This document summarizes a presentation about Salesforce's sales onboarding and culture. It discusses how Salesforce uses Salesforce Work.com to enable consistent and outstanding sales performance. Specifically, it highlights how Work.com allows Salesforce to provide meaningful coaching, recognize top performers, and hold all sales reps accountable to drive better performance outcomes. The presentation then demonstrates Work.com's capabilities.
4. Safe Harbor
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This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such
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5. Our Agenda Today
Salesforce Work.com Overview
Salesforce Onboarding & Sales Productivity Case Study
Salesforce Work.com Demo
Q & A
6. Boost Sales Performance with
Work.com and Sales Cloud
Nick Stein
Senior Director, Communications and Marketing
Salesforce Work.com
7. What’s Different About the Highest Performers?
+32%
Improvement
in Sales
Productivity
+50%
Improvement
in Sales
Productivity
Legacy CRM Highest Performing
Customers
?
Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party,
MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.
8. Source: Gartner, “Sales Performance Management Criteria.” June, 2012
The Difference is Sales Performance Behaviors
“Sales Performance Management
(SPM)…improves the sales organization by
providing guidance, motivation,
information, and assistance to sales
teams, ultimately leading to lasting gains.”
9. Only 15% of managers spend enough time
coaching
Difficult to Enable SPM Behaviors
Only 10% of managers spend enough time
motivating
Only 5% of managers spend enough time
driving accountability
Source: Objective Management Group Inc.
10. +
World’s Best Sales Performance
Management Solution
Enable Consistent, Outstanding Sales Results
Social
Goals Coaching Rewards CalibrationThanks Performance
Summaries
14. Salesforce is the #1 in Cloud Computing
Offices in 60 Cities, nearly 90 Buildings, and in 23 Countries
Growing 30% Year Over Year
2,500+ New Salesforce.com Hires in 2012
Onboarding is a Strategic Initiative for SFDC Leaders
15. How Do You Consistently Onboard and
Scale Outstanding Sales Performance?
16. PREWORKBOOTCAMPPOST-BC
Ongoing Learning
On-the-Job Experience
Badges &
Certification
Salesforce
Culture
Sales
Cloud
Objection
Handling
ROI Deep
Dive
Hands-On
Training
Culture Product Competitive Sales
Execution
Do My Job
(App
Training)
Prework Badge
BootCamp Badge
Value Selling Badge
Our Onboarding Experience: The First 30 Days
20. All New Sales Reps Must Get Certified in 30 Days
Path from Achievements to Sales Certification
Salesforce
Basics
Boot Camp Sales
Methodology
Value
Selling
Sales Manager
Sales
Cloud
Service
Cloud
Competitive
Platform
Marketing
Cloud
Sales Skills
Corporate
Pitch Work.com
Products
Skills
21. Key to Certification: 1:1 Coaching and Feedback
30 minute
First Call Deck
Presentation
15 minute
Standard
Demo
15 minute
Feedback
From Coach
25. Sales Leadership Webinar Featuring Tony Robbins
May 15 @ 11am PDT
Register Today: http://bit.ly/12JHQDn
Hinweis der Redaktion
So the question is – how do you consistently enable outstanding sales performance and make every rep an A player?
Nick: As with all of our webcasts, we want to make sure that this session is interactive and that we hear from you. You can post your questions to the social stream or include the #SalesChampshashtag on twitter. We’ll do our best to answer everyone’s questions during the Q+A session at the end.If you want to address one of our presenters, go ahead and @mention them on twitter. During the presentation, you can find the speaker handles by clicking on the photos down below.
Before I begin, I want to mention that SFDC is a publicly traded software company listed on the NYSE under the ticker symbol of CRM. This is our safe harbor statement which you can find on our website.
We found that our top customers see 50% increase in sales productivity. So we asked, “what is it that those sales teams are doing differently?” We found they are getting sales reps productive faster, have more reps making quota and are keeping teams motivated throughout the month. The difference is sales performance management.
Gartner defines it as the way sales organizations motivate, perform and guide their sales teams to lead growth. Put very simply, this is about systematic sales coaching.
If Sales Performance Management is so important, then why don’t all sales teams do it? Historically, companies have had a hard time, because sales managers today don’t have the right tools and processes in place to help coach, motivate, and drive accountability in their teams.
(The following 12 slides are meant to be an outline of ALL of the capabilities of Work.com. If you’ve already delivered the previous slide, no need to dig deep)Let’s take a look at how companies can use Work.com to address the core challenges of enabling sales performance behavior, starting with consistent, systematic coaching.
The good news is organizations that have figured this out, have dramatically better results than their peers. Work.com and Sales Cloud allow managers to: Coach consistently with meaningful 1:1 notes and clear goal setting.Amplify winning behaviors in real time to capture sales expertise and reward the extended team.And Drive performance with regular feedback from peers, leaders and customers. When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.
The good news is organizations that have figured this out, have dramatically better results than their peers. Work.com and Sales Cloud allow managers to: Coach consistently with meaningful 1:1 notes and clear goal setting.Amplify winning behaviors in real time to capture sales expertise and reward the extended team.And Drive performance with regular feedback from peers, leaders and customers. When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.