The document discusses creating a high-performance sales organization and reasons why salespeople may leave. It addresses asking salespeople what prevents them from selling more and projecting increased sales if two or three salespeople achieve the quotas of top salespeople. The document also stresses communicating interest in sales team growth and remembering motivations when starting a sales career.

2. Copyright
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¿Por
qué
te
abandonan
tus
mejores
vendedores?
La
ciencia
detrás
de
crear
una
organización
de
ventas
de
alto
rendimiento
Ivan
Hassig
Gerente
de
Producto
CX
para
Ord
LAD
Customer’s
Logo
Here

3. Copyright
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2014
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affiliates.
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rights
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|
Safe
Harbor
Statement
The
following
is
intended
to
outline
our
general
product
direcMon.
It
is
intended
for
informaMon
purposes
only,
and
may
not
be
incorporated
into
any
contract.
It
is
not
a
commitment
to
deliver
any
material,
code,
or
funcMonality,
and
should
not
be
relied
upon
in
making
purchasing
decisions.
The
development,
release,
and
Mming
of
any
features
or
funcMonality
described
for
Oracle’s
products
remains
at
the
sole
discreMon
of
Oracle.
3

4. Copyright
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2014
Oracle
and/or
its
affiliates.
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rights
reserved.
|
4
¡Recapitulemos!

5.
¡Pregunta
a
tus
vendedores
que
les
impide
vender
más!
1
¡Realiza
una
proyección
de
ventas
ideando
que
dos
o
tres
vendedores
logran
la
misma
cuota
que
tu
major
vendedor!
2
Comunica
claramente
el
interés
que
Menes
en
tu
equipo
para
que
crezcan
personalmente
3
¡Recuerda
las
cosas
que
te
moMvaban
y
las
que
no
cuando
iniciaste
en
el
mundo
de
las
ventas!
4

6. Copyright
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2014
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its
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rights
reserved.
|
Sales
The
Real
World

7. Copyright
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2014
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its
affiliates.
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rights
reserved.
|
SALES
MANAGER
VISION

8. Copyright
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2014
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its
affiliates.
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rights
reserved.
|
SALES
REP
VISION

9. Copyright
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2014
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|
$
M1
M2
M3
“Como
haré
la
cuota?!”
“Como
haré
la
cuota?!”
“Estoy
lejos
de
hacerla…“
Reality
THE
BIG
CHALLENGES

10. Copyright
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|
HOW
TO
RESOLVE
THIS
CHALLENGES
Management
Coaching
$
M1
M2
M3

11. Copyright
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11

12. Copyright
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rights
reserved.
|

13. Copyright
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rights
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|
13

14. Copyright
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14

15. Copyright
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2014
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its
affiliates.
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rights
reserved.
|

16. Copyright
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rights
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|
16

17. Copyright
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17

18. Copyright
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rights
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18

19. Copyright
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rights
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19

20. Copyright
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20

21. Copyright
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2014
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rights
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|
What
is
?

22. Copyright
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Modern
SPM
in
the
Cloud
22
Sales
OnBoarding
Sales
Training
Management
Territory
Management
ObjecOves
Quota
Management
Sales
IncenOves
Coaching
Systems
Sales
Appraisals
GamificaOon
IntegraOon
AnalyOcs
Social
#1

23. Better Manage
Better Motivate
Better Mentor

24. Copyright
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rights
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Sales
Performance
Management
24
MANAGE
MOTIVATE
MENTOR
MENTOR
MANAGE
MOTIVATE
performance
behavior
best
pracOces

25. Copyright
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2014
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and/or
its
affiliates.
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rights
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25
MANAGE
performance
Mateo
Lopez
Sales
Manager
Onboard
New
Reps
Assign
Territories
Allocate
Quotas

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2014
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rights
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26
Product
DemonstraOon

27. Copyright
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2014
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its
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rights
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27
MOTIVATE
behavior
Mateo
Lopez
Sales
Manager
Monitor
Performance
Drive
Desired
Behavior
Games
and
Rewards

28. Copyright
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2014
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28
Product
Demonstra1on

29. Copyright
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its
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rights
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29
MENTOR
best
pracOces
Mateo
Lopez
Sales
Manager
IdenOfy
Coaching
OpportuniOes
Advise
Reps
Improve
Performance

30. Copyright
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2014
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rights
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30
Product
Demonstra1on

31. Copyright
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2014
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rights
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|
Sales
Performance
Management
CreaOng
a
More
Performant
Sales
OrganizaOon
31
Sales
OnBoarding
Sales
Training
Management
Territory
Management
ObjecOves
Quota
Management
Sales
IncenOves
Coaching
Systems
Sales
Appraisals
GamificaOon
IntegraOon
AnalyOcs
Social
#1
MANAGE
performance
MOTIVATE
behavior
MENTOR
best
pracMces

32. Copyright
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2014
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its
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rights
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|
RESULTADOS
• Segmentación
de
prospectos
• Programación
de
acMvidades
de
ventas
• Campañas
de
correos
directos
a
prospectos
PROSPECTACIÓN
Y
PROGRAMACIÓN
DE
VISITAS
• Administración
de
agendas
• AutomaMzación
del
proceso
de
ventas
• Reportes
operaMvos
para
los
representantes
de
ventas
• Mobilidad:
online
/
offline
/
tablets
ADMINISTRACIÓN
DEL
CICLO
DE
VENTAS
• KPIs
del
equipo
de
ventas
• Reportes
complejos
• Creación
de
reportes
simples
y
complejos
REPORTES
Y
ANALISIS

33. Copyright
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|
Oracle
ConfidenMal
–
Internal/Restricted/Highly
Restricted
33
Select
Oracle
SPM
Customers

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Read
blogs.oracle.com/CX
Watch
youtube.com/OracleCX
Follow
twitter.com/OracleCX
Join
facebook.com/Oracle Customer Experience
Learn
oracle.com/CX
MORE
INFORMATION

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rights
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35

36. Copyright
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2014
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rights
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36
Name: Ivan Hassig
Email: ivan.hassig@oracle.com
Role: CX Product Manager