Salesforce appexchange 7 sales operations insights to drive growth and productivity

Sales operations leaders, get seven insights to help you and your sales team improve efficiencies and grow revenue... EMI Industry Intelligence Report Increase Productivity with Cloud Te

Sales Operations Insights to

Drive Growth and Productivity

7

HOW CAN YOU

GROW SALES WITH

GREATER EFFICIENCY?

For sales operations, one mission tops all others:

Drive sales productivity

But in this world of digitally-enabled, always-available, data-savvy

customers, how can sales teams effectively manage the flow of

information and still close deals?

Sales operations leaders, get seven insights to help you and

your sales team improve efficiencies and grow revenue

Today, buying teams are larger, buying cycles are longer, and buyers are more knowledgeable than ever before That’s why delivering the right information to the right person at the right time in the right format is essential to enabling your sales team to move opportunities forward

45% of the buying

decision at the enterprise

level is made before

your potential buyer

even says hello.

IDC’s Sales Enablement Overview

at the Right Place and Time

In an average week, technology sales

professionals spend eight hours

developing client presentations,

five hours searching for marketing

collateral, and four hours trying to

find customer information outside

the organization

EMI Industry Intelligence Report

Increase Productivity with Cloud Technology Sales professionals lose more than 100 days each year to non-sales activities

To save time and significantly increase the productivity of their teams, effective sales operations leaders leverage cloud-based technology and data solutions to organize information and make it readily available to sales teams

2

How Velocify Helps Your

Sales Team Focus on Selling

Provides guided selling and activity prioritization, which leads to more predictable sales performance.

1

Offers a distribution engine that assigns leads based on territory, skill, performance, schedule, and more.

2

Drives rapid inquiry response, so reps respond to leads faster and close more opportunities.

3

Gives sales management tighter control over the selling process and more granular visibility into their team’s daily performance.

4

We’re just more efficient with every lead now thanks to Velocify.

Jane Riley, Sales Executive, eHarmony

LEARN MORE

FEATURED APPS

Over 60% of best-in-class companies use sales forecasting data to determine which deals are most likely to close

Only 25% of ‘laggard’ companies

do the same

Aberdeen Group’s “Customer Engagement Has Evolved Can Your Sales Team Keep Up?”

Base Decisions on Data, not Feelings

You’ve probably had salespeople ask for extended deadlines or better discounts because they have a “great feeling” about a potential deal While optimism is a positive personality trait for a sales professional, it’s not a good forecasting tool Successful sales operations leaders empower their sales teams with sophisticated analytics that help them make decisions based on facts and inarguable data, not intuition

3

Users of Configure-Price-Quote

sales enablement tools are nearly

twice as effective at avoiding ‘no

decision’ sales losses compared

to non-adopters

Aberdeen Group’s “Configure-Price-Quote:

Better, Faster Sales Deals Enabled”

Leverage Sales Enablement Tools to Close Deals

Savvy sales executives must know when to fish or cut bait in order to use their resources more effectively and maximize results Sales operations leaders can support smart decision making with tools such as CPQ solutions, which let salespeople offer proposals and pricing that have been reality-checked, error-reduced, and quickly generated

4

How SteelBrick CPQ

Helps Close More Deals

Applies consistent pricing and discounting rules.

1

Generates customer-friendly quotes, proposals and contracts

2

Automatically creates renewal quotes and reminders in Salesforce.

3

With SteelBrick, our reps don’t worry about inaccuracies anymore

Lars Nilsson,

VP of Field Operations, Cloudera

LEARN MORE

FEATURED APPS

To succeed, companies need

to consider a mobile-first strategy — a holistic approach within agile selling and service that begins with defining the desired outcomes and then determining how mobile can enable them

Enable Your Team

to Go Mobile Mediocre performance costs companies 3.2% in potential revenue, in part because they under-utilize mobile technologies Mobile technologies help organizations shorten sales cycles, increase productivity, promote information exchange between sales and service, and transform customer interactions

5

In 10 years, the dominant form

of signature will be digital, with

adoption driven by rampant

uptake in consumer technology.

Forrester Research’s “The Forrester Wave:

E-Signatures, Q2 2013”

Increase Sales Efficiencies with Automated Transactions

Electronic signatures are one example of automated transactions that use technology to streamline sales processes and leverage best practices E-signatures help shorten sales cycles, save money, improve customer experiences, increase compliance, and provide visibility into transactions to eliminate sales inefficiencies

6

How e-SignLive Helps

Automate Sales Transactions

Gives you the tools to prepare, manage, and send documents for e-signature in real time, directly in Salesforce.

1

Monitors every transaction digitally, making it easier to access documents faster so there’s never a delay in moving deals forward

2

Makes the customer onboarding process easier and faster.

3

LEARN MORE

It used to take a couple of days for

us to get a contract signed on paper Since we introduced e-SignLive, Sunco customers have been able to get a loan instantly and complete the purchase faster, which makes them happy

Shane Kimberlin, co-owner of tanning bed distributor Sunco Tanning

FEATURED APPS

A sales organization’s CRM and other platforms or applications must

be integrated, robust, and cost-effective The goal is for these assets

to deliver value to the sales team in

a scalable, flexible fashion

ZS Associates’ “The Power of Sales Analytics”

Choose the Right Platforms and Systems to Scale Your Business Sales operations teams that deliver the greatest impact set themselves apart as

strategic partners who detect and respond to emerging trends Connected sales operations leaders are mission-focused, scaling their businesses with platforms and systems technology, as well as apps that provide a flexible response to any business challenge

7

APPEXCHANGE:

HELP YOUR SALES

TEAM MOVE FASTER WITH 1,000+ SALES APPS

Beyond these seven insights, sales operations leaders can take advantage of more than 1,000 AppExchange sales apps to sell faster and smarter From compensation and contract management to quotes and orders, there is an app for every part

of the sales organization.

VISIT THE APPEXCHANGE