Salesforce Best Practice
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- Alaina Shepherd
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1 POWERING THE FUTURE LANZAROTE 2018 Salesforce Best Practice Sean Barber November 18 Interncal
2 Agenda Background of Cummins & Salesforce Salesforce CRM Overview Salesforce CPQ Enhancement Reporting Capabilities of Salesforce Best Practice: Sales Rep Best Practice: Sales Manager Best Practice: Value to Cummins Q&A 2
3 Background of Cummins & Salesforce Before Salesforce Cummins struggled to adopt a truly integrated global CRM tool Enquiry/Account details managed locally using excel, access databases (duplication of effort) Implementation of Salesforce Launched to Europe sales team Q & established Super-User SF are #1 CRM solution provider & closely match Cummins culture Value proposition: Visibility Better Business Decisions Increased Revenue Capabilities of Salesforce Reporting Analytics Improved day-to-day management of pipeline Sharing capabilities across teams Improved efficiency & effectiveness of sales team 3
4 Salesforce CRM Overview Where account information is held. Account plans managed, visits, events & activities can be tracked All enquiry information in stored here: database that stores live, won & lost opportunities Reporting & analytics section of salesforce. Where reports can be run on live data in the system Linked to accounts, where specific contact details are stored SF s own social media, where users can communicate directly on records 4
5 Salesforce CPQ Enhancement Configure Price Quote (CPQ) Configure: Which solution will best fit the customer s need? Price: How much do this option cost? Quote: How can we give the customer details about the sale? Value of Salesforce CPQ Reduction in manual & inefficient processes One system for configuration & quoting Orders will be submitted through Salesforce CPQ integration Multi-platform (phone, tablet, laptop) Configure Price Benefits To End Customers Automated dynamic quoting capabilities results in quicker quotes to customers Simplified process for Cummins sales people in turn enables quicker response time Quote 5
6 Reporting Capabilities of Salesforce 6
7 Best Practice: Sales Rep Enquiry & Account Management Visuals to display open enquiries (by account, country, region etc) Structured prompts/reminders to follow up on enquiries (prioritise by deadlines, value, probability etc) Automated report subscription: e.g. enquiry tracker to share with key accounts/ sales trackers Live tracking of account performance e.g. sales year on year 7
8 Best Practice: Sales Manager Regional Sales Management Country or Region overview of sales & open pipeline Filters: allow one dashboard to show multiple views Report Types: Account Sales, Pipeline V&V, Product V&V Sales Team Management (KPI s) Pipeline health by sales rep Win/Loss % by sales rep Use on prospect review calls Able to prioritise resources 8
9 Best Practice: Value to Cummins Key Benefits to the Business Trend analysis: key segments/competitors/pricing, key nodes, product gaps (data can drive change) Bottom-up Approach Improving Efficiency: user led improvements e.g. Outlook quick-add, auto notifications Improves overall productivity & effectiveness of all its users CPQ s streamlining: improving efficiency & providing further automation of processes Direct correlation between CRM adoption and higher performance (HubSpot) Easier to do business with Cummins Value Proposition of SF SF brings visibility to.. Pipeline health Call logs & activities Reporting metrics Information sharing 9
10 Q+A 10
11 11
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