Salesforce appexchange 7 sales operations insights to drive growth and productivity

7 Pg Sales Operations Insights to Drive Growth and Productivity HOW CAN YOU GROW SALES WITH GREATER EFFICIENCY? For sales operations, one mission tops all others: Drive sales productivity But in this world of digitally-enabled, always-available, data-savvy customers, how can sales teams effectively manage the flow of information and still close deals? Sales operations leaders, get seven insights to help you and your sales team improve efficiencies and grow revenue Pg Deliver Information at the Right Place and Time Today, buying teams are larger, buying cycles are longer, and buyers are more knowledgeable than ever before That’s why delivering the right information to the right person at the right time in the right format is essential to enabling your sales team to move opportunities forward 45% of the buying decision at the enterprise level is made before your potential buyer even says hello IDC’s Sales Enablement Overview Pg Increase Productivity with Cloud Technology Sales professionals lose more than 100 days each year to non-sales activities To save time and significantly increase the productivity of their teams, effective sales operations leaders leverage cloud-based technology and data solutions to organize information and make it readily available to sales teams In an average week, technology sales professionals spend eight hours developing client presentations, five hours searching for marketing collateral, and four hours trying to find customer information outside the organization EMI Industry Intelligence Report Pg FEATURED APPS How Velocify Helps Your Sales Team Focus on Selling Provides guided selling and activity prioritization, which leads to more predictable sales performance We’re just more efficient with every lead now thanks to Velocify Offers a distribution engine that assigns leads based on territory, skill, performance, schedule, and more Jane Riley, Sales Executive, eHarmony Drives rapid inquiry response, so reps respond to leads faster and close more opportunities Gives sales management tighter control over the selling process and more granular visibility into their team’s daily performance LEARN MORE Pg Base Decisions on Data, not Feelings You’ve probably had salespeople ask for extended deadlines or better discounts because they have a “great feeling” about a potential deal While optimism is a positive personality trait for a sales professional, it’s not a good forecasting tool Successful sales operations leaders empower their sales teams with sophisticated analytics that help them make decisions based on facts and inarguable data, not intuition Over 60% of best-in-class companies use sales forecasting data to determine which deals are most likely to close Only 25% of ‘laggard’ companies the same Aberdeen Group’s “Customer Engagement Has Evolved Can Your Sales Team Keep Up?” Pg Leverage Sales Enablement Tools to Close Deals Savvy sales executives must know when to fish or cut bait in order to use their resources more effectively and maximize results Sales operations leaders can support smart decision making with tools such as CPQ solutions, which let salespeople offer proposals and pricing that have been reality-checked, error-reduced, and quickly generated Users of Configure-Price-Quote sales enablement tools are nearly twice as effective at avoiding ‘no decision’ sales losses compared to non-adopters Aberdeen Group’s “Configure-Price-Quote: Better, Faster Sales Deals Enabled” Pg FEATURED APPS How SteelBrick CPQ Helps Close More Deals Applies consistent pricing and discounting rules With SteelBrick, our reps don’t worry about inaccuracies anymore Generates customer-friendly quotes, proposals and contracts Lars Nilsson, VP of Field Operations, Cloudera Automatically creates renewal quotes and reminders in Salesforce LEARN MORE Pg Enable Your Team to Go Mobile Mediocre performance costs companies 3.2% in potential revenue, in part because they under-utilize mobile technologies Mobile technologies help organizations shorten sales cycles, increase productivity, promote information exchange between sales and service, and transform customer interactions To succeed, companies need to consider a mobile-first strategy­­­— a holistic approach within agile selling and service that begins with defining the desired outcomes and then determining how mobile can enable them Accenture’s “Transforming Sales and Service with a Mobile-First Strategy” Pg Increase Sales Efficiencies with Automated Transactions Electronic signatures are one example of automated transactions that use technology to streamline sales processes and leverage best practices E-signatures help shorten sales cycles, save money, improve customer experiences, increase compliance, and provide visibility into transactions to eliminate sales inefficiencies In 10 years, the dominant form of signature will be digital, with adoption driven by rampant uptake in consumer technology Forrester Research’s “The Forrester Wave: E-Signatures, Q2 2013” Pg 10 FEATURED APPS How e-SignLive Helps Automate Sales Transactions Gives you the tools to prepare, manage, and send documents for e-signature in real time, directly in Salesforce Monitors every transaction digitally, making it easier to access documents faster so there’s never a delay in moving deals forward Makes the customer onboarding process easier and faster LEARN MORE Pg 11 It used to take a couple of days for us to get a contract signed on paper Since we introduced e-SignLive, Sunco customers have been able to get a loan instantly and complete the purchase faster, which makes them happy Shane Kimberlin, co-owner of tanning bed distributor Sunco Tanning Choose the Right Platforms and Systems to Scale Your Business Sales operations teams that deliver the greatest impact set themselves apart as strategic partners who detect and respond to emerging trends Connected sales operations leaders are mission-focused, scaling their businesses with platforms and systems technology, as well as apps that provide a flexible response to any business challenge A sales organization’s CRM and other platforms or applications must be integrated, robust, and costeffective The goal is for these assets to deliver value to the sales team in a scalable, flexible fashion ZS Associates’ “The Power of Sales Analytics” Pg 12 APPEXCHANGE: HELP YOUR SALES TEAM MOVE FASTER WITH 1,000+ SALES APPS Pg 13 Beyond these seven insights, sales operations leaders can take advantage of more than 1,000 AppExchange sales apps to sell faster and smarter From compensation and contract management to quotes and orders, there is an app for every part of the sales organization VISIT THE APPEXCHANGE [...]... Helps Automate Sales Transactions 1 Gives you the tools to prepare, manage, and send documents for e-signature in real time, directly in Salesforce 2 Monitors every transaction digitally, making it easier to access documents faster so there’s never a delay in moving deals forward 3 Makes the customer onboarding process easier and faster LEARN MORE Pg 11 It used to take a couple of days for us to get... Sunco customers have been able to get a loan instantly and complete the purchase faster, which makes them happy Shane Kimberlin, co-owner of tanning bed distributor Sunco Tanning 7 Choose the Right Platforms and Systems to Scale Your Business Sales operations teams that deliver the greatest impact set themselves apart as strategic partners who detect and respond to emerging trends Connected sales operations. .. APPEXCHANGE: HELP YOUR SALES TEAM MOVE FASTER WITH 1,000+ SALES APPS Pg 13 Beyond these seven insights, sales operations leaders can take advantage of more than 1,000 AppExchange sales apps to sell faster and smarter From compensation and contract management to quotes and orders, there is an app for every part of the sales organization VISIT THE APPEXCHANGE ... with platforms and systems technology, as well as apps that provide a flexible response to any business challenge A sales organization’s CRM and other platforms or applications must be integrated, robust, and costeffective The goal is for these assets to deliver value to the sales team in a scalable, flexible fashion ZS Associates’ “The Power of Sales Analytics” Pg 12 APPEXCHANGE: HELP YOUR SALES TEAM ... these seven insights, sales operations leaders can take advantage of more than 1,000 AppExchange sales apps to sell faster and smarter From compensation and contract management to quotes and orders,... Leverage Sales Enablement Tools to Close Deals Savvy sales executives must know when to fish or cut bait in order to use their resources more effectively and maximize results Sales operations. .. how can sales teams effectively manage the flow of information and still close deals? Sales operations leaders, get seven insights to help you and your sales team improve efficiencies and grow