How Salesforce Trains Sales Reps

Editor's Notes

1. So the question is – how do you consistently enable outstanding sales performance and make every rep an A player?
2. Nick: As with all of our webcasts, we want to make sure that this session is interactive and that we hear from you. You can post your questions to the social stream or include the #SalesChampshashtag on twitter. We’ll do our best to answer everyone’s questions during the Q+A session at the end.If you want to address one of our presenters, go ahead and @mention them on twitter. During the presentation, you can find the speaker handles by clicking on the photos down below.
3. Before I begin, I want to mention that SFDC is a publicly traded software company listed on the NYSE under the ticker symbol of CRM.  This is our safe harbor statement which you can find on our website.  
4. 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.
5. Gartner defines it as the way sales organizations motivate, perform and guide their sales teams to lead growth. Put very simply, this is about systematic sales coaching.
6.  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.
7. (The following 12 slides are meant to be an outline of ALL of the capabilities of Work.com. If you’ve already delivered the previous slide, no need to dig deep)Let’s take a look at how companies can use Work.com to address the core challenges of enabling sales performance behavior, starting with consistent, systematic coaching.
8. The good news is organizations 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.
9. The good news is organizations 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.