Work.com: Connect your sales reps and supercharge your sales performance with Sales Cloud and Work.com
A gap exists in most organizations between the highest performing sales teams and everyone else. How can it be that in the same environment and under the same conditions, some sales reps achieve outstanding results while others struggle just to make their quota? Work.com combines seamlessly with Sales Cloud to provide organizations with the world’s leading sales performance management solution. Companies using Work.com and Sales Cloud can connect their reps to deliver peak performance across their sales organization by combining vital content about leads, accounts, opportunities, and forecasts with proven sales performance management tools like social goals, coaching, thanks, and calibration.
Good afternoon, thank you for joining us. I hope you had a nice lunch and had the change to get a cup of coffee or tea.My name is Femke van Zantvoort, and I’m part of the Work.com team at salesforce.com.Over the next 40 minutes we’re going to talk to you about how Work.com can improve your sales performance and we’re also going to give you a inside in how one of our customers is using Work.com already to super charge their sales team.Before we start I would like to ask you who is in a sales role or sales leadership role, any one a salesforce admin, any one in HR
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This morning you’ve heard how to become a Customer Company. How do you connect with your customers in a whole new way? How do you connect with your employees in a whole new way? How do you connect with your partners so together you can better sell and service to your customers. And how do you connect your products? They can pull back all sorts of great data to help you provide better maintenance and service to your customers.>Customer companies are not only connecting their customers, they are connecting employees together so they collaborate around customer accounts, problems, and ideas. Connected employees can solve problems faster and leverage expertise across your company.Customer companies are also connected with their partners, distributors, and suppliers so they can share customer information and better sell and service customers.Customer companies even have connected products. By connecting your products to your employees, your customers, and social networks, you can better service your customers. You can use product data for maintenance, marketing promotions, and sales opportunities.This is what a customer company looks like. You need to be more deeply integrated with your customers than ever before because that’s what they want, and it’s more possible and more exciting today than it ever was before.
But for the next 40 minutes we’re going to focus on how do you connect with your employees in a whole new way. Specifically connecting your sales reps and driving sales performance with the Sales Cloud & Work.com.>Today is about connecting to your sales reps in a whole new way. Sales management itself has also gone through a transformation. There is the old sink or swim philosophy of sales management, which treats people like numbers. But we know that doesn’t work, because sales is an apprenticeship model. Great sales reps are made by winning alongside great sales managers.
So the foundation of great Sales Performance Management, is the Sales Cloud. Our customers have been using the Sales Cloud for the past 14 years and every year we survey our customers and ask how they are doing. And every year we see tremendous results. On average we see a 32% increase in lead conversion, a 32% increase in sales productivity, improvements in their close rates and forecast accuracy and all that together leads to an increase of 27% in their sales. All we would love to achieve.> When we survey our Sales Cloud customers they say they have:An average of 32% increase in lead conversion, a 32% increase in sales productivity, and an increase in close rates, and forecast accuracy.And when you add it all up, what they see overall, is a 27% increase in their sales. If those numbers are average - what about the highest performers?
But I want to take a moment to drill into that number. On average we see a 32% of increase. But when we looked at the best salesforce customers, our top customers, they report seen a 50% gain in the productivity of their sales teams. So we dog in and we asked them “what is it that you are doing differently?” . What are those sales managers and those sales teams doing differently to drive that kind of productivity and it turns out it’s very specific sales performance behaviors. >We found that our top customers see 50% increase in sales productivity. So we asked, “what is it that those sales teams are doing differently?” We found they are getting sales reps productive faster, have more reps making quota and are keeping teams motivated throughout the month. The difference is sales performance management.
Now Gartner defines Sales Performance Management as ‘improving your sales organization by providing guidance…….
So if it’s so important why are not more companies engaging in these behaviors? Well traditionally it’s been difficult. They don’t have the right tools or processes in place to drive great sales performance. We looked at some industry research out there and it turns out that managers or sales manageres are not spending enough time coaching their teams, motivating their teams or driving accountability in their sales teams. And 70% of Sales Reps report leaving because of a poor relationships with their manager. That has a serious negative impact on your business if you’ve got a 70% sales reps turnover and you’re constantly trying to recruit new people and onboard new people.So we asked the question?>If Sales Performance Management is so important, then why don’t all sales teams do it? Historically, companies have had a hard time, because sales managers today don’t have the right tools and processes in place to help coach, motivate, and drive accountability in their teams.
