Easy Adoption Making Salesforce a Rep's Best Friend

Easy Adoption: Making Salesforce a Rep’s Best Friend Andy Scollan, salesforce.com Stephanie Richman, Targus info Steve Bryan, Compli Ethan Alexander, salesforce.com Track: New System Administrators

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

"I don't want to, I don’t like to, I won't … use Salesforce!" It’s just a management tool (BIG Brother)! I don’t want to share my information! It doesn’t help me sell more! I’ve been doing it my way for years – and it works! I hate double entry! I’m mobile – I can’t get access on the road! It’s too complicated to use and I don’t have time!

What do Sales Reps want out of a Sales Tool? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Help Sales Reps Increase Deal Size and Close Ratio ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Help Sales Reps Increase Deal Size and Close Ratio (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Help Sales Reps Spend More Time Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce Makes Information Accessible ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Better Visibility = Better Customer Relationships

Salesforce Makes Information Accessible (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Stephanie Richman Director of Sales Operations [email_address]

About TARGUSinfo ,[object Object],[object Object],[object Object],[object Object],INDUSTRY: Data EMPLOYEES: 150 GEOGRAPHY: US & Canada PRODUCT(S) USED: Enterprise Edition, 3 AppExchange applications in production # USERS: 97

Moving from Reluctance to Dependence ,[object Object],[object Object],[object Object],[object Object],[object Object]

The (pre) Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Sale (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object]

Training ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Measuring (and Motivating)—Dashboards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS

Dashboard Examples ,[object Object],[object Object],[object Object],[object Object],What does your pipeline look like? How are you team members performing?

The Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Steve Bryan SVP Sales and Marketing [email_address]

Compli ,[object Object],[object Object],[object Object],INDUSTRY: Software ASP EMPLOYEES: 24 GEOGRAPHY: US PRODUCT(S) USED: SFA, Pollzter, Special Events, Campaigns, Miller Heiman # USERS: 24

Compli Business Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object]

Compli End Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Compli Sales Team – Cultural Shift ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce.com: A One Stop Shop ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ethan Alexander Director Business Development – Appexchange Mobile [email_address]

AppExchange Mobile Demonstration ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ways to Encourage Adoption ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Andy Scollan Customer Success Manager Stephanie Richman Director of Sales Operations Steve Bryan SVP Sales & Marketing QUESTION & ANSWER SESSION Ethan Alexander AppExchange Mobile

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 108, #### For example, “ Session 123, 5555 ” Session ID: 108 Session ID # Scores for 4 categories SMS Voting powered by:

Easy Adoption Making Salesforce a Rep's Best Friend

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