Salesforce.com as a Sales Effectiveness Tool for Managers

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Salesforce.com as a Sales Effectiveness Toolfor
Managers

• Ly Townsend
• Customer Success Manager

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Business Driver

• Middle management are the key drivers in driving
  usage and adoption of salesforce.com.
• However, getting buy in from middle management
  may often be challenging due to the lack of
  ownership.
• Management needs to drive their day to day
  business to have better visibility to their
  teams pipeline to reach their goals.

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Best Practice Overview

• This presentation focuses on why salesforce.com
  is a sales effectiveness tool to a sales manager.
  

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

• Managers often dont have the right tools to
  manage their teams opportunity pipeline or
  productivity. Sales tools dont have to be
  difficult to use to be effective they should be
  easy and provide you visibility to information.
• 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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Better visibility to information and productivity

• Your teams information is all in the
  application
• Accounts, contacts, opportunities, tasks/events
  can be found in one place
• Which provides you better visibility
• ...and a 360 degree customer view!!
• Allows you to adjust your teams workload
  appropriately.

Without this central repository, you have little
visibility to who your prospect and customer base
is, and your teams accomplishments and efforts.
Salesforce.com helps you stay informed!
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Prioritizing and Staying Informed

• As a sales effectiveness tool, management can use
  salesforce.com to reference information.
• Review the opportunity pipeline together based on
  whats in the application.
• This can be done in weekly calls
• Discuss targets and quotas.
• Review/discuss critical upcoming events that may
  need management sponsorship or attention.
• Salesforce.com allows you to prioritize issues.
• Visibility from high to low issues allow you to
  plan ahead.
• If the history is in salesforce.com, you
  shouldnt get blind-sided on potential issues.

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Coaching Tool

• Use the information in the application to
  identify if coaching or assistance is needed to
• Get involved with a sale at the right time
• Identify where team members excel
• Target areas that can be improved
• Better understand customers goals and issues

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Sales Effectiveness, not Big Brother

• Use salesforce.com to review information
• Make salesforce.com YOUR point of reference.
• Dont make a sales effectiveness tool become big
  brother!
• Dont require every thing to be entered into the
  application
• Determine what information is informative or
  necessary to have in the application.
• Set goals and metrics that are meaningful and can
  be captured in the application
• Will having every task and event from your team
  be valuable?
• Am I asking my team to enter too much data?

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• So how can I use salesforce.com effectively?

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Advanced Forecasting

• Since your teams opportunities are updated in
  salesforce.com
• You and your team dont have to use or update
  Excel spreadsheets.
• You can look in salesforce.com instead of asking
  your team for their forecasts.
• You can review previous forecasts that were
  submitted.
• You can easily update or override submitted
  forecasts!

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Real Time Reports

• Reports are run in real-time.
• You dont need to wait for the information to be
  gathered and submitted by your team.
• Provides management current information on what
  is happening now not last month!

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Dashboard Views

• Dashboards allow you and your team to see reports
  at a glance.
• You can use color highlighting to see if your
  teams goals are red, yellow, or green.
• Use Dashboards to view
• User Adoption
• Sales Goals and Metrics
• Support and Service Metrics

Dont know where to start? Download FREE
dashboards from the AppExchange. Hint Search
using the key word Dashboard
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Trending Analysis and Benchmarking

• With the real time reports and dashboards,
  Management can develop and track the following
• Business goals
• Key performance indicators
• Short and long-term goals
• Do trending analysis and benchmarking on
• Leads
• Opportunities
• Activities

What gets measured, gets managed. - Peter
Drucker Use metrics as the feedback mechanism for
continuous development of strategy and tactics.
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Lead Management Analysis

• Examples of Lead reports and analysis
• Percent of Leads that have been qualified?
• How long does it take to convert a lead?
• What is my primary lead source?
• Who on my team is most effectively converting
  leads?

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Opportunity Management Analysis

• Examples of Opportunity reports and analysis
• Opportunities won/lost in your team for the month
  or quarter
• What stages are your teams opportunities getting
  stuck?
• Are we hitting our numbers?
• How did we do last quarter vs. this quarter?

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Activity Management Analysis

• Examples of Activity reports and analysis
• How many outbound sales calls did my reps make
  this week?
• What key accounts have new activities this week
  by activity type?
• Activities associated to Opportunities to ensure
  that the biggest deals are getting the most
  attention.
• Activities associated to accounts that show the
  highest priority customers are getting the most
  attention.
• Activity Types should be used to analyze the
  types of Activities, not just busy work.

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Questions?