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Rebooting Sales: Four Breakthrough Ideas to Unleash Your Sales Team

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Based on his recent 60-minute Work.com webinar, former COO of eBay, Maynard Webb, shares the hard-won lessons and key strategies for improving the performance of your sales team gained during his remarkable rise from entry-level employee at IBM to one of the most respected figures in Silicon Valley.

Key Takeaways:
1. Achieve your goals by learning to focus on what matters most
2. Empower your sales team to overcome obstacles and boost productivity
3. Navigate today's constantly shifting workplace by thinking like an entrepreneur

Learn more about Salesforce Work.com at http://work.com

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Rebooting Sales: Four Breakthrough Ideas to Unleash Your Sales Team

  1. 1. Rebooting Sales: Four Breakthrough Ideas to Unleash Your Sales Team #rebootsales Learn more at work.com #work.com
  2. 2. Why Sales Performance Management Matters 107% 70% 66% attainment of sales reps leave increase in sales against goal from due to a poor productivity by 3hours of relationship with complimenting coaching per their manager training with month in-field coaching *Sales Exec Council study *Pathways to Growth
  3. 3. Webinar Summary Based on his recent 60-minute Work.com webinar, former COO of eBay, Maynard Webb, shares the hard-won lessons and key strategies for improving the performance of your sales team gained during his remarkable rise from entry-level employee at IBM to one of the most respected figures in Silicon Valley. Key Takeaways: 1. Achieve your goals by learning to focus on what matters most 2. Empower your sales team to overcome obstacles and boost productivity 3. Navigate today's constantly shifting workplace by thinking like an entrepreneur
  4. 4. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: 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 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, 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, breach of our security measures, 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-K for the most recent fiscal quarter. This document and others 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 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.
  5. 5. Speakers Maynard Webb Nick Stein Chairman Sr. Director Marketing & Communications LiveOps Salesforce Work.com @maynard @stein_nick www.maynardwebb.com
  6. 6. Let’s Get Started!
  7. 7. Rebooting Sales: Transform How You Work in the Age of Entrepreneurship Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  8. 8. Our Agenda Today The Challenges in Sales Organizations Today Strategies for Success How Can You Get Started? Q&A
  9. 9. Maynard Webb: Senior Executive, Founder & Board Member Senior Executive: (CIO, COO, CEO, Chairman) Founder Current Board Memberships Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  10. 10. New Platforms Have Changed the Way We Communicate Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  11. 11. Inspired by Career Journey to Write a Book Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  12. 12. Cloud + Social + Mobile: Meet the Mobile Sales Force Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  13. 13. Defining the Company Sales Person Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  14. 14. No More Safety Net: End of the Paternalistic Company Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  15. 15. Today’s Sales Reps Want To Be Entrepreneurs Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  16. 16. The Danger Zone: The Disenchanted Salesperson Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  17. 17. Breakthrough Ideas 4
  18. 18. #1 Become the CEO of Your Own Destiny The Sweet Spot: Be Accountable and Take Control Paternalistic Era The Age of Entrepreneurship Frame 1 Frame 2 feels personally invested, CEO of Your Own Destiny Company Man or Woman •You are highly successful. proactive, willing •You are a high achiever. •You are self-aware. Meritocracy: •You have a great attitude. •You are on a promotion track. •You love the freedom this choice has given you. •You have only as much future as the company you •You opt in to being fully on the team every day. are with. •You work to build a network outside the office “walls.” •You have a great and fulfilling career options. Recommendation Continue your emphasis on high performance, but broaden Recommendation your view of your career beyond the constraints of any You can work for yourself or a corporation and still be the CEO of one company. Your Own Destiny. This is the sweet spot for the future of work. Frame 3 Frame 4 Disenchanted Employee Aspiring Entrepreneur frustrated, critical •You are waiting to be discovered or recognized. •You fully embrace controlling your own destiny. feels deserving, •You can’t understand why others don’t understand how good you •You don’t have enough work to do on the terms you are willing to Entitlement: are. do it. •You are not progressing in your career at the speed you expected. •You may not be addressing the gaps between your desires and •You believe your circumstances to be someone else’s problem. your skills. Recommendation Recommendation Reassess your value proposition to understand why your view of Take a meaningful look at what you want to achieve and the steps your value is not aligned with your current environment; make you will need to achieve it. appropriate course corrections.
  19. 19. #2 Get Voted On To The Team Every Day Provide Mentorship and Coaching for Your Employees Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  20. 20. #3 Do What You Say, Say What You Do Critical for Companies to Attract and Retain Top Talent Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  21. 21. #4 Motivate Your Team to Work for a Higher Purpose Work: The Next Killer App Maynard Webb, Rebooting Work: Transform How You Work in the Age of Entrepreneurship
  22. 22. How Can You Get Started?
  23. 23. Most Sales Apps Manage Process, Not People Sales Apps Process Functions People Functions Territories No Coaching Quotas No Goal-Setting Pipeline No Feedback Contacts No Recognition
  24. 24. And People Apps Not Designed for Sales Slowed Revenue Zone Disconnected Bureaucratic Painful “Just Paperwork”
  25. 25. How do you build a high-performing sales culture?
  26. 26. The Difference is Sales Performance Behaviors Focused Real-time Continuous Meaningful Goal-setting Feedback Coaching Recognition +26% +161% +19% Pipeline Wins Fewer losses Sources: Sales Executive Council; Robbins Research; Baker Communications Inc.
  27. 27. Without Sales Performance Behaviors, Business Suffers Companies Not Practicing Sales Performance Behaviors Companies Not Practicing Sales Performance Behaviors -40% -15% +9% Reps Meeting Quota Plan Attained Rep Turnover
  28. 28. How Do You Improve Sales Performance? + World’s Best Sales Performance Management Solution Social Performance Goals Coaching Thanks Rewards Calibration Summaries
  29. 29. Improve Your Sales Performance with Work.com www.work.com/demo Social Goals 1:1 Coaching Real-Time Feedback
  30. 30. Learn more Watch the entire 60 minute Webinar Watch Now Watch Now On-demand at http://bit.ly/X52Lik View a Work.com Demo about View Demo View Demo Sales Performance Management Sign-up for a Free Trial of Free Trial Free Trial Work.com for 14-days
  31. 31. Thank You! Sell, Service, and Market Better with Salesforce Work.com

