Salesforce1 World Tour London: Salesforce on Sales Excellence

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Information about Salesforce1 World Tour London: Salesforce on Sales Excellence

Published on May 30, 2014

Author: Salesforce



The secret is out! Join us to learn how we define and execute sales productivity programs inside, and around the world. Hear about our mobile-first approach and use of the latest technology for on-boarding and training, sales processes, and communication tactics. All powered by our own Salesforce products!

How Salesforce Drives Sales Excellence Cara-Lee Loganberg EMEADirector, 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 Week1 Week2 Week3 Week4 Weeks1-16 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 S U C C E S S

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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