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How to Maximise your Sales Team’s
Productivity
Prina Mandavia
Product Marketing
Salesforce
@prina13m
Scott Chesworth
Opera...
Forward-Looking Statements
Statement under the Private Securities Litigation Reform Act of 1995:
This presentation may con...
Time is the Number one Currency in Sales
Sales Reps Aren’t Spending Most of Their Time Selling
64%
Non-Selling
36%
Selling
Source: Salesforce, “State of Sales”, 20...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Tip #1: My Morning Routine
7.5
hours of sleep
per night
23%
more productive
if you exercise
for just 30 mins
90 mins
is th...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Maximising every sales moment
Tip #2: Go Mobile
72%
high-performing sales reps say
mobile is critical to their
success
“A mobile selling environment is far more than
putting a smart phone in the hands of every
member of your team.
It’s about...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Simplifying the inputs for sales reps
Tip #3: Eliminate Time Wasters
41%
sales reps spend too
much time on
administrative ...
CEB Top Insights Report
2016-2017
A Heavy Load Increased product complexity,
customer dysfunction, and internal coordinati...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Empowered with actionable insights
Tip #4: Real Time Insights
High-performing salespeople are
11.3x
more likely than under...
Duncan Jarrett, UK Retail
Managing Director
All Sales reps have personalised dashboards so
they can see what business they...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Free up time spent on manual tasks
Tip #5: Automate Everything
High-performing salespeople are
7.2x
more likely than under...
Source CEB 2015 Sales
Complexity Assessment
Most sales organisations are hoping to increase
sales effectiveness by arming ...
Morning
Routine
Go
Mobile
Real Time Sales
Insights
Top 5 Productivity Tips for Reps to Get More Time Back
Eliminate Time
W...
Scott Chesworth
Operations Director
RAM Tracking Boosts Customer Satisfaction
and Drives up Growth by 50%
Improve customer retention and
renewal revenues
Deli...
Manage the entire sales process from lead to cash
World’s #1 Sales Application
Leads Marketing
Automation
Sales
Console
Ap...
Win Rate
+ 24%
Lead
Conversion
+ 30%
Forecast
Accuracy
+ 35%
Sales
Productivity
+ 35%
Sales Cloud Drives Customer Success
...
Learn more
productivity tips online
–
salesforce.com/stateofsales sfdc.co/Productivity
Thank Y u
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How to Maximise Sales Team Productivity Webinar

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Please see the slides from our recent webinar "How To Maximise Your Sales Team's Productivity". From this webinar you will learn how some of our Salesforce customers are leading the way and recognising the benefits of making their Sales teams more productive and collaborative. Guest speaker Scott Chesworth, Operations Director at RAM Tracking, shared insight on how their organisation has improved customer retention, renewal revenues and delivered exceptional customer service and satisfaction with the Salesforce platform.

Veröffentlicht in: Business
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How to Maximise Sales Team Productivity Webinar

  1. 1. How to Maximise your Sales Team’s Productivity Prina Mandavia Product Marketing Salesforce @prina13m Scott Chesworth Operations Director RAM Tracking
  2. 2. Forward-Looking Statements Statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  3. 3. Time is the Number one Currency in Sales
  4. 4. Sales Reps Aren’t Spending Most of Their Time Selling 64% Non-Selling 36% Selling Source: Salesforce, “State of Sales”, 2016 25% 16% 7% 7% Administrative Tasks Service Tasks Traveling Down Time 12% 24% 4% Connecting with clients or prospects virtually Connecting with clients or prospects in person Training 6% Internal Company Meetings
  5. 5. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  6. 6. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  7. 7. Tip #1: My Morning Routine 7.5 hours of sleep per night 23% more productive if you exercise for just 30 mins 90 mins is the period of time most people can concentrate How a few morning fixes gave me back hours of my day
  8. 8. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  9. 9. Maximising every sales moment Tip #2: Go Mobile 72% high-performing sales reps say mobile is critical to their success
  10. 10. “A mobile selling environment is far more than putting a smart phone in the hands of every member of your team. It’s about understanding and embracing a completely new way of doing business.” COLLEEN FRANCIS, OWNER AT ENGAGE SELLING SOLUTIONS
  11. 11. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  12. 12. Simplifying the inputs for sales reps Tip #3: Eliminate Time Wasters 41% sales reps spend too much time on administrative tasks
  13. 13. CEB Top Insights Report 2016-2017 A Heavy Load Increased product complexity, customer dysfunction, and internal coordination burden today's sellers. Sales leaders from all industries and geographies are trying to help sellers manage the complexity of executing B2B sales. Leaders are prioritising this challenge because job complexity decreases productivity, according to 87% of sales leaders.
  14. 14. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  15. 15. Empowered with actionable insights Tip #4: Real Time Insights High-performing salespeople are 11.3x more likely than underperformers to rate their team’s analytics & insights capabilities as outstanding
  16. 16. Duncan Jarrett, UK Retail Managing Director All Sales reps have personalised dashboards so they can see what business they are bringing in and how it relates to our overall goals We can have more informed conversations about the dynamics we are seeing not only in our business but also in our customers’ businesses
  17. 17. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  18. 18. Free up time spent on manual tasks Tip #5: Automate Everything High-performing salespeople are 7.2x more likely than underperformers to say their team has outstanding process automation
  19. 19. Source CEB 2015 Sales Complexity Assessment Most sales organisations are hoping to increase sales effectiveness by arming sellers with the tools, systems, collateral, training, specialists, etc., that they believe sellers need to effectively sell in today’s complex commercial environment. Ninety-eight percent of sales leaders have increased sales support resources in the past four years. However, increased sales support adds to rather than reduces sales complexity.
  20. 20. Morning Routine Go Mobile Real Time Sales Insights Top 5 Productivity Tips for Reps to Get More Time Back Eliminate Time Wasters Automate Everything
  21. 21. Scott Chesworth Operations Director
  22. 22. RAM Tracking Boosts Customer Satisfaction and Drives up Growth by 50% Improve customer retention and renewal revenues Deliver exceptional customer service and increase satisfaction Maximise adoption and return on investment for customers “With Salesforce, we can put customer satisfaction and retention under the microscope.” Chris McClellan, CEO, RAM Tracking Renewal and health scores for customers improve sales and service delivery Analytics drive product development and business forecasting Automated processes simplify customer on-boarding and marketing activities Challenge Solution Sales Cloud Service Cloud Marketing Cloud App Cloud 30% more time spent with customers
  23. 23. Manage the entire sales process from lead to cash World’s #1 Sales Application Leads Marketing Automation Sales Console App Builder Opportunities Home Integration & Workflow Mobile Sales AppExchange Dashboard & Reporting Forecasting Platform Sell Faster Sell Smarter Sell the Way You Want
  24. 24. Win Rate + 24% Lead Conversion + 30% Forecast Accuracy + 35% Sales Productivity + 35% Sales Cloud Drives Customer Success Source: Salesforce Customer Relationship Survey conducted 2014-2016 among 10,500+ customers randomly selected. Response sizes per question vary. Average Percentage Improvements Reported by Salesforce Customers Increase in Revenue + 25%
  25. 25. Learn more productivity tips online – salesforce.com/stateofsales sfdc.co/Productivity
  26. 26. Thank Y u

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