Oracle Fusion CRM Sales Leader

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1 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Oracle Fusion CRM for Sales Leaders Sergio Martini Master Principal Sales Consultant - CRM 14 th February 2013

Transcript of Oracle Fusion CRM Sales Leader

Page 1: Oracle Fusion CRM Sales Leader

1 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Oracle Fusion CRM for Sales Leaders

Sergio Martini

Master Principal Sales Consultant - CRM

14th February 2013

Page 2: Oracle Fusion CRM Sales Leader

Safe Harbor Statement

The preceding is intended to outline our general product

direction. It is intended for information purposes only, and may

not be incorporated into any contract. It is not a commitment to

deliver any material, code, or functionality, and should not be

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deliver any material, code, or functionality, and should not be

relied upon in making purchasing decisions. The development,

release, and timing of any features or functionality described for

Oracle’s products remains at the sole discretion of Oracle.

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Webcast Overview

• Recap Oracle Fusion CRM

• How Fusion CRM Drives Sales Success

• Demo

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• Q&A

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Recap Oracle Fusion CRM

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Page 5: Oracle Fusion CRM Sales Leader

Oracle Fusion ApplicationsThe New Standard for Business

Fusion CRM is part of

a full suite of

business applications

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business applications

designed from the

ground up to be

complete, open and

integrated.

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Oracle Fusion CRMThe New Standard for CRM

Fusion CRM

combines extensive

customer input with

modern technology

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modern technology

to uniquely address

today’s business

requirements.

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Sales Sales

Initial Focus is Integrated Sales and Marketing

Create better

sales plans,

generate more

quality leads and

Desktop

Key Functional Areas

User Interfaces

MobileWeb

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SalesSales

Prediction

Channel ManagementMarketing

Social Collaboration

Customer Data Management

Sales PlanningSales

Prospectingquality leads and

achieve higher

win rates to

increase sales

performance.Extensibility Framework

Application Composer

Page Composer

Process Composer

Reports Composer

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Manage Forecasting

Fusion Sales PlanningImprove Sales Results through Integrated Sales Planning

Design & Align Territories

Set & Vet Quotas

Predict Market Potential

Sales Predictor

Sales Predictor

Territory Management

Territory Management

Quota Management

Quota Management

Incentive Compensation

Incentive Compensation

ForecastingForecasting

Incent Sales Behavior

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� Effectively align the salesforce to achieve performance objectives

� Empower Sales VPs, Sales Managers, Compensation and Finance organizations with visibility and insight to take corrective action

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The Benefit to Your OrganizationIncreased Revenue Without More Resources

x =

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Existing Resources

xIncreased Revenue

=Better Sales Performance

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How Fusion CRM Drives Sales Success

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Sales Challenges

What Keeps What Keeps

Sales Executives Sales Executives

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Sales Executives Sales Executives

Up at Night?Up at Night?

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The Answers We’ve Heard7

41

81

89

% of reps missed quota

% reps aren’t getting enough coaching

% missed forecast in last 12 months

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89

85/29

<24

Sources: CSO Insights; Corporate Visions Inc.; SIRIUS Decisions; Thomson Reuters

% reps aren’t getting enough coaching

% leads considered qualified – marketing vs sales

months is average tenure of a VP of Sales

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Does This Sound Familiar?

$

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M1 M2 M3

“I’ll Make My Quota!” “I’ll Make My Quota!” “Oops, I’m Short7“

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What Causes This Issue

“Our reps need a lot of guidance, but my managers and I don’t have the time to coach every individual performer.”

“It’s not just knowing there’s a problem. I also must understand root causes and quickly understand what the impact of taking different actions would be.”

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“We have to better align our territories, quotas and compensation to drive desired behaviors and improved performance.”

“We need more qualified leads and we must enable our reps to generate them.”

performer.”

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Solve These Problems and See Better Results

$

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M1 M2 M3

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Gain Instant Visibility with Fusion CRM

• Sales Dashboards

– View all your key information in one place

• Contextual Analytics

– View relevant information as needed in task

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• Real Time Forecasting

– Always have the latest numbers

• Mobile Analytics

– Always have the information at your fingertips

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Deliver Pervasive Coaching with Fusion CRM

• Sales Process Coach

– Guide reps on next steps to take in sales cycle

• Sales Recommendations

– Recommend the best collateral and references

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• Social Collaboration

– Leverage and share knowledge within the team

• Activity Streams

– Monitor activity and engage when needed

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Maximize Sales Pipeline with Fusion CRM

• Customer 360

– Recommend next product to sell to a customer

• Sales Prediction

– Identify top opportunities based on past success

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• Lead Management

– Align with marketing to drive high quality leads

• Sales Campