/// Salesforce Unveils New Ways to Motivate

December 18, 2012  |  All Things Digital


In the business of selling stuff, there’s a lot of managing. Sales reps usually have a boss they check in with update on the status of deals in the pipeline, maybe get some advice on how to close a deal when there’s stiff competition from another company, or to go over how an important customer was reeled in so that others can learn from it. These check-ins are sometimes referred to as coaching, and there is data to show coaching can boost sales performance. A study by the Sales Executive Council suggests reps who received three or more hours of coaching per month outsold those who received two hours or less of coaching per month by as much as 17 percent. But getting that coaching done can be kind of a hassle. But its the sort of hassle that Salesforce.com has often sought to understand intimately and then create products within its suite to cloud software tools. Today is one of those days. The company is announcing a trial of a new feature that closely ties its traditional Sales Cloud with its Work.com product. The point is to do a few things: Speed up the review portion that has always tended to be a big consumer of time and attention in pretty much any organization; But also make it easier for sales managers to find ways to motivate their teams, to, you know, sell more stuff, which is basically the point of sales in the first place. Through a combination of Salesforce services including the Sales Cloud, its social enterprise platform Chatter, and Work.com, an HR software outfit that includes the Rypple acquisition it made last year, sales teams will see each other’s goals, will learn about big deals coming in, and know about each other’s expertise. The other thing the new tools will do give managers a way to give instant feedback and an easy way to give public recognition to those sales people who are doing well. Remember gamification ? It’s not my favorite word, but apparently it works to some extent especially with sales people who have monthly, quarterly and annual targets to make. There’s apparently research to back up the assertion that when people leave sales jobs they do so in part because they don’t think they’re getting enough recognition from above. Now on those occasions when a rep lands a big customer in a competitive deal, the manager can publicly pat them on the back with a “thanks in Chatter” feature, and give them something like a “sales Ninja” badge or something like it that everyone can see in their Chatter feeds. Think it all sounds hoky?

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Salesforce Unveils New Ways to Motivate



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