cloudforce sydney 2012 - salesforce on salesforce
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Learn from Matt Loop, Diana Terry and Phil Cleary how Salesforce optimizes there internal Sales Teams. Get a sneak peek at dashboards and tools they use to create a high performance team. This was presented during a Breakout Session at Cloudforce Sydney 2012 (http://www.salesforce.com/au/cloudforce/ ).TRANSCRIPT
Salesforce on Salesforce
Optimising your high performance team
Matt Loop VP Commercial Sales, Australia & New Zealand
Philip Cleary Director, Sales Productivity APAC
Diana Terry Principal Sales Engineer
Your Optimisers…..
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 year ended
January 31, 2012. 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.
Agenda
Day in the life of a Salesforce User in Salesforce.com
– On my way to work
– In my team meeting
– Preparing for customer meeting
– Heading to customer
Sales Productivity
– Social transformation
– Certification
– Tools
Salesforce Accelerates Productivity & Revenues
Global Sales Success
Productivity improved by 34%
Win rates are up 25 to 50%
New hire ramp time decreases by 50%
Planning tools drives sales alignment
Global Account Collaboration across
geographies & groups
We’ve never seen better tools and programs
designed and delivered for sales in my career.
Top Performing Account Executive
iPad Powered
Sales Force
Social Enterprise
Sales Process
Social Collaboration
2008 2009 2010 2011
We’re continually transforming
Demo – iPad I’m on my way to work
Running My Team Meeting
In the office and its time for my team meeting
Sales Manager Guide Book
Top sales manager reports
1. “Clean your room”
2. Territory leader boards
3. Forecasting
4. Deal reviews
5. Customers for Life
How are my guys performing?
Emails
Meetings
App logins
Customer Outreach
Pipe Created
Pipe By Product
Win rates
Closed business
Industry sales
Cloud sales
Activities Pipeline Revenue
I need to get across all my team’s top deals
Demo – Laptop Running My Team Meeting
Preparing for Customer Meeting
Before my customer meeting I get prepped
Demo – iPad On my way to the customer meeting
Sales Productivity
Philip Cleary
Director Sales Productivity APAC
We Drive Revenue & Customer Success
Lead Development
SR / EBR
Referral Partners
Inside Sales
VSB/SB
MM/GB
Field
Sales
Industry & Commercial
Global Accounts
Customer Success
Services & Support
Consulting Partners
Technical Sales Engineering
Sales Productivity & Operations
Programs & Tools are tailored by role
On-boarding
Training plans
Community
Communications
Views in the app
Subscriptions
Sales kits
Calendar
Individual sales people received
tools in their “language”
Account
Executives
Sales
Engineers
Sales
Reps
Enterprise
Business Reps
Sales
Managers
Demo – iPad
Future of Software
Fan the Block
Manage, Share, Build
Real-Time Cloud
Cloud 2 Social
Enterprise
A young company goes through many transformations
Certification drives this transformation
All sales trained and certified
on Social Enterprise Selling
Phase 2
Certification
Phase 1
Self-Pace
Learning
Phase 3
Hands On
Workshops
Global results from global approach
2,500 people aligned in
teams in 20+ cities
globally over 60 days
Innovate ideas onsite in 2-
day workshops & post
results on Chatter
Share final output –
everyone learns from
everyone else
Sales leadership are empowered act on these results
1. Certification App for scores
2. Report & Dashboard kit
3. Community to share best practices
4. Coaching guide
All Sales & Training assets in one mobile place
Demo – iPad
In 2012, Our Social Enterprise Transformation Continues
SE1K Program
and Training
SE1K
Accounts
WW Executive
Sponsors
Sales Support
SWAT Team
Customer
Interaction &
Validation
Social Enterprise
Sales Certification
Step 1:
Social Enterprise
Video Series and Quiz
Step 2:
Manager Training
Step 3:
Discovery and Exec
Engagement Training
Step 4:
Social Enterprise
Certification Panel
Demo – iPad: Cert Game App
Lessons learned throughout the journey
Develop programs with sales leaders
Give reps tools to prepare
Teach them something new
Use our own technology
Go mobile
Empower sales leaders to certify
Drive everything to the app
Measuring progress gets it done
Community to share best practices
This is a call to action
Start using the Apps
– Chatter for iPad
– Salesforce Viewer
– Mobile Dashboards
Set up Chatter Groups
– With your Teams
– With your Customers
Salesforce Messenger
– GA with Summer ‘12
Thank you
Don’t Forget to Submit Your Survey!
Stop by the registration kiosks to complete your session
surveys. We have 200 KeepCups to give away as well as
the chance to win a $500 iTunes voucher!
Thank you!
NSW Permit No. LTPS/12/05010