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SALES PERFORMANCE PLATFORM
Sales Performance International
Juan Carlos del Olmo
+34 633.30.48.61
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H Y P E R - C H A N G E I S T H E N E W N O R M A L
◄ The New Buyer
• Smarter, less inclined to need your help
◄ Competitive advantages are disappearing
• Now, sellers must differentiate by how they sell
◄ Your Sales Force is changing
• A new generation of tech savvy workers will soon dominate
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FA C T O R S O F C H A N G E
◄ Become agile or become antiquated…
2014 © SO LUT IO N SELL ING , INC .
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U N S U R P R I S I N G LY, C E O S C O N C L U D E :
2014 © SO LUT IO N SELL ING , INC .
Forrester Research, Inc.
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I F T H I S I S A L L Y O U G I V E Y O U R S E L L E R S , T O
M A N A G E T H E P R O C E S S …
2013 © SO LUT IO N SELL ING , INC .
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Challenge…
translating sales transformation
and techniques into
everyday application.
2014 © SO LUT IO N SELL ING , INC .
Learn
Apply
Win
T H E S A L E S L E A D E R ’ S D I L E M M A
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F O C U S E D S A L E S E N A B L E M E N T
2014 © SO LUT IO N SELL ING , INC .
Sales Enablement Translates Learning into Consistent Application , That
Impacts Business outcomes
• Processes
• Methodologies
• Job Aids
• Sales Management &
Coaching
• etc…
Platform
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W H AT I S E N A B L E ·P R O ™ ?
◄ Enable·Pro™ is a cloud-based or on premiseplatform
◄ Fully integrated with CRM or Standalone
◄ Allows multiple visual playbooks with integrated job aids
◄ Powerful analytics and reports to measure success
◄ Agile deployment model training model
2014 © SO LUT IO N SELL ING , INC .
Technology to combat Hyper-Change
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O N E S I Z E F I T S O N E
◄ With Enable·Pro™, we will help to refine and rapidly deliver multiple Playbooks
to help sellers to execute against their unique challenges.
2014 © SO LUT IO N SELL ING , INC .
Technology to combat Hyper-Change
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S U C C E S S M E A S U R E M E N T P L AT F O R M
◄ Reports provide a visual display of success criteria, for measurement.
Examples include:
• Adoption of specific key indicators
of success
• Seller’s ability to apply the process /
Job Aids
• Areas where sellers need additional
focus or coaching (individual versus
team)
2014 © SO LUT IO N SELL ING , INC .
Enable·Pro™ provides the platform to measure success…
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I N T E G R AT E D T O M A X I M I Z E C R M …
Example of integration with Salesforce.com
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E N D T O E N D S A L E S E N A B L E M E N T
2014 © SO LUT IO N SELL ING , INC .
Territory (TTS)Account Planning
(MAS)
Opportunity Execution (SS
2.0)
Sales Management &
Coaching
Channel Management
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H O W D O W E E N A B L E Y O U R T E A M ?
Our platform approach…
◄ Reinforces the strength of CRM or can be used standalone
◄ Provides the most agile and fastest way to enable the team with the essential processes, tools, etc.
◄ Shows a visual and dynamic way of understanding and applying the principles of Solution Selling®
◄ Provides a close tie between what is taught and how it is applied on a day to day basis
◄ Offers interactive, on demand learning, in the context of the process
2014 © SO LUT IO N SELL ING , INC .
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W H AT I M PA C T D O E S E N A B L E · P R O ™ H AV E ?
2014 ©So l u t i on Se l l i ng , Inc .
Effectiveness Efficiency
• Sales execution
• new methodology
adoption or…
• stronger adoption of
SSE
• More effective planning
• Account
• Territory
• Channel
• Time utilization
• methodology
specific resources
• general company
resources
• Enhances CRM platform
• recouping of sunk
cost
152014 © SO LUT IO N SELL ING , INC .
S A L E S P E R F O R M A N C E I N T E R N AT I O N A L
United States
6200 Fairview Road
Suite 400
Charlotte, NC, 28210
Corporate Headquarters
T:+1.704.227.6500
United Kingdom
1st Floor
3 More London Riverside
London
United Kingdom
SE1 2RE
T: + 44 203 283 4090
F: + 44 203 283 4001
Belgium
Corporate Village
Figueras Building
Da Vincilaan 11
B-1930
Zaventem, BE
T: +32 2 2525004
F: +0032 2 2525014
China
Room 802, Building C
Vantone Center
No.6 Chao Yang Men
Wai
Chaoyang District
Beijing 100022 PRC
T: +86 10 5907 3285
F: +86 10 5907 3284
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