S D M004 Garoutte 091807

Strategic Account Planning Jason Garoutte, salesforce.com Gary Hanna, salesforce.com Anthony Forbes-Roberts, Carlson Companies Track: Million Dollar Producer

Safe Harbor Statement ,[object Object],[object Object],[object Object]

Session Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Gary Hanna Senior Vice President, North American Field Sales Salesforce.com [email_address]

Areas Where We Needed to Improve ,[object Object],[object Object],[object Object],[object Object]

When You Drive Somewhere New…

Strategic Account Planning ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Old Way of Account Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],First We Had to Define “Strategic”

Sales Reps Had to See the Benefit ,[object Object],[object Object],[object Object],[object Object]

Keep it Simple ,[object Object],[object Object],[object Object]

When is it Done? 3 Answers in 3 Minutes Treasure Keys Map What is the potential? What are keys to unlocking? How will we get there?

The Treasure: Potential Salesforce Users

The Keys: Any Number of Business Issues

The Map: Background and Overall Strategy

The Map: High-Level Tasks & Activities

Expect What You Inspect Not Started Under Construction Ready For Inspection Approved Stages for Each Account Plan

Now We Measure Progress Against Plan Goals ,[object Object],[object Object],[object Object],Or did they drive off a cliff?

Results ,[object Object],[object Object],[object Object],[object Object],[object Object],“ It’s great that we got this out of PowerPoint. There’s no question this is going to help me sell.” -- Financial services rep, Northeast region

Jason Garoutte Vice President, Field Operations [email_address]

Appexchange as a Starting Place

How We Deployed to 150 reps in 90 Days ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Some hidden slides follow (in case no internet during presentation)

Many Accounts under Each Plan ,[object Object],[object Object]

How do I complete Business Issues? Anyone who has access to Account Plan tab can add or edit Business Issues.

A Trick for Increasing Visibility

A Tool for Better Account Research

A Tool for Building Org Charts

Tips for Printing an Account Plan ,[object Object],[object Object]

Anthony Forbes-Roberts Enterprise Sales CRM Manager CARLSON COMPANIES INC. [email_address]

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Carlson’s Strategic Account Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SAM is about teamwork across the Enterprise

Selecting SAM Accounts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SAM Account Portfolio Data

Enabling SAM Success Process and technology drive collaboration ,[object Object],Collaboration ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Communication ,[object Object],Visibility Enablers Success Factors

Enabling global account collaboration Current totals and targets defined Each SAM Account has a record in SFDC D & B match populates key global parent account info Scorecard measures define account status ‘Click-through’ to all Accounts, Contacts, and Opportunities across Carlson

Institutionalizing Common Processes and Language Common stage nomenclature Common Opportunity values VOC incorporated into stage process

Identifying Individual SAM Opportunities The SAM section is near the bottom 2. Check the SAM box and 3. Add a Net Revenue figure 4. Type the name of your SAM team lead 1. Once you have determined the Opportunity is a SAM one, click the ‘EDIT’ button

Tracking SAM Performance Net Revenue the key foundational metric

Managing SAM Performance to Goal ‘ Red, yellow, and green’ traffic light format shows us pipeline coverage by individual Pipeline performance tracked by region, business unit, and SAM member Where we need to go Where we are What is our nominal and weighted pipeline value Whether we will meet our goal

Achieving the right results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Advice ,[object Object],[object Object],[object Object],[object Object],[object Object]

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

Anthony Forbes-Roberts CRM Enterprise Manager Gary Hanna SVP North America Field Sales Jason Garoutte VP, Field Operations QUESTION & ANSWER SESSION Carlson Companies salesforce.com salesforce.com

S D M004 Garoutte 091807

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S D M004 Garoutte 091807