Published on May 30, 2014
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
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