How Salesforce drives Sales Excellence

Wolfgang Kiene / DACH & NORTH

EMEA Sales Enablement Manager

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Agenda

• What is Sales Enablement?

• Day 1-120 / Transforming Onboarding at Salesforce

• Day 120+ / Ensuring our “customers”, the New Hires are

learning scalable

• Tools that drive Productivity for our Sales teams

• Calls to Action (Q&A)

Who are Sales Enablement?

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

Agenda

• What is Sales Enablement?

• Day 1-120 / Transforming Onboarding at Salesforce

• Day 120+ / Ensuring our “customers”, the New Hires are

learning scalable

• Tools that drive Productivity for our Sales teams

• Calls to Action

The First 120 Days: Timeline

Day 1 Day 120

• IT Setup

• HR Orientation

• Sales Enablement - Intro

• Boot Camp /

Pre-Work

Week 1

Week 1

-4

Week 2

-3

Week 4

-5

Week 7

+

Sales Enablement Group

Sessions & 1:1s

Account Executive

On-boarding Progress • US / SF

• EMEA / local

• Pre Boot Camp

Certifications

Measuring Onboarding Progress

Why We Use Chatter / Collaboration

• we follow Topics

• Productive Faster

• Real - Time

• Save - Time

• Contextual

• Speed To Answers

• Many - 2 - Many

• Searchable “Archive”

Add On Resources: closed / open Chatter Groups

All available on our SF1 Platform

Onboarding Plans for Account Executives / workflow driven

Agenda

• What is Sales Productivity?

• Day 1-120 / Transforming Onboarding at Salesforce

• Day 120+ / Ensuring our Customers the New Hires are

learning scalable

• Tools that drive Productivity for our Sales teams

• Calls to Action

Badging Process

“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

Badge Scoring

Coaching & Global

Alignment

Candidate´s feedback

Badging Report & Badging Feedback

100% Transparency

Accountability

Coaching

Opportunity

Management

Reporting & Dashboards

Agenda

• What is Sales Productivity?

• Day 1-120 / Transforming Onboarding at Salesforce

• Day 120+ / Ensuring our “customers”, the New Hires are

learning scalable

• Tools that drive Productivity for our Sales teams

• Calls to Action

Sales Enablement Engagement

Leveraging your

extended team

Opportunities

& Activities

Pricing, Quoting

& Legal Reports &

Dashboards

Social & Mobile

Productivity

Validation

€

Dashboard Library

Crowd-sourced

Every manager &

Sales Person

is trained

Used for coaching

Reporting/Dashboard Kit Created for Managers

Revenue Performance Pipeline

Forecasting Activity

Salesforce1 App for Sales

Today & Productivity Tools

Get a view of your schedule for

the day. View meeting attendees

& dial directly into meetings

CRM Data & Analytics

Access all the CRM records,

custom objects, and

dashboards that you’d have

access to on your desktop

Custom Actions & Apps

Use Publisher actions to

move business forward while

you’re away from your desk

Our SUCCESS Formula Is Who We Are

Seed and Grow / Cloud business

Users Sell For You / SFDC References

Compelling Demos / Amazing tool / flexible to show

Connect The Dots / High level contacts

Experience Events / like today S1 WT

Sell High & Through / more than CRM

Show Them The Money / TCO examples

S

U

C

C

E

S

S

Opportunity Process & Rigour

Opportunity Process & Rigour

Productivity on the Road

Why We 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 / what´s not in – don´t exists

2. Embed All Sales Processes and measure

3. Deploy Mobile / work anywhere

4. Rollout Chatter / crowd source everything

5. Keep Your Internal Expert Up To Date

Calls To Action for YOU

THANK YOU

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