Editor's Notes

  • Maura: Welcome to our webcast. Today we are going to walk you through Four Breakthrough Ideas to Unleash Your Sales Team.
  • Maura: One last housekeeping item before we get started. Salesforce.com is a publically traded company so we ’ve got to include our safe harbor statement.
  • Maura: We are honored to have Maynard Webb here today, Author of “Rebooting Work: Transform How You Work in the Age of Entrepreneurship”.   Maynard is currently the Chairman of LiveOps, a board member at Salesforce.com, and the founder of the Webb Investment Network. He has also held executive positions at eBay, Gateway, Bay Networks, Quantum, Thomas-Conrad, and IBM. He has quietly established himself as one of the most trusted names in the Silicon Valley. We also have Nick Stein, Senior Director of Marketing and Communications at Salesforce Work.com. A former staff writer at FORTUNE and current affairs producer at CBC News, Stein's work has received three Business Journalist of the Year awards, a CAJ award, and has been anthologized in the Best Business Stories of the Year.
  • Maura: With that I ’m going to turn it over to our first speaker, Nick Stein!
  • Nick begins intro of Maynard and topic
  • Nick introduces Maynard
  • Maynard begins his presentation
  • #1 Be the CEO of Your Own Destiny
  • Slides 20 and 21 are reversed in Maynard ’s original deck.
  • Maynard passes presentation back to Nick
  • Research from the Corporate Executive Board ’s Sales Council, Tony Robbins’ consulting company, Baker Communications, and Harvard Business Review has shown that the best sales managers keep their teams aligned around specific goals, provide real-time feedback when it matters, continuously coach their sales reps through, and award specific sales behaviors with public, meaningful recognition…and that has a very real impact on the business results. When managers engage in those behaviors, they see a 26% increase in pipeline, 70% increase in close rates, and over 160% more wins!
  • Maura: Thanks a lot, Nick! We ’ve had some great questions flow in on the social stream throughout the presentation. As a reminder, if you have a question that you’d like addressed during this Q+A session, please post it in the Social Stream down below.   Or use can the #RebootSales hashtag on twitter. If you want to address one of our presenters specifically, go ahead and @mention them on twitter. You can find the speaker handles by clicking on the photos down below.   We ’re also going to provide you with a link down below to complete a Survey about this webcast. If you submit the survey, you’ll have a chance to win Maynard’s new book“Rebooting Work: Transform How You Work in the Age of Entrepreneurship”.   With that, let ’s get to our first question!
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