is different
Rapid time to
value
Online
community
Global
customers
Broad
vision
Domain expertise
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
It seamlessly connects you to Lead to Money
Single
vendor
Integrated
solution
Breadth and
depth of functionality
P
P
P
©2015 CallidusCloud – Proprietary & Confidential
Demo
©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Choose CallidusCloud
We offer:
A robust coaching solution that is quick to deploy and delivers value fast
Improve quota attainment, transforming B players into A players
Adhere to sales methodologies and consistent selling processes
Complete up-to-date visibility into your organization’s performance
Deep domain expertise
Established, global cloud provider
©2015 CallidusCloud – Proprietary & Confidential
Questions?
©2015 CallidusCloud – Proprietary & Confidential
To find out more about coaching, write to us at
info@calliduscloud.com or call 866-812-5244
today!
Thank you

Más contenido relacionado

Empfohlen

Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationErica Santiago
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming LanguageSimplilearn
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...Palo Alto Software
 
9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation9 Tips for a Work-free Vacation
9 Tips for a Work-free VacationWeekdone.com
 

Empfohlen (20)

Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming Language
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
 
9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation
 

Coach Sales to Win Faster - Sales Performance Management

  • 1. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Coach Sales to Win Faster Introducing the Sales Performance Manager (SPM) QuickStart Package
  • 2. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Introductions Poornima Mohandas Product Marketing Manager, CallidusCloud pomohand@calliduscloud.com Roy Bongers Senior Solutions Manager, CallidusCloud rbongers@calliduscloud.com
  • 3. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Safe Harbor This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the results of CallidusCloud could differ materially from the results expressed or implied by the forward-looking statements made. All statements other than statements of historical fact could be deemed forward-looking statements, including any projections of product or service availability; any statements concerning new, planned, or upgraded services or developments.
  • 4. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Agenda Market challenges Positioning Use cases Key features and benefits Customers
  • 5. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential The days of generic selling are over How prepared is your sales force for the complex B2B sale?
  • 6. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Do you know if your sales organization is ready Many companies have: Poor visibility of how sales reps are performing No uniform performance metrics, KPIs or data Little idea of how to coach
  • 7. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Many sales people are not performing at the optimal level 74%of executive buyers say: “Don't call us…” after an initial meeting with sales
  • 8. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Sales coaching can deliver astounding results The No.1 way to improve rep productivity is sales coaching Coaching can deliver sales increases of up to19%
  • 9. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Field coaching can be your answer Sales Performance Manager (SPM) makes coaching easy and effective Simple – Designed for the business user Quick – Fast to deploy, derive value rapidly Seamless – Leverage the power of performance data Visibility – Up-to-date performance data across the organization
  • 10. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential This is how SPM coaching works VP sales Sales Director East Sales Director West Sales Manager Sales repSales reps Mentor-mentee Field coaching report List of objectives Coach on the iPad Enforce sales methodologies Coach the coach KPIs, dashboards, reporting, analytics CRM, Learning Management Compensation Management Billing system CRM, Learning Management Annual performance review HR systems
  • 11. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Sales leaders and sales reps alike benefit from SPM Sales leader • Increase sales productivity • Track the organization’s performance • Adhere to sales methodologies • Make coaching consistent, repeatable, measurable Sales manager Sales rep • New managers get coaching guidance • Do coaching sessions fast and on the go • Transform B players into A players • Know how they are performing at any point in time • Self-improvement • Improve quota attainment, make more money
  • 12. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential The SPM QuickStart Package: A great place to start coaching Start simple. The Package provides: Fixed cost, fixed time frame implementation Training, consulting, vertical best practices Configuration
  • 13. ©2015 CallidusCloud – Proprietary & Confidential Key features and benefits
  • 14. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Coach anyone who is customer facing Sales Sales EngineersInside sales Call center Customer Support Coach
  • 15. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Configure SPM to your needs Configure to your needs Leverage templates and suggestions Coach adherence to sales methodologies
  • 16. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Make field coaching quick and convenient Cut out manual work Do a coaching session in <15 minutes Coach specific opportunities Reps can take specific steps to improve productivity
  • 17. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Build the best sales force Identify the DNA of your A players Move the middle Spot the laggards in seconds Pulse on performance Average Performers B’s Bottom Performers C’s Top Performers A’s
  • 18. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Leverage the data in your existing systems Seamlessly connects to: • Other CRM systems • Annual performance review systems • Order entry and billing systems • Compensation management systems • Business intelligence tools SPM Cloud or On-Premise applications Option1 Option2 Option3 Option4 Integrated ETL tool REST- based web services Secure file transfer Data HubVia admin section Via Dropbox Client FTP site Scribe connectors Out-of-the-box integration to SFDC, Microsoft Dynamics, Microsoft SQL Server, MySQL Server, and Oracle Database
  • 19. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential CallidusCloud coaching is different Rapid time to value Online community Global customers Broad vision Domain expertise
  • 20. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential It seamlessly connects you to Lead to Money Single vendor Integrated solution Breadth and depth of functionality P P P
  • 21. ©2015 CallidusCloud – Proprietary & Confidential Demo
  • 22. ©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential Choose CallidusCloud We offer: A robust coaching solution that is quick to deploy and delivers value fast Improve quota attainment, transforming B players into A players Adhere to sales methodologies and consistent selling processes Complete up-to-date visibility into your organization’s performance Deep domain expertise Established, global cloud provider
  • 23. ©2015 CallidusCloud – Proprietary & Confidential Questions?
  • 24. ©2015 CallidusCloud – Proprietary & Confidential To find out more about coaching, write to us at info@calliduscloud.com or call 866-812-5244 today! Thank you