Anzbank Cvc Crmod Sales Leadership Prm 2 0 Presentation

Oracle Sales 2.0Partner and Sales Force Enablement

Oracle Sales 2.0

CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’

Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’

Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’

Oracle Sales 2.0

CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’

Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’

Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’

Relationship ChallengesTrying to Organise People Hierarchically…

Relationship Challenges…But People Work in Social Networks

Identify what makes the salesperson the most money. Leverage that information to better stay on top of up-sell/ cross-sell opportunities.

Create sophisticated html email campaigns, share and track the results of their campaigns

Provides a shared library to facilitate finding and sharing of sales content

CommissionsSales CampaignsSales Library

Oracle Social CRM Applicationsleveraging ‘the wisdom of the masses’

Oracle Sales 2.0

CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’

Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’

Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’

Web 2.0Leveraging the ‘Power of the Web’

Data PortabilityMobility Mashups

Oracle – Mobile Productivity

Search

Lookup

Call

Find an Address

Share leadsContacts

Check Schedule

Create Appointments

Update LeadsApprovals

Check To Dos

Jot Notes

Connect with Teams

Follow-up

Business Intelligence

Alerts

HR

On the way to meeting

After the meeting

Throughout the day

Oracle Gadgets, your data whereever

• Oracle Applications• Search• Google Finance• RSS• AJAX

Leveraging ‘what’s out there’

• Contextual Mashups

Oracle Sales 2.0

CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’

Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’

Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’

Best Practice Incentive Compensation Processes Drive Superior Sales Execution

Focused Sales

Execution

Focused Sales

Execution

Exceed Financial

Goals

Exceed Financial

Goals

Strong Predictability

& Control

Strong Predictability

& Control

Efficient Support of Business

Requirements

Efficient Support of Business

Requirements

Compensation plans provide motivation and focus Compensation plans provide motivation and focus

Reps have confidence in the accuracy and timeliness of payReps have confidence in the accuracy and timeliness of pay

Top performers gravitate to the Pay for Performance culture Top performers gravitate to the Pay for Performance culture

Direct Sales &

Channels

Direct Sales &

Channels

Clear understanding of pay for performance linkagesClear understanding of pay for performance linkages

Real-time control of channel strategies and compensationReal-time control of channel strategies and compensation

Deep insight into all key leading and lagging indicatorsDeep insight into all key leading and lagging indicators

ExecutiveMgmt

ExecutiveMgmt

Streamlined processes produce ~100% accuracy and timelinessStreamlined processes produce ~100% accuracy and timeliness

Flexible systems support continuous improvementFlexible systems support continuous improvement

Consistent, accessible data support rich business analysisConsistent, accessible data support rich business analysis

Finance/ Sales Ops/

Compen-sation

Finance/ Sales Ops/

Compen-sation

Majority of resources focused on strategic projects (not maintenance)Majority of resources focused on strategic projects (not maintenance)

Open data and integration standards simplify ongoing integration, enhancements and analysisOpen data and integration standards simplify ongoing integration, enhancements and analysis

IT IT

Incentive CompensationLeveraging the ‘Power of the Carrot

• Showing Potential Commission to individual sales people in context of their daily work

Incentive CompensationLeveraging the ‘Power of the Carrot

• Delivering Insight to both Compensation Administrators & Line Management

Next Steps

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Receive Information about Enabling Service OfferingsReceive Information about Enabling Service Offerings

1. Social CRM Forum, Blog and Whitepapers 1. Social CRM Forum, Blog and Whitepapers http://www.oracle.com/applications/socialcrm/index.htmlhttp://www.oracle.com/applications/socialcrm/index.html

2. Oracle Incentive Compensation Minisite2. Oracle Incentive Compensation Minisite

http://www.oracle.com/applications/sales/intcomp.htmlhttp://www.oracle.com/applications/sales/intcomp.html

3. CRM On Demand Portal3. CRM On Demand Portal

http://www.crmondemand.com

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Register for Deep-Dive Workshops Register for Deep-Dive Workshops

1. Social CRM applications, date TBD1. Social CRM applications, date TBD

2. Incentive Compensation, date TBD2. Incentive Compensation, date TBD

3. CRM On Demand Demonstration, date TBD3. CRM On Demand Demonstration, date TBD

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