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Coaching: 
The Power of Knowing Where You Stand 
Mike Wolff 
Senior AVP, Sales 
@mike_wolff 
Meghan Gendelman 
Learning Strategist 
@mmgendelman 
Nick Partington 
Regional Manager 
Eric Hazelton 
Account Executive 
@edhSFDC
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 product or service 
availability, 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, 
new products and services, 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, the outcome of any litigation, risks associated with completed and any 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 year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These 
documents and others containing important disclosures 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 presentations, 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.
What to expect 
• How engaged is your team? And why it matters. 
• How Salesforce tackles this question. 
• Panel
How engaged in the workplace is 
your team?
70% 
of U.S. workers are 
not engaged at work. 
Source: themuse.com
Why is this happening?
10% 
5% 
Of managers spend 
enough time driving 
accountability 
15% 
Of Managers 
spend enough 
time coaching 
Spend enough time 
motivating
Df14 coach post2
Represents a Failure in Leadership 
• Uncertainty 
• Diesngagement 
• Negativity 
• Opportunity Cost 
• Recruiting Impact 
• Attrition 
• Poor Preparation for Next Role 
• Weak Leadership Brand
70% 
of sales reps leave 
because of a poor 
relationship with 
their manager 
Which costs you 
$1m 
in lost revenue
Would your team fight to work for 
you again?
Alignment = Success 
V2MOM 
Business 
Plans 
Feedback 
Coaching
“At salesforce.com, 
everything we do is 
based on our V2MOM.”
Why is V2MOM so important to us? 
• Alignment 
• Accountability 
• What are we doing well 
• Where we need to adjust 
• Secret Sauce
Why is V2MOM so important to us? 
• Alignment 
• Accountability 
• What are we doing well 
• Where we need to adjust 
• Secret Sauce
How do I make this dynamic for 
my team?
Business Plans – Dynamic, Iterative, Progressive 
• Focused on key strategies, actions and metrics 
• Dynamic vs. Static 
• Focuses team on top priorities 
• Progressive feedback 
• Pick on strategy a month. DON’T move until you’ve mastered it.
Business Plans in Action 
Business Plans Strategies Metrics
Feedback - Real time… All the Time 
• Consistent, Specific, Measureable, Actionable 
• Leverage Work.com Coaching Groups with every: 
– AE:RM 
– RM:VP 
– VP:AVP 
• 1:1s – In a 4-week month, meet 3 times 
• Hold everyone accountable 
• Track interactions and share results
Got Coaching? Got Feedback? Fight to Work with Us? 
" Target is 3+ documented coaching 
interactions a month / AE 
" 28 AEs had more than 3+ coaching 
interactions last month. 
" One question survey on Nov. 3 
+ Target 90% “Yes” 
Better… better… never best
Mike Wolff Nick Partington Eric Hazelton 
Panel 
Senior Area Vice President Regional Manager Account Executive
Df14 coach post2
Df14 coach post2

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Df14 coach post2

  • 1. Coaching: The Power of Knowing Where You Stand Mike Wolff Senior AVP, Sales @mike_wolff Meghan Gendelman Learning Strategist @mmgendelman Nick Partington Regional Manager Eric Hazelton Account Executive @edhSFDC
  • 2. 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 product or service availability, 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, new products and services, 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, the outcome of any litigation, risks associated with completed and any 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 year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures 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 presentations, 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.
  • 3. What to expect • How engaged is your team? And why it matters. • How Salesforce tackles this question. • Panel
  • 4. How engaged in the workplace is your team?
  • 5. 70% of U.S. workers are not engaged at work. Source: themuse.com
  • 6. Why is this happening?
  • 7. 10% 5% Of managers spend enough time driving accountability 15% Of Managers spend enough time coaching Spend enough time motivating
  • 9. Represents a Failure in Leadership • Uncertainty • Diesngagement • Negativity • Opportunity Cost • Recruiting Impact • Attrition • Poor Preparation for Next Role • Weak Leadership Brand
  • 10. 70% of sales reps leave because of a poor relationship with their manager Which costs you $1m in lost revenue
  • 11. Would your team fight to work for you again?
  • 12. Alignment = Success V2MOM Business Plans Feedback Coaching
  • 13. “At salesforce.com, everything we do is based on our V2MOM.”
  • 14. Why is V2MOM so important to us? • Alignment • Accountability • What are we doing well • Where we need to adjust • Secret Sauce
  • 15. Why is V2MOM so important to us? • Alignment • Accountability • What are we doing well • Where we need to adjust • Secret Sauce
  • 16. How do I make this dynamic for my team?
  • 17. Business Plans – Dynamic, Iterative, Progressive • Focused on key strategies, actions and metrics • Dynamic vs. Static • Focuses team on top priorities • Progressive feedback • Pick on strategy a month. DON’T move until you’ve mastered it.
  • 18. Business Plans in Action Business Plans Strategies Metrics
  • 19. Feedback - Real time… All the Time • Consistent, Specific, Measureable, Actionable • Leverage Work.com Coaching Groups with every: – AE:RM – RM:VP – VP:AVP • 1:1s – In a 4-week month, meet 3 times • Hold everyone accountable • Track interactions and share results
  • 20. Got Coaching? Got Feedback? Fight to Work with Us? " Target is 3+ documented coaching interactions a month / AE " 28 AEs had more than 3+ coaching interactions last month. " One question survey on Nov. 3 + Target 90% “Yes” Better… better… never best
  • 21. Mike Wolff Nick Partington Eric Hazelton Panel Senior Area Vice President Regional Manager Account Executive