webinar make sales motivation work.com
TRANSCRIPT
February 26, 2015
Webinar
Make Your Sales Motivation Work.com
PanelistsB e n d i x F a s e l , M a r k e t i n g & S a l e s D i r e c t o r
Is in charge of our marketing programs, as well as Account Director to our customers and business
partners throughout the English Caribbean and Central America. Prior to joining Doble Group, he worked
in marketing, sales, finance and operations in a combination of executive business positions as well as
an independent business consultant in a variety of international markets and industries.
J o r d i A r g o m a n i z , M a r k e t i n g C o o r d i n a t o r
Is in charge of Marketing and Inside Sales with responsibilities for marketing programs, lead
management and sales support to our Account Directors and business partners. Prior to joining Doble
Group, Jordi worked in the areas of marketing, customer service and sales for several subcontractors
handling accounts for companies like Dish Network and Sprint.
Make Your Sales Motivation Work.com
Ask yourself this Questions
Does your sales team know exactly what their goals are and how they
are measured in reference to their sales objectives? Can you demand
results if the sales objectives are not aligned with your sales team?
Are you motivating and recognizing your sales team’s performance?
Do you need to increase motivation within your sales teams?
Would you like to know your sales team’s performance on real time?
Make Your Sales Motivation Work.com
Some Numbers to Think About!
56% of senior management surveyed felt their company was above average at
appreciation, only 23% of the staff shared that line of thought.
49% said they would leave to a company that recognized their efforts.
63% who don’t feel motivated intend to leave whiting two years.
69% would work harder if they were better recognized.
Only 14% of organizations provide managers with the necessary tools for
rewards and recognition.
Sources: McKinsey Motivating people: Getting beyond Money, Aberdeen Report November 2013
Make Your Sales Motivation Work.com
Work.com is a social performance management platform that
helps companies align, motivate, and drive performance.
Native to Salesforce.com, link and align all your sales data
inside Salesforce within your Sales Department goals as well to
each individual sales representative.
No paperwork, up to date metrics, real simple!
Introducing Work.com
Onboard:
Onboard new reps quickly and
consistently
Align:
Set clear quantitative and qualitative
goals and align with business
objectives and other team members
Coach:
Improve results and develop your
team members through smart
coaching
Motivate:
Recognize and reward success
Measure:
Analyze team performance and
trends. Take action
Make Your Sales Motivation Work.com
Make Your Sales Motivation Work.com
W o r k . c o m S u c c e s s S t o r y
“Seamless integration means that employees can move easily between Work.com and
Facebook as part of their daily workflow. “If you are thinking about the workplace of the
future, you are building one that is social from the ground up,” says Campos. “The people
we’re hiring expect to work together in a flat, peer-based, social environment. At Facebook,
employees are not just accountable to their managers—but they’re also accountable to each
other.”
Make Your Sales Motivation Work.com
W o r k . c o m S u c c e s s S t o r y
“Salesforce.com is providing us with tools to help evolve and enhance our performance-
driven culture at 1-800 Flowers,” said Maureen Paradine, SVP of HR, 1-800 Flowers.
“Being able to recognize and reward our people in the moment for doing great work
keeps them motivated to achieve their goals and deliver great results.”
Make Your Sales Motivation Work.com
W h a t i s n e w o n w o r k . c o m ?
Spring ’15 enables you to use Thanks and Skills features for
free, customize your coaching experience, and use more
features in the Goals pilot.
Use thanks and skills for Free
Access all Work.com Features with the
consolidated add-on
Customize coaching to fit your
organization
Do more with enhanced goals (Pilot)
Other changes in Work.com
Make Your Sales Motivation Work.com
U s e T h a n k s a n d S k i l l s f o r F r e e
Recognize your co-workers with custom badges and
share your professional expertise for
free! Work.com thanks badges and skills are now
included for all Sales Cloud users.
Users now have access to all of the thanks functionality
(excluding Rewards) for free. They can create, edit,
share, and give thanks badges without
a Work.com license.
Make Your Sales Motivation Work.com
A c c e s s A l l W o r k . c o m F e a t u r e s w i t h t h e C o n s o l i d a t e d A d d - O n
The three Work.com feature add-ons (Motivate, Align, and Perform) are now being
consolidated into a single add-on that includes Rewards, Feedback, Goals, Coaching,
Calibration, and Performance Summaries.
With the Spring ’15 release, users can access the Skills and Thanks features (excluding
Rewards) for free, and the other Work.com features are being combined into a single feature
add-on.
New customers can only purchase the consolidated Work.com add-on with new pricing.
Current customers can keep the add-on they already have, renew their current add-on at the
same price, purchase additional add-ons of the same type, or upgrade to the new consolidated
version.
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /Doblegroup
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Doble GroupDoble Group, LLC is a boutique consulting firm that focuses on improving commercial business results through CRM solutions
and the alignment of the organization, its processes and teams for success. We deliver our services through highly customized
consulting, training and coaching programs and the world’s #1 CRM technologies.
The World’s #1 CRM Technologies
SALES CLOUD• Grow Sales Revenues
• Increase Sales Productivity
• Control your Marketing ROI
• Improve Customer Satisfaction & Loyalty
MARKETING CLOUD• Social Monitoring
• Social Hub
• Social Insights
• Social Engagement
SERVICE CLOUD• Service and Engage in Social Media
• Drive Agent Productivity
• Reduce Service Costs
• Improve Customer Experience
CHATTER• Collaborate without Boundaries
• Get Answers Faster
• Brainstorm Ideas
• Engage with Key Customers
WORK.COM• Achieve Goals Faster with Real Time
Coaching
• Inspire Achievement with Recognition &
Rewards
• Manage Performance in Real Time
FORCE.COM• Build Custom Apps 5x Faster at 1/2 the Cost!
• Mobile Apps in your Smart Phone, Tablet or
Laptop
A Portfolio Built Around Your Success!
CONFIGURATION, DEVELOPMENT &
SUPPORT• Certified Salesforce Consultants &
Developers
• Configure, Integrate and Build in Salesforce
with the Right Team and Skillsets
COACHING• Commercial Leadership Team
Transformation Coaching
• CRM Adoption Coaching
• 1:1 Commercial Leadership Coaching
COMMERCIAL CONSULTING• Commercial Strategy
• Best-Practice Process Design &
Enhancements
• Translation of processes into Automation
TRAINING• Salesforce User Training
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• Consultative-Added Value-Solution Selling
Training
QUALIFIED PEOPLE MAKE THE
DIFFERENCE!