Information Peer Pressure

Information Peer Pressure Darren Cunningham, Salesforce.com Craig Lunsford, Quintiles Michael Senske, Pearson Packaging Tom Thomas, Symantec Track: Sales Executives

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

Information Peer Pressure is Everywhere ,[object Object]

Today’s Objective ,[object Object],[object Object],[object Object]

T. CRAIG LUNSFORD Associate Director, Global Sales Global Clinical Research Organization MICHAEL SENSKE President and CEO TOM THOMAS Sales Operations Lead Management

T. Craig Lunsford Associate Director, Sales Analysis Quintiles Global Sales [email_address]

Quintiles Transnational ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Pharmaceutical Services EMPLOYEES: 16,000 GEOGRAPHY: 54 Countries PRODUCT(S) USED: SFA, Service & Support, 3 downloaded AppExchange applications # USERS: 1,300

Information Peer Pressure ,[object Object],[object Object],[object Object],[object Object],[object Object]

How Are We Measuring Sales Reps? ,[object Object],[object Object],[object Object],[object Object]

How Do We Expect Our Sales Reps to Keep Up?

Information Peer Pressure Best Practices ,[object Object],[object Object],[object Object],[object Object]

Michael A. Senske President & CEO [email_address]

Pearson Packaging Systems ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Manufacturing EMPLOYEES: 200 GEOGRAPHY: Global PRODUCT(S) USED: Unlimited Edition, SFA, Service & Support, BigMachines LFE, AppExchange Mobile # USERS: 55 ,[object Object]

Our Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Addressing These Challenges: Analytics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Executive and Company-Wide Visibility ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

This Required Management Buy In ,[object Object],[object Object],[object Object],[object Object],[object Object]

But it Paid Off… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Creating An Environment of Positive Peer Pressure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tom Thomas Sales Operations Lead Management [email_address]

Company Introduction Template ,[object Object],[object Object],[object Object],[object Object],INDUSTRY: Software EMPLOYEES: 16,000+ GEOGRAPHY: Global PRODUCT(S) USED: SFA, Marketing 11/19/06, # USERS: 4200

Sales vs. Marketing/Marketing vs. Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What We Have Done ,[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],[object Object]

From Poor Visibility to Transparency “ You can only have true measurement if everyone is using the same ruler”

Tools to Measure Success and Failure Tools to Compare Geo’s and Regions

What We Measure Now ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Changing Behavior Through Reporting ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building Confidence in the Leads for Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

So What? Who Cares? What’s In It For Me? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

T. CRAIG LUNSFORD Associate Director, Global Sales Global Clinical Research Organization MICHAEL SENSKE President and CEO TOM THOMAS Sales Operations Lead Management QUESTION & ANSWER SESSION

Analytics Sessions ,[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],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Also Visit the Partner Pavilion for Innovative Analytics Solutions

I Suppose There Are Always Other Methods…

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 190, #### For example, “ Session 123, 5555 ” Session ID: 190 Session ID # Scores for 4 categories SMS Voting powered by:

Information Peer Pressure

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Information Peer Pressure