Coach Sales to Win Faster - Sales Performance Management
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Transcript of Coach Sales to Win Faster - Sales Performance Management
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Coach Sales to Win Faster
Introducing the Sales Performance Manager (SPM) QuickStart Package
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Introductions
Poornima Mohandas Product Marketing Manager, CallidusCloud [email protected]
Roy Bongers Senior Solutions Manager, CallidusCloud [email protected]
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Safe Harbor
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the results of CallidusCloud could differ materially from the results expressed or implied by the forward-looking statements made. All statements other than statements of historical fact could be deemed forward-looking statements, including any projections of product or service availability; any statements concerning new, planned, or upgraded services or developments.
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Agenda
Market challenges
Positioning
Use cases
Key features and benefits
Customers
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
The days of generic selling are over
How prepared is your sales force for the
complex B2B sale?
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Do you know if your sales organization is ready
Many companies have: Poor visibility of how sales reps are performing No uniform performance metrics, KPIs or data Little idea of how to coach
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Many sales people are not performing at the optimal level
74%
of executive buyers say:
“Don't call us…” after an initial meeting with sales
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Sales coaching can deliver astounding results
The No.1 way to improve rep productivity is sales coaching Coaching can deliver
sales increases of up to19%
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Field coaching can be your answer
Sales Performance Manager (SPM) makes coaching easy and effective
Simple – Designed for the business user
Quick – Fast to deploy, derive value rapidly
Seamless – Leverage the power of performance data
Visibility – Up-to-date performance data across the organization
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
This is how SPM coaching works
VP sales
Sales Director East
Sales Director West
Sales Manager
Sales rep Sales reps
Mentor-mentee
Field coaching report
List of objectives
Coach on the iPad
Enforce sales methodologies
Coach the coach
KPIs, dashboards, reporting, analytics
CRM, Learning Management Compensation Management
Billing system
CRM, Learning Management Annual performance review HR systems
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Sales leaders and sales reps alike benefit from SPM
Sales leader • Increase sales productivity
• Track the organization’s
performance
• Adhere to sales methodologies
• Make coaching consistent,
repeatable, measurable
Sales manager Sales rep • New managers get coaching
guidance
• Do coaching sessions fast
and on the go
• Transform B players into
A players
• Know how they are performing
at any point in time
• Self-improvement
• Improve quota attainment,
make more money
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
The SPM QuickStart Package: A great place to start coaching
Start simple.
The Package provides:
Fixed cost, fixed time frame implementation
Training, consulting, vertical best practices
Configuration
©2015 CallidusCloud – Proprietary & Confidential
Key features and benefits
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Coach anyone who is customer facing
Sales Sales Engineers Inside sales Call center Customer Support
Coach
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Configure SPM to your needs
Configure to your needs
Leverage templates and suggestions
Coach adherence to sales
methodologies
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Make field coaching quick and convenient
Cut out manual work
Do a coaching session in <15 minutes
Coach specific opportunities
Reps can take specific steps to
improve productivity
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Build the best sales force
Identify the DNA of your A players
Move the middle
Spot the laggards in seconds
Pulse on performance
Average Performers
B’s Bottom Performers
C’s Top Performers
A’s
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Leverage the data in your existing systems
Seamlessly connects to:
• Other CRM systems
• Annual performance review systems
• Order entry and billing systems
• Compensation management systems
• Business intelligence tools
SPM
Cloud or On-Premise applications
Opt
ion
1
Opt
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2
Opt
ion
3
Opt
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4
Integrated ETL tool
REST-based web
services
Secure file transfer
Data Hub Via admin section
Via Dropbox
Client FTP site
Scribe connectors
Out-of-the-box integration to SFDC, Microsoft Dynamics, Microsoft SQL Server, MySQL Server, and Oracle Database
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
CallidusCloud coaching is different
Rapid time to value
Online community
Global customers
Broad vision
Domain expertise
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
It seamlessly connects you to Lead to Money
Single vendor
Integrated solution
Breadth and depth of functionality
P
P
P
©2015 CallidusCloud – Proprietary & Confidential
Demo
©2015 CallidusCloud – Proprietary & Confidential ©2015 CallidusCloud – Proprietary & Confidential
Choose CallidusCloud
We offer:
A robust coaching solution that is quick to deploy and delivers value fast
Improve quota attainment, transforming B players into A players
Adhere to sales methodologies and consistent selling processes
Complete up-to-date visibility into your organization’s performance
Deep domain expertise
Established, global cloud provider
©2015 CallidusCloud – Proprietary & Confidential
Questions?
©2015 CallidusCloud – Proprietary & Confidential
To find out more about coaching, write to us at [email protected] or call 866-812-5244 today! Thank you