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Salesforce as a Sales Effectiveness Tool for Managers

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 team's

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Salesforce as a Sales Effectiveness Tool for Managers

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    1. Salesforce.com as a Sales Effectiveness Tool for Managers Ly Townsend Customer Success Manager

    2. 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 team’s pipeline to reach their goals.

    3. Best Practice Overview This presentation focuses on why salesforce.com is a sales effectiveness tool to a sales manager.

    5. Managers often don’t have the right tools to manage their team’s opportunity pipeline or productivity. Sales tools don’t 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? How is salesforce.com a Sales Effectiveness tool for Managers?

    6. Better visibility to information and productivity Your team’s 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 team’s workload appropriately.

    7. Prioritizing and Staying Informed As a sales effectiveness tool, management can use salesforce.com to reference information. Review the opportunity pipeline together based on what’s 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 shouldn’t get blind-sided on potential issues.

    8. 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 customer’s goals and issues

    9. Sales Effectiveness, not Big Brother Use salesforce.com to review information Make salesforce.com YOUR point of reference. Don’t make a sales effectiveness tool become big brother! Don’t 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?

    10. So how can I use salesforce.com effectively?

    11. Advanced Forecasting Since your team’s opportunities are updated in salesforce.com… You and your team don’t 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!

    12. Real Time Reports Reports are run in real-time. You don’t 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!

    13. Dashboard Views Dashboards allow you and your team to see reports at a glance. You can use color highlighting to see if your team’s goals are “red, yellow, or green”. Use Dashboards to view: User Adoption Sales Goals and Metrics Support and Service Metrics

    14. 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

    15. 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?

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

    17. 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.

    18. Questions?

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