Salesforce.com as a Sales Effectiveness Tool

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Salesforce.com as a Sales Effectiveness Tool

• Ly Townsend
• Customer Success Manager

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Business Driver

• Regular usage of salesforce.com is important to
  driving full adoption with your end users.
• Sales reps need to know how they can use
  salesforce.com for their day to day job, and how
  using the application will benefit them.

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Best Practice Overview

• Adoption can mean a lot of things to different
  people in an organization. This presentation
  focuses on why salesforce.com is a sales
  effectiveness tool to a sales user.

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Best Practice Sales Effectiveness
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How is salesforce.com a Sales Effectiveness tool?

• Many users may consider salesforce.com a
  tracking tool. My managers have asked to track
  my opportunities, tasks, events, and accounts in
  the application. But how is it really a sales
  effectiveness tool?
• What does Sales Effectiveness mean to me?

effec tiveness n. Synonyms effective,
efficientproducing or capable of producing a
desired effect SALES
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Efficient/Effective
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I have better visibility to information

• All my accounts, contacts, opportunities,
  tasks/events can be found in one place!
• Which provides me better visibility
• ...and a 360 degree customer view!!
• Without this central repository, I have to look
  in my paper files, Excel spreadsheets, Sticky
  notes, on my computer, and anywhere else where I
  may have stored this information.
• Salesforce.com helps me stay more organized!

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I can do my own Account Planning

• I can see my customers history of events and
  activities in salesforce.com which help me
  develop an account strategy and action plan.
• I can create my own Action Plans by assigning
  tasks to myself as To-Dos.
• I have the option to create a follow-up
  activities and future date them as a reminder to
  take action.
• I can see which accounts I have committed a lot
  of time to, and if there are positive results as
  the outcome.

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I can manage and prioritize my day better!

• I can view my calendar and upcoming tasks that
  are due on my Homepage.

• I can focus and prioritize the opportunities Im
  working on by looking at the Opportunities Views.

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I can run my own reports...

• Since my data is updated in salesforce.com, types
  of reports I can run are
• Accounts I havent visited in awhile
• Opportunities in my pipeline
• Won Opportunities, Lost Opportunities
• Products Ive sold
• Activities/Tasks that Ive completed

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I can create my own Dashboard

• Dashboards allow me to see how I am doing at a
  glance.
• I can create my own dashboards to view important
  information that is critical to ME.
• I can use color highlighting to see if my goals
  are red, yellow, or green.

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Time/Money
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I can do Trending Analysis

• I can see my selling trends and use this to focus
  on generating more sales!
• I can calculate my won/loss ratio on
  opportunities.
• I can see monthly trends with opportunities in
  the pipeline.
• I can see the types of activities that I do most.
• I can see the amount of closed deals vs. my quota.

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I can forecast my opportunities

• Since all my opportunities are updated in
  salesforce.com
• I can see where my sales are coming in and where
  I can sell more.
• I dont have to update Excel spreadsheets.
• I dont need to email my managers my forecast.
• I can see what Ive forecasted in previous
  periods.
• My managers can edit my forecast without making
  me send them additional spreadsheets!

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I can communicate consistently to my customers by
using Email Templates

• Standard email templates can be used and sent to
  multiple contacts.
• Introductory Sales Call
• Welcome, Customer!
• Thank you for your Business

• Standard templates also allow me to customize
  emails before sending.
• Email templates are quick and easy to use which
  saves me time!

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I can easily Stay-in-Touch

• With a click of a button, I can request my
  contacts to update their contact information.

• I can customize my Stay-in-Touch email.
• I have the option to accept my contacts updated
  information in salesforce.com.

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I can share information with my colleagues

• If I am working with an Account Team, I can
  easily share data with my team members.
• Saves me time from doing a full knowledge
  transition!
• If there is a territory realignment, all the
  information is still there and can easily be
  passed on to the next account owner.
• I can add Team Members to my Accounts or
  Opportunities.

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I can quickly create or search for records

• I can add new Leads, Accounts, Contacts, and
  Opportunities with only one button click!
• I can also easily find information with the Find
  or Search functionality.

• Its like searching the internet!

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Outlook integration saves me time

• I am able to synchronize my Contacts, Tasks, and
  Calendar events to and from Outlook and
  salesforce.com.
• Emails I send from Outlook can be added to a
  record in salesforce.com.

• I dont have to enter data twice in both
  applications!
• I can access salesforce.com from my Outlook
  folders.

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My managers dont have to micro-manage me!

• There are no accountability issues since I know
  what is assigned to me.
• If my manager needs a history of events, it can
  all be found in salesforce.com.
• My managers can look in the application to see
  what Ive done instead of asking me.
• My managers dont have the time to look at every
  single detail and record. Its a waste of their
  time! Their objective is to help me meet my
  goals and targets, just as much as I would like
  to.

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Questions?