building a sales first organization
DESCRIPTION
Successful organizations line up the right people, process and technology to support sales reps, sales teams and/or channel teams; without this support, organizations cannot be successful. Watch this presentation to hear Rick’s continuing journey to align sales teams to productivity targets, and how Citrix came together to support these goals.TRANSCRIPT
Building a Sales FirstOrganization Rick BakerVP Sales Strategy, Citrix Systems
Growth and Execution
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Virtualization
Building a Sales First Organization
2 determine the goal1
3 4
agree on the problem
define the approach
commit to the journey
2 determine the goal1
3 4
agree on the problem
define the approach
commit to the journey
Why does enablement hurt so bad?
Our Content Challenges…
Partner access to content Limited support
for just in time learning
Role-based content access
Poor search functionality
No workflow capabilities
Not social enabled
Not mobile friendly
No guided process for
newbies
Too many repositories
No SFDC integration
Varying degrees of
quality
Making it easy to find
Limited quality standards
No way to capture tribal
knowledge
Too product focused
Offline Access
Limited usage
analytics
Keeping contentcurrent
Key Sales Process Statistics:
• 57% of the customer’s buying decision is made before the meeting with the seller
• Sellers spend on avg. 40-60 hours per month finding or creating sales collateral
Realities
MultipleSystems
VariousOpinions
DifferentLOB
2 determine the goal1
3 4
agree on the problem
define the approach
commit to the journey
Project “PDK”
Aspiration
You have the right tools and programs
You are more efficient targeting the right
opportunities and accounts with the right products
You are better enabled with the right
skills, knowledge and practices
INCREASEeffectiveness
…is Transformative
DOUBLEavailable selling time
2 determine the goal1
3 4
agree on the problem
define the approach
commit to the journey
Sometimes a roadmap
is not enough!
Project Objective
Create a comprehensive sales enablement platform that is intuitive, always evolving,
and readily available to meet the demands of both internal sellers and our channel community.
Listen Explore Resource Measure Communicateothers have attempted to solve this issue and have opinions about the approach as well as the issues
evaluate all potential real options and measure each against specific business criteria
it will take a village to raise this “child,” so determine resources early and establish advocacy
success should be carefully defined and set against as many objective criteria as possible as well as pilots
let people know what to expect, the progress, and establish excitement about the realities of this change initiative
Teamwork is the ability to work together toward a common vision. The ability to direct individual
accomplishments toward organizational objectives.
It is the fuel that allows common people to attain uncommon results.
Andrew Carnegie
2 determine the goal1
3 4
agree on the problem
define the approach
commit to the journey
Citrix SalesIQ
Branded and Launched
Accelerate carefully and understand the adoption capacity
What would have taken me over 2 hours to pull together – took 12 minutes. I can’t believe how much time I got back because of SalesIQ.
Citrix Sales Team
User Quotes
Thank youFor more informationSAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700