This document outlines 10 cardinal rules for Salesforce.com user adoption based on best practices adopted by Y-Axis Overseas Careers in India. The rules include: implementing Salesforce for every transaction for all employees and departments; using Salesforce for the entire transaction process from start to finish; storing all company data in a central Salesforce database; monitoring login times and activity; auditing usage with penalties; using dashboards to track commissions and motivate users; allowing user feedback to customize Salesforce; and providing management with reporting tools. Y-Axis practices these rules by fully adopting Salesforce from day one and across all departments and processes.

1. 10 Cardinal Rules
for Salesforce.com User Adoption
www.y-axis.com
• Presented by Xavier
Augustin, Founder & CEO
• Based on Best Practices
adopted by
• Y-Axis Overseas Careers,
India

2. 10 Cardinal Rules
for Salesforce.com User Adoption
1.
Everyone, every time, everything: The 100% makeover
2.
The entire thread of a transaction: Start to finish
3.
Central Database: All the eggs in one basket
4.
Badge In vs. Log in: The difference being present & absent
5.
Login and Activity: Pugmarks of a digital trail
6.
Carrot and Stick and Auditors: What a fine system!
7.
The Scoreboard & Buzz: What’s a game without a scoreboard?
8.
Selling Itself: Proof is in the Pudding
9.
Democratic: By the users, of the users and from the users
10.
Management Reporting: My world in an oyster.

3. # 1.Everyone, every time, everything:
The 100% makeover
Everyone in the company must use
Sales force for every transaction
every time every day.
Y-AXIS Best Practice:
All Y-Axis employees
All Y-Axis departments
All Y-Axis processes were
implemented on Salesforce on Day
1.
A town in Sweden during the
switchover from left to the right on
Sept. 3, 1967.

4. # 2. The entire thread of a transaction:
Start to finish
•
www.y-axis.com
The entire thread of a transaction from start
to finish must be implemented in Phase 1.
Y-AXIS Best Practice
• Y-Axis uses Salesforce.com from the
Front office until Delivery.

5. #3. Central Database:
All the eggs in one basket
www.y-axis.com
All the company vital current and
historical data must be available in one
central location.
Y-AXIS Best Practice
•All Y-Axis Sales Data both historical and
current was made available to all Sales
and Process Consultants on Day 1.

6. #4. Badge In vs. Log in:
The difference being present & absent
www.y-axis.com
Logging into Salesforce is the difference
between being present and absent.
Y-AXIS Best Practice:
• Attendance & Punctuality: Login time is
monitored on a daily basis.
• Employees are required to login no later
than 15 minutes from entry into the office.
• Penalties are imposed if login is any later.
• After 5-7 days, it was noticed that
everyone logged in within 15 minutes are
no penalties were being imposed.
• Login & penalty report is sent to senior
management on a daily basis.

7. #5. Login and Activity:
Pugmarks of a digital trail
www.y-axis.com
Mere Login is insufficient. Stay Logged on.
Enter activity as it happens. Use the
features to conduct business.
Y-AXIS Best Practice
• Y-Axis integrated Outlook with
Salesforce.com and ensures that every
activity is recorded.
• Auditors check the Activity Report
everyday.

8. #6. Carrot and Stick and Auditors:
What a ‘fine’ system!
www.y-axis.com
Since a violation is easy traced, penalties
can be levied. When the system is foolproof, nobody messes with it.
Y-AXIS Best Practice
• A combination of daily audit and penalties
ensures that all users use the system.
• We have two auditors who do only this and
nothing else. Audit is on a daily basis and is done
consistently.
• There is no day when an audit is not done.
• The auditors are required to submit a daily
report to the management.
• Report includes: List of users audited, their
activity for the day (generated through salesforce),
penalties imposed & action taken to ensure that
activity is as expected by the management.

9. #7. The Scoreboard & Buzz:
What’s a game without a scoreboard?
www.y-axis.com
The dashboard which allows for
live reporting must create the
much needed buzz for business.
Y-AXIS Best Practice
• Commission tracking:
Employees are now able to
track the amount of
commission they earn on
each sale on a real time basis.
• Commission earned by
employee for the month,
week, day is visible on a real
time basis. Serves as a good
motivator.

10. #8. Selling Itself:
Proof is in the Pudding
www.y-axis.com
A well implemented, executed and
monitored salesforce.com will sell
itself to every user within 10 days.
Y-AXIS Best Practice
Sales tool: Sales consultants are able to manage
the vast volume of their data. Reminders to call
clients, assigning tasks and organizing events are
being effectively used.
Process tool: All activity on e client’s file is updated
on a real time basis. It enable the process
consultant to keep a track on the work done on
each case. Any and all activity on the client’s case is
recorded. Reminders, Tasks & Events are also used
to make their job easier.
Case Visibility: Managers and the management are
now able to quickly pull up a client’s file and see
what has been done on the case. Earlier there was
no visibility on what the status was and what was
the past activity.

11. #9. GrassrootsDemocracy:
www.y-axis.com
By the users, of the users and from the users
Must involve managers at all levels to
participate, contribute, execute and
monitor not just top management.
Y-AXIS Best Practice
Y-AXIS business analysis,
implementation and monitoring was
done by the managers. Today the
feedback from all users is making the
software more tailored to our business
needs.

12. #10. Management Reporting:
My world in an oyster.
www.y-axis.com
The management must realize that with
salesforce.com its business gets
defined, protected and secure. They
must be the one who uses the top level
report which cannot have integrity
without the low level daily data entry.
Y-AXIS Best Practice
Salesforce.com has defined and
secured Y-Axis Overseas Careers
which otherwise existed in the
minds of owners and managers
alone.