How Salesforce uses Salesforce

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  1. 1. Andrew Zinger, Director, Market ReadinessSales Productivity at Salesforce
  2. 2. Ramping up sales reps fast
  3. 3. Salesforce Advantage Competencies as the Foundational Core (Ongoing) AE Advantage: Core AE Onboarding Journey Getting Started Webinar Boot Camp Pre-Work Boot CampAE 101 AE 201Benchmark and Course Correct Set Expectations. Provide Guide map from Day 1 (By Region) Streamline and provide visibility into plan/ progressPrepare for the Boot Camp experience Introduction to Salesforce Advantage, Products, Competitive & Role- based Learning Hands-on, Pipe/ Oppty Mgmt + +Salesforce Advantage for Sales Cloud/Service Cloud (prep for Certication) Weekly -hr webinars & On- demand modules + Ofce HoursFast Start to First Deal (Calls + On Demand) AE 301 Account Workshop and Execution Deep Dive(RVP-facilitated) + Customer Visions Pre-WorkPre-Work Intro to Learning Path & Onboarding Community New-hire Graduation Onboarding Community + Product + Sales Execution Learning Modules Accredited AND Closed First Deal or Oppty in Stage 5 Ongoing Skills Training 30 Days 120 Days 180 Days ILTILT 75-90 Days Pre-Boarding Boot Camp Accelerated Onboarding Continuous Learning RVP/SALES LEADER COACHING
  4. 4. Bootcamp Pre-work Watch the Videos Take the Quiz
  5. 5. Sample Boot Camp Agenda M T W T F 7:30 - 6:00 BECOMING SALESFORCE 8:00 - 5:00 ROLE BREAKOUTS 8:00 - 5:00 ROLE BREAKOUTS P R O D U C T A G E N D A TEAM CHALLENGE PRESENTATIONS SERVICE INDUSTRY TRENDS Monica Youngblood, Andrew Zinger, Dana Chery EMPOWERED SERVICE AGENTS & SERVICE CLOUD BUYERS Monica Youngblood, Andrew Zinger, Dana Chery SALESFORCE MARKETING CLOUD Bobby Jania, Dani DeTrude, Sarah Carver TEAM BUILDING EVENT KNOWING THE COMPETITION Adam May, Keith Hamrick, Emily Childs-Lopez SELLING SUCCESS: PREMIER & TRAINING Brian Bolick CORPORATE PITCH PRESENTATIONS Rob Lamb, Andrew Zinger BOOT CAMP HAPPY HOUR WELCOME TO BOOT CAMP EXECUTIVE ADDRESS Dan Smoot THE SALESFORCE1 PLATFORM: WHAT, WHY & HOW Jim Sinai, Lisa Kant KEYS TO SELLING THE SALESFORCE1 PLATFORM Jim Sinai, Lisa Kant TEAM CHALLENGE OVERVIEW Monica Youngblood SFA BUYERS AND PLAYS Greg Gsell GROW YOUR DEALS EXTEND SALES CLOUD Jamie Domenici OBJECTION HANDLING Will Anastas SALES CLOUD GROUP PROJECTS J A N U A R Y 2 7 T H 8:00 - 8:30 8:30 - 9:30 9:45 - 11:30 11:30 - 12:00 1:00 1:45 1:45 2:45 3:00 3:45 3:45 5:00 5:00 - 7:00 B R E A K L U N C H B R E A K L U N C H 8:00 9:30 9:45 11:00 1:00 - 2:00 2:30 3:30 3:30 4:15 5:30 - 7:00 B R E A K 4:15 5:30 2:00 - 2:30 B R E A K 11:00-12:00
  6. 6. 30/60/90 Fast Ramp Onboarding Webinars 1. Prospecting for Success 2. Filling the Funnel with Sales Dev 3. Running an Opportunity 4. Structuring a Deal 5. Using ROI to Drive Up your Deals 6. The Art & Science of Forecasting 7. Planning your Territory 8. Leveraging ISV and SI Partners 9. Renewing Customer Contracts 10.Selling Salesforce Training 11.Getting your Customers Support 12.Customer Success with CFL 13.Selling Premier Services Two x 1-hour classes per week
  7. 7. Chatter Accounts Contacts Opportunities Files/Content Search Basic Reports Campaigns Mass Email Customer Stories Black Tab EWS Advanced Reports Dashboards Forecasting iPad/ Tune-Up Build a Custom App Do My Job Workshops AEs attend these workshops in conjunction with 30/60/90 classes Do My Job 101 Do My Job 201 Do My Job 301
  8. 8. Pre-Work & Boot Camp Month 1 Guided Certications Month 2-4 Self-Guided Certications Month 5-12 Badge Certication Program
  9. 9. Advanced Master Novice Proficient Sales Leader Path to Mastery 0 6 Months6 -- 18 Months18 Months - MaturityContinuous Gaining Expertise Rapid Growth Coaching Excellence Sales Leader Levels Timeline Becoming a Salesforce Leader
  10. 10. Sales process discipline
  11. 11. Opportunity Process & Rigour
  12. 12. Deal Collaboration Bringing in Subject Matter Experts for Contextual Collaboration: Mutual close plan Legal input Sales Operations input Technical resources Product experts Opportunity changes pushed to the feed for those who follow it, e.g. Next steps, close date, amount
  13. 13. Opportunity Process & Rigour
  14. 14. Sales Coach moves deals forward and drives accuracy Aligned with the Buyers stage? Completed all the suggested Activities? Dropped the Competitive Bombs? Followed the SUCCESS playbook? Stage accuracy puts you in the right Forecast Category
  15. 15. Opportunity Process & Rigour
  16. 16. Deal Support Request Button Button to request help on deals, e.g. Competitive experts Technical resources Business case help Customer reference visits RFP help
  17. 17. Leverage SUCCESS to Help You Forecast
  18. 18. Visibility Empowers Sales Leaders and Sales Reps to Drive More Deals Leaderboards drive healthy competition Track Trends based on opportunity flow and closed business Accelerate deals with in app communication
  19. 19. Have a Single Source of Truth Boosts Decision Making Condence If its not in the App, it doesnt exist Standardized denitions Executives have real-time visibility Chatter makes inspection easy
  20. 20. Filtered Dashboards to Drive Common KPIs Run your business using a single dashboard No need to switch dashboards to answer different business questions
  21. 21. Measure Pipeline Trends Use breakpoints to identify potential problems Track pipeline and revenue over time by region and stage Drill down into key deals this month and quarter
  22. 22. Thank you