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SALESFORCE.COMKevin Swearingen
Ft. Lauderdale PSG InternSummer 2013
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Project Overview• Introduction To Salesforce.com
• CRM description• Company background
• Why Salesforce For PSG
• Project Focus Areas• The Chatter• The Sales Cloud CRM
• A Closer Look Into The Chatter• Explain tabs and features• TM testimonials• Practical uses
• The Sales Cloud CRM• Explain screens and features• Practical Uses
• Questions
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About Salesforce.com
• Customer Relationship Management (CRM) Solution Provider – Cloud Based
• Founded in 1999
• Based in San Francisco
• Ranked by Forbes as “America’s Most Innovative Company”
• Partnered with Oracle on June 27th, 2013….increasing customer success and integration within Salesforce apps
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Why Salesforce for PSG?• Allows easier communication
• Reduces email inbox clutter
• Improves motivation through• Live sales results• Recognition potential• Other TMs incremental successes
• Provides easy medium for recognition
• New TMs receive easier transition with CRM notes
• Current TMs are able to track store notes/incremental sales with a click of a button
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Key Salesforce AspectsThe Sales Cloud
• Cloud based CRM • Accessible on mobile devices• Allows you to do the
following:• Create client accounts• Create/View store notes on any
past or present store call• Log/view current and past
incremental sales in specific accounts
• Track your sales compared to other reps
The Chatter
• Social enterprise application• Accessible on mobile
devices• Allows you to do the
following:• Connect with other TMs in live
time • Share updates pictures, files,
polls instantly• Recognize and share
accomplishments among followers and groups
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The Chatter- Live Feed Create and view live
updates
Similar to Facebook’s “newsfeed”
Able to see updates in PSG nationwide
Have the ability to do the following:
• “Like” posts• Comment on posts• Share other posts within
your groups or to your followers
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The Chatter- Live FeedPost updates Share Posts
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The Chatter- @Me See posts that are
directed at you
Access to your profile
See recognition from higher-ups
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The Chatter- Files View files shared with
you
Access any files that you have shared with others
Valuable for:• Sharing negotiation wins• Sharing other
presentations• Uploading pictures of
displays
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The Chatter- Groups View and join private and
public groups
Access private group “Live Feed”
Share content exclusively within your group
Valuable for• Communication between
TMs and TLs on the same team
• Interns sharing successes• TLs recognizing high
performing TMs• Peer Pods
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The Chatter- People Lookup and “follow”
other employees within PSG
View profiles that are complete with contact info
One touch email/call option to quickly get in touch with anyone
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The Chatter- Practical UsesWhat can be done within The Chatter?
1. Share files, photos, updates, polls, and more• Negotiation wins • Incremental Displays• Retail updates
2. Link PSG employees across the country in live time• Provide instant feedback for TMs, TLs, Ams, and account teams
3. Provide visual aids to assist in incremental sales• Show pictures of displays from other TMs from the Feed
4. Give TLs a medium to recognize high performers• By sharing updates, pictures, and files with their groups/followers
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TM TestimonialsHow does it fit in the TM role?• All TMs in survey rated the app a 4 out of 5 in terms of practicality
No connection Poor Average Good Excellent
“Would be a 5 if everyone could use on a smartphone”-Katie Welch
“Would be a 5 if you could post multiple pictures”
-Marissa Culp
How user friendly is the application?• All TMs in survey rate the app a 5 out of 5 in terms of being user
friendly
No connection Poor Average Good Excellent
1 2 3 4 5
1 2 3 4 5
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The Sales Cloud- Basic Account Info
Create accounts for specific stores
View and edit account activity
Logged sales calls Notes on calls Sales within account
View details of the account
• Names of managers• Address• Phone number
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The Sales Cloud-Basic Account Info
Overview of every sale made in account
Overview of all store
visits
Names of managers
within account
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The Sales Cloud- Call Info View specific updates and
notes from each store visit
Keep track of when store calls took place
Access to Chatter to post updates about visit
Keep track of who you talked to and what you talked about
Create follow up appointments
• Next convenient store visit• Upcoming store event
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The Sales Cloud-Accessing Opportunities
Select an opportunity
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The Sales Cloud- Opportunity/Sale
View specific incremental sales that include:
• What products were sold
• How many units• Who you dealt with
during the sale• Dollar value
Post updates to Chatter about the sale
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The Sales Cloud- Opportunity/Sale
Who was dealt with in
sale
What exactly was
sold
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The Sales Cloud- Dashboard Customizable way to
track sales progress• Customize which
metrics you want to track
See how you stack up against other TMs live
• Increased motivation
View progress in variety of metrics
• Sales volumes• Call volume• Actual volume : Quota
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The Sales Cloud- Dashboard
Track which products are hot
sellers for incrementals
Track progress against other
reps
Breakdown sales by
team
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The Sales Cloud- CRMWhat can be done within The Sales Cloud?
1. Keep track of your book of business by• Creating accounts • Entering/viewing store visit notes• Entering/viewing incremental sales notes
2. Provide a steady system for new TMs• Have existing info about accounts already typed out• Shortens any transition time for new TM to acclimate to new
relationships
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Conclusion
PSG should consider adapting Salesforce.com as its standard CRM solution for improving the overall productivity, effectiveness, and communication across the PSG sales network.
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Any Questions?
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Appendix