So we asked the question? – how do you consistently enable outstanding sales performanc? And the answer is:
Sales Cloud + Work.com. The world’s best sales performance management solution. We’ve taken all of those great features and functionality that you know and love in the Sales Cloud. Your leads, your accounts, your opportunities, your forecasting and analytics. And now we’ve layered in social goals, thanks in chatter, tangible rewards, calibration so that you can drive performance in your sales organisation every day in the same apps that they are using. Ongoing basis, daily basis, op basis van het werk>These integrated solutions help you enable consistent, outstanding results for your sales teams.By combining sales content like leads, accounts, opportunities, and forecasts with the tools for sales performance management like social goals, coaching, thanks, and calibration, sales managers can get top performance from their teams. And of course, sales teams can access these features from the tool that they use every day – the sales cloud.
So we’ve received great recognition from industry analysts like Gartner and Forrester, but what we’re most proud of is our customer success. We have over 400 customers that are using Work.com to drive performance in their organizations. And of course we’ve got some wonderfull new social start ups like facebook, livingsocial and spotify that love using Work.com. But we’ve also companies in more traditional sectors. Companies like GE, Deloitte, Bayer and 1-800 flowers. That a flower delivering service. It’s doesn’t get more traditional than that.
SoThe good news is our customers have figured out how to drive sales performance in their organizations and you can too.Work.com enables our customers to coach consistently, to amplify winning behaviors and to drive performance. And when they engage in these types of behaviors, they see real sales results: a 35% decrease in the time it takes to onboard a new rep. Think about that. If you can get your sales reps out in the field selling faster, that has a great impact on your business. They’ve also seen about a 26% increase in Pipeline and on average 30% more reps achieve quota, when their sales managers and sales leaders are engaging in these types of behaviors: sales coaching, amplifying winning behaviors, and driving performance on an ongoing basis. It can’t be a once a year conversation.>30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins. that have figured this out, have dramatically better results than their peers. Work.com and Sales Cloud allow managers to: Coach consistently with meaningful 1:1 notes and clear goal setting.Amplify winning behaviors in real time to capture sales expertise and reward the extended team.And Drive performance with regular feedback from peers, leaders and customers. When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.
So I want to take a few moments to talk through some of these examples and then we will show you the product. We will show you Work.com in action. So like I said, we think about this in 3 buckets.The first one is coaching and our customers are using Work.com to onboard their new reps faster. They are using Work.com to set 30, 60 and 90 day goals for their sales reps to get them more productive and out in the field faster. You always have those top performers that are always in the top of your performers list and crushing their numbers month after month, you don’t have to worry about, they are always going to be those rain makers, and you’ve got that bottom 10% that you invest a lot of time in but it seems that nothing you do really helps move the needle for them. But the bulk of your sales team is in that middle 80%. So what if you could spend a little more time each month coaching them, helping them focus on the right priorities, and really shift that bell curve to the right so that more of your sales reps become A players. That’s were our customers are using Work.com for.They are also using it to amplify winning behaviors. To be able to recognize when a sales rep is engaging in a kind of behavior that drives sales, that increases pipeline and be able to reward them and say ‘great job’ and let everybody in the organization know, so that other sales reps can engage in those same types of behaviors and learn from your top performers. And then finally it’s about driving performance on an ongoing basis. Who of you had an annual performance review that you think helped you improve? Very few people in the room. So our customers are using Work.com to have more frequent conversations about performance and thinking about, how can you improve next month, next quarter so you can close more deals. Rather than wait 6 or 8 months from now when it may be too late. And then finally they are using our powerful calibration tool to have a quick look across their entire sales team and identity who are the top performers that should be promoted to sales leadership and who might need a little more training or a little more work.So that’s a quick look in how our customers are using Work.com to coach their sales teams, to amplify those winning behaviors, and drive performance on a consistent basis.Now I would like to show you Work.com in action in the Sales Cloud. >Work.com and Sales Cloud help you scale the behaviors of the highest performers. We see that our customers use our product most in 6 ways: Getting sales reps productive faster is a core need of any sales organization. It takes an average of 3 to 6 months for a rep to get up to speed. Every day that rep isn’t selling costs money. Work.com accelerates onboarding by having clear onboarding goals, ability to track progress, and build credentials. Use work.com goals to get people selling faster. Have more reps making quota required sales managers to be sales coaches. Work.com is perfect for structuring and delivering consistent real-time feedback and coaching to reps. Use feedback to improve skills, to get your average reps to perform most like you’re A players. Work.com helps you to amplify the best selling behavior. What are your rock stars doing? Are they great at creating a sense of urgency?Do they go beyond the surface pain?Do they find the decision maker quicker? Publicly recognize those reps and make it clear to other sales reps what kind of behaviors move deals along and win big, so that they can emulate the top performers. Selling is a team sport. Deliver tangible Amazon rewards to the extended sales team to keep teams motivated by showing appreciation and delivering meaningful motivation. Sales reps need feedback on sales calls, ride alongs, and demos to make sure that they are headed in the right direction. Work.com allows you to set-up recurring feedback loops to get lightweight, meaningful information right when they need it, not 6 months later. Finally, Work.com includes advanced calibration - designed to give you insight into top performers. Find out who the A players are… and make sure you have a plan in place to retain and develop them. Let me show you how some of our customers do this today…
Now I would like to invite Ronald Lanjouw of The Next View to the stage. He is a Partner & Business Consultant and a user of Work.com. Oscar thanks for being here and thanks for sharing your experiences with Work.com.
