How Salesforce Drives Sales Excellence Cara-Lee Loganberg EMEA Director, Sales Enablement @Cloganberg

Rebecca Jelinski UK Manager, Sales Enablement @RebeccaJelinski

Agenda

1. Why Sales Enablement?

3. Culture of Innovation 4. Success

Methods

2. Addressing Challenges

Who is Sales Enablement?

Why Sales Enablement?

Transformation Never Stops

Sales Process

Contextual Collaboration

Mobile Productivity

Social Selling

Learning Evolution

Sales Enablement is a Cross Company Initiative

SALES VALUES

Sales Reps

Company

Management

Align with CEO

Priorities

Build Coaching Culture

& Reporting Cadence

Deliver Tools & Training

= Drive Adoption

Exceeding Expectations

Perception Reality

The First 120 Days: Timeline

Day 1 Day 120

IT Setup HR Orientation Sales Enablement Intro

Boot Camp Pre-Work

Wee

k 1

Wee

k 2

Wee

k 3

Wee

k 4

Wee

ks 1

- 16

Sales Enablement Group Sessions & 1:1s

Sales Onboarding Progress

100%

Assuring Engagement & Adoption

Enabling Our Sales Leaders

120 Day Sales Onboarding Plan

Culture of Continuous Learning & Improvement

The Sales Cloud certification has quickly

given me the confidence to meet with customers after only being in role

for 2 weeks. Thank you! - UK Senior Account Executive

Sales Enablement Engagement

Leveraging your extended team

Opportunities & Activities

Pricing, Quoting & Legal

Reports & Dashboards

Social & Mobile Productivity

Validation

£

Delivering Measuring & Successful Onboarding

Sales Representative

Sales Enablement

Sales Leadership

Sales Enablement Value

Sales Productivity is truly one of our secret ingredients.

“Mobile First”

Chatter

Tailoring the App for your Business

Our SUCCESS Formula Is Who We Are

Seed and Grow Users Sell For You Compelling Demos Connect The Dots Experience Events Sell High & Through Show Them The Money

SUCCESS

Opportunity Process & Rigour

Productivity on the Road

My Team’s Top Deals

Pipeline Stock: Coverage

Pipeline Flow

Pipeline Stock: Mix

Team Territory Coverage

Account Analysis

Clean your Room

My Team’s Meetings

My Team’s Activities

AE & Manager 1:1

CFL Insight for Sales

Why Invest In Sales Enablement

££ £

Guiding Principles

1. Work From Anywhere

2. Innovate

3. Measurement & Validation

4.Localise

5. Everything in Salesforce

1. Tailor the App

2. Embed All Sales Processes

3. Deploy Mobile

4. Rollout Chatter

5. Keep Your Internal Expert Up To Date

Calls To Action

Thank You

SuMo for Salesforce

Questions? Find us outside