salesforce1 world tour london: salesforce on sales excellence
Post on 05-Sep-2014
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How Salesforce Drives Sales Excellence Cara-Lee Loganberg EMEA Director, Sales Enablement @Cloganberg
Rebecca Jelinski UK Manager, Sales Enablement @RebeccaJelinski
Agenda
1. Why Sales Enablement?
3. Culture of Innovation 4. Success
Methods
2. Addressing Challenges
Who is Sales Enablement?
Why Sales Enablement?
Transformation Never Stops
Sales Process
Contextual Collaboration
Mobile Productivity
Social Selling
Learning Evolution
Sales Enablement is a Cross Company Initiative
SALES VALUES
Sales Reps
Company
Management
Align with CEO
Priorities
Build Coaching Culture
& Reporting Cadence
Deliver Tools & Training
= Drive Adoption
Exceeding Expectations
Perception Reality
The First 120 Days: Timeline
Day 1 Day 120
IT Setup HR Orientation Sales Enablement Intro
Boot Camp Pre-Work
Wee
k 1
Wee
k 2
Wee
k 3
Wee
k 4
Wee
ks 1
- 16
Sales Enablement Group Sessions & 1:1s
Sales Onboarding Progress
100%
Assuring Engagement & Adoption
Enabling Our Sales Leaders
120 Day Sales Onboarding Plan
Culture of Continuous Learning & Improvement
The Sales Cloud certification has quickly
given me the confidence to meet with customers after only being in role
for 2 weeks. Thank you! - UK Senior Account Executive
Sales Enablement Engagement
Leveraging your extended team
Opportunities & Activities
Pricing, Quoting & Legal
Reports & Dashboards
Social & Mobile Productivity
Validation
£
Delivering Measuring & Successful Onboarding
Sales Representative
Sales Enablement
Sales Leadership
Sales Enablement Value
Sales Productivity is truly one of our secret ingredients.
“Mobile First”
Chatter
Tailoring the App for your Business
Our SUCCESS Formula Is Who We Are
Seed and Grow Users Sell For You Compelling Demos Connect The Dots Experience Events Sell High & Through Show Them The Money
SUCCESS
Opportunity Process & Rigour
Productivity on the Road
My Team’s Top Deals
Pipeline Stock: Coverage
Pipeline Flow
Pipeline Stock: Mix
Team Territory Coverage
Account Analysis
Clean your Room
My Team’s Meetings
My Team’s Activities
AE & Manager 1:1
CFL Insight for Sales
Why Invest In Sales Enablement
££ £
Guiding Principles
1. Work From Anywhere
2. Innovate
3. Measurement & Validation
4.Localise
5. Everything in Salesforce
1. Tailor the App
2. Embed All Sales Processes
3. Deploy Mobile
4. Rollout Chatter
5. Keep Your Internal Expert Up To Date
Calls To Action
Thank You
SuMo for Salesforce
Questions? Find us outside
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