Inside Salesforce’s Winning Sales Culture

Nick SteinSalesforce Work.com

Nicole DiVitoSalesforce

Tom Vepraskas Salesforce Work.com

/workdotcom

@workdotcom

Today’s Speakers

Nicole DiVitoDirector, Global Onboarding

Salesforce

Tom VepraskasWork.com SpecialistSalesforce Work.com

Nick SteinSenior Dir. Marketing &

CommunicationsSalesforce Work.com

Housekeeping Notes

#SalesPerformance

@workdotcom #SalesPerformance

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.

Our Agenda Today

Salesforce Work.com Overview

Salesforce Onboarding & Sales Productivity Case Study

Salesforce Work.com Demo

Q & A

Boost Sales Performance with Work.com and Sales Cloud

Nick SteinSenior Director, Communications and MarketingSalesforce Work.com

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.

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.”

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.

+

World’s Best Sales Performance Management Solution

Enable Consistent, Outstanding Sales Results

SocialGoals Coaching Rewards CalibrationThanks

Performance

Summaries

CoachConsistently

Amplify Winning Behaviors

DrivePerformance

Meaningful coaching notes

Low-friction feedback

Clear goal-setting

Real-time recognition

Captured sales expertise

Rewards for extended team

CoachConsistently

Amplify Winning Behaviors

Ongoing feedback

Customer evaluations

Visibility into top talent

DrivePerformance

SPM Made Easy

More Reps Achieve Quota

+30%Sales Pipeline

+26%

Sources: Sales Executive Council; Robbins Research; Baker Communications Inc.

Decrease in time toonboard new reps

35%

Accelerated Sales Onboarding with Salesforce Work.com

Nicole DiVitoDirector, Global OnboardingSalesforce

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

How Do You Consistently Onboard and Scale Outstanding Sales Performance?

PR

EW

OR

KB

OO

TC

AM

PP

OS

T-B

C Ongoing Learning

On-the-Job Experience

Badges & Certification

Salesforce Culture

Salesforce Culture

Sales CloudSales Cloud

Objection HandlingObjection Handling

ROI Deep Dive

ROI Deep Dive Hands-On

TrainingHands-On Training

Culture Product Competitive Sales Execution

Sales Execution

Do My Job(App

Training)

Do My Job(App

Training)

Prework Badge

BootCamp Badge

Value Selling Badge

Our Onboarding Experience: The First 30 Days

Create a Winning Culture with Public Recognition

Amplify Winning Sales Behaviors with Badges

Real-Time Recognition Across the Company

All New Sales Reps Must Get Certified in 30 DaysPath from Achievements to Sales Certification

Salesforce Basics

Boot Camp Sales Methodology

Value Selling

Sales Manager

SalesCloud

ServiceCloud

Competitive

Platform Marketing Cloud

Sales Skills

Corporate Pitch Work.com

Products

Skills

Key to Certification: 1:1 Coaching and Feedback

30 minute First Call Deck

Presentation

15 minute Standard

Demo

15 minute Feedback

From Coach

New Rep Progress is Measured in Dashboards

100% Transparency for Sales Managers

Real-Time Feedback and Public Badging

CoachConsistently

Amplify Winning Behaviors

Every Sales Rep is Held Accountable

DrivePerformance

Enable Consistent & Scalable Sales Results

+

Demonstration

Tom VepraskasWork.com SpecialistSalesforce Work.com

Sales Leadership Webinar Featuring Tony Robbins May 15 @ 11am PDTRegister Today: http://bit.ly/12JHQDn