anzbank cvc crmod sales leadership prm 2 0 presentation
TRANSCRIPT
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Oracle Sales 2.0Partner and Sales Force Enablement
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Oracle Sales 2.0
CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’
Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’
Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’
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Oracle Sales 2.0
CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’
Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’
Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’
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Relationship ChallengesTrying to Organise People Hierarchically…
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Relationship Challenges…But People Work in Social Networks
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Identify what makes the salesperson the most money. Leverage that information to better stay on top of up-sell/ cross-sell opportunities.
Create sophisticated html email campaigns, share and track the results of their campaigns
Provides a shared library to facilitate finding and sharing of sales content
CommissionsSales CampaignsSales Library
Oracle Social CRM Applicationsleveraging ‘the wisdom of the masses’
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Oracle Sales 2.0
CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’
Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’
Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’
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Web 2.0Leveraging the ‘Power of the Web’
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Data PortabilityMobility Mashups
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Oracle – Mobile Productivity
Search
Lookup
Call
Find an Address
Share leadsContacts
Check Schedule
Create Appointments
Update LeadsApprovals
Check To Dos
Jot Notes
Connect with Teams
Follow-up
Business Intelligence
Alerts
HR
On the way to meeting
After the meeting
Throughout the day
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Oracle Gadgets, your data whereever
• Oracle Applications• Search• Google Finance• RSS• AJAX
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Leveraging ‘what’s out there’
• Contextual Mashups
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Oracle Sales 2.0
CollaborationCollaborationCollaborationCollaborationLeveraging the ‘Wisdom of the Masses’
Web 2.0Web 2.0Web 2.0Web 2.0Leveraging the ‘Power of the Web’
Incentive CompensationIncentive CompensationIncentive CompensationIncentive CompensationLeveraging the ‘Power of the Carrot’
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Best Practice Incentive Compensation Processes Drive Superior Sales Execution
Focused Sales
Execution
Focused Sales
Execution
Exceed Financial
Goals
Exceed Financial
Goals
Strong Predictability
& Control
Strong Predictability
& Control
Efficient Support of Business
Requirements
Efficient Support of Business
Requirements
Compensation plans provide motivation and focus Compensation plans provide motivation and focus
Reps have confidence in the accuracy and timeliness of payReps have confidence in the accuracy and timeliness of pay
Top performers gravitate to the Pay for Performance culture Top performers gravitate to the Pay for Performance culture
Direct Sales &
Channels
Direct Sales &
Channels
Clear understanding of pay for performance linkagesClear understanding of pay for performance linkages
Real-time control of channel strategies and compensationReal-time control of channel strategies and compensation
Deep insight into all key leading and lagging indicatorsDeep insight into all key leading and lagging indicators
ExecutiveMgmt
ExecutiveMgmt
Streamlined processes produce ~100% accuracy and timelinessStreamlined processes produce ~100% accuracy and timeliness
Flexible systems support continuous improvementFlexible systems support continuous improvement
Consistent, accessible data support rich business analysisConsistent, accessible data support rich business analysis
Finance/ Sales Ops/
Compen-sation
Finance/ Sales Ops/
Compen-sation
Majority of resources focused on strategic projects (not maintenance)Majority of resources focused on strategic projects (not maintenance)
Open data and integration standards simplify ongoing integration, enhancements and analysisOpen data and integration standards simplify ongoing integration, enhancements and analysis
IT IT
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Incentive CompensationLeveraging the ‘Power of the Carrot
• Showing Potential Commission to individual sales people in context of their daily work
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Incentive CompensationLeveraging the ‘Power of the Carrot
• Delivering Insight to both Compensation Administrators & Line Management
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Next Steps
1177
Receive Information about Enabling Service OfferingsReceive Information about Enabling Service Offerings
1. Social CRM Forum, Blog and Whitepapers 1. Social CRM Forum, Blog and Whitepapers http://www.oracle.com/applications/socialcrm/index.htmlhttp://www.oracle.com/applications/socialcrm/index.html
2. Oracle Incentive Compensation Minisite2. Oracle Incentive Compensation Minisite
http://www.oracle.com/applications/sales/intcomp.htmlhttp://www.oracle.com/applications/sales/intcomp.html
3. CRM On Demand Portal3. CRM On Demand Portal
http://www.crmondemand.com
BB
Register for Deep-Dive Workshops Register for Deep-Dive Workshops
1. Social CRM applications, date TBD1. Social CRM applications, date TBD
2. Incentive Compensation, date TBD2. Incentive Compensation, date TBD
3. CRM On Demand Demonstration, date TBD3. CRM On Demand Demonstration, date TBD
AA
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