VRAAG: MOET DEZE SLIDE ERIN? OF RICHTEN WE ONS PUUR OF SALES?So we’ve talked a lot about sales performance today and how you can use Work.com to drive performance in your sales organization. But of course it’s not just for sales. You can see how Work.com would be very applicable for Service, Call center, for customer service agents. We’ve also got customers While sales people love it, Work.com is not just for sales people. We have hundreds of customers from all different industries using Work.com across their entire organization.
Together Work.com and Sales Cloud enable you to coach consistently, amplify winning behaviors, and drive performance, which all lead to a 50% increase in sales productivity* (over legacy CRM applications) - OR – Together Work.com and Sales Cloud enable you to get sales reps productive faster, have more reps make quota, and keep your teams motivated - which all lead to a 50% increase in sales productivity. So now, let’s see a demonstration!
Work.com: Connect your sales reps and supercharge your sales performance with Sales Cloud and Work.com
Boost Sales Performance withWork.com and Sales CloudIn/femkevanzantvoortFemke van ZantvoortLead Sales Engineer
Agenda What is Work.com? How does Work.com work? Experiences with Work.com by Ronald Lanjouw, The Next View Q&A
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Become A Customer Company:Connect With Your Customers in a Whole New WayConnectedCustomersConnectedProductsConnectedEmployeesConnectedPartners
Connect Sales Reps in a Whole New WayConnectedCustomersConnectedProductsConnectedEmployeesConnectedPartners+
Foundation of Sales Performance ManagementSource: Salesforce.com Customer Relationship Survey conducted March, 2012,by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.Average Percentage Improvements Reported by Customers+27%Sales
What’s Different About the Highest Performers?Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independentthird-party, MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.+32%Improvementin SalesProductivity+50%Improvementin SalesProductivityLegacy CRM Highest PerformingCustomers?
The Difference is Sales Performance BehaviorsSource: Gartner, “Sales Performance Management Criteria.” June, 2012Sales Performance Management (SPM)…improvesthe sales organization by providing guidance,motivation, information, and assistance tosales teams, ultimately leading to lasting gains.“”
Difficult to Enable Sales Performance BehaviorsSource: Objective Management Group Inc.Only 15% of managers spend enough time coachingOnly 10% of managers spend enough time motivatingOnly 5% of managers enough time driving accountability
How Do You Consistently EnableOutstanding Sales Performance?
Market Leading Sales Performance ApplicationMarket Leadership Customer Success400+ CompaniesCool vendor in EmployeePerformance ManagementGroundswell Award+Services Retail Technology
Sales Performance Management Made EasyMeaningful coaching notesLow-friction feedbackClear goal-settingReal-time recognitionCaptured sales expertiseRewards for extended teamCoachConsistentlyAmplify WinningBehaviorsOngoing feedbackCustomer evaluationsVisibility into top talentDrivePerformanceDecrease in time toonboard new reps+35%Sales Wins+161%Sales Pipeline+26%Sources: Sales Executive Council; Robbins Research; Baker Communications Inc.
Scale the Behaviors of the Best Sales TeamsOnboard Reps FasterCoachConsistentlyAmplify WinningBehaviorsDrivePerformanceImprove AverageRep PerformanceRecognize andReward SuccessProvide On-Going FeedbackMotivateExtended SalesTeamGain Insight intoTop Performers