Future of sales performance

Future of Sales Performance CAROL Fong – Director for Commercial Sales, Salesforce The Way Customers Buy Has Changed 57 % Through buying cycle before engaging with salesperson Suspect CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014 Prospect Lead Opportunity Order Close Effects of Being Disconnected “79% of marketing leads at most companies are not pursued.“ “68% of a sales rep’s time is spent…not selling” Not enough pipeline Reduced time selling Source: Gartner “…72% increase in the timeline for their typical sales cycle in the last years” Poor performance Engage Early: Key to Impact in the 57% References Engage sales earlier in the buying process Website Social Media Give sales their own automated marketer Community Follow up on the best leads faster Email Customer “Salesforce has completely changed the way we business The more we use it, the more opportunities we see arising from it.” Mark Hobson, CEO Salesforce delivers gold: a single view of the customer Started seeing the benefits of Sales Cloud within two weeks of implementation Instantaneous visibility into customer interactions – which opens the door to new opportunities Telemarketing team can slice the data to extract a call list that segmented down to a few hundred people who a specific task Journalists can approach users of specific technologies to get direct insights and commentary Connect: The Age of the Digital Native Connect the enterprise, the customer and the ecosystem Sales Force Automation Right information, on-demand, anywhere Repeatability, consistency and accuracy Create an experience they will love “Mobile sales app usage will more than double in the next two years” 2015 State of Sales: Insights on success from over 2,300 global sales leaders “Our sales team has used Salesforce capabilities from anywhere in the world; and our customers have been given complete control over their accounts.” Sundi Balu, CIO Telstra Global Enterprises & Services Telstra: connecting a global network of customers Connecting Everything Telstra does is inspired by the customer Deliver end-to-end connectivity to every part of the business, in every part of the world, to the customer Improved connectivity makes it quicker and easier for the customers; and more cost-effective Decreased development cycles from months to weeks for some applications Improved the book-to-bill ratio Monetise Your Data 3.5 Aggregate your data around the customer “High performing teams are 3.5 times more likely to use sales analytics” Sales Service Keep data current Marketing Mine the data for better, faster and more accurate decisions Communities Apps Your Customers 2015 State of Sales: Insights on success from over 2,300 global sales leaders X “Salesforce gives us the ability to make an intelligent assessment of our markets, which is the key to continued growth.” Scott Avirett, Director of Sales Johnson Controls connects Asia sales community and targets strategic growth Reports and analytics deliver critical insights into the performance of the Asia business Equipped with a clear view of market potential, it is able to make justified and targeted investments Sales managers reap the benefits by knowing when something changes on key opportunities Phase one build took only six months Results have already superseded expectations Performance Coaching: Scaling a Culture of Success Align sales around the customer Recognition and real rewards Fast and easy performance summaries Amplify winning behaviors “ “Culture eats strategy for breakfast" “ Shared goals and real-time coaching Peter Drucker “My main focus is to connect all the people inside the company.” Martin Lorentzon, Founder and Chairman Spotify drives sales success with social goals Low organisational alignment, no easy way to assess performance and key talent, and minimal feedback between managers and teams 80% of employees use Work.com Employees focus on what matters Real-time recognition has increased 10x; Improved transparency of goals across the company Four Capabilities to Breakthrough Sales Growth Engage Early Connect $ $ Monetise your Data Embedded Culture of Performance HOLDING SLIDE [...]... and Chairman Spotify drives sales success with social goals Low organisational alignment, no easy way to assess performance and key talent, and minimal feedback between managers and teams 80% of employees use Work.com Employees focus on what matters Real-time recognition has increased 10x; Improved transparency of goals across the company Four Capabilities to Breakthrough Sales Growth Engage Early Connect... Real-time recognition has increased 10x; Improved transparency of goals across the company Four Capabilities to Breakthrough Sales Growth Engage Early Connect $ $ Monetise your Data Embedded Culture of Performance HOLDING SLIDE ... love “Mobile sales app usage will more than double in the next two years” 2015 State of Sales: Insights on success from over 2,300 global sales leaders “Our sales team has used Salesforce capabilities... see arising from it.” Mark Hobson, CEO Salesforce delivers gold: a single view of the customer Started seeing the benefits of Sales Cloud within two weeks of implementation Instantaneous visibility... salesperson Suspect CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014 Prospect Lead Opportunity Order Close Effects of Being Disconnected “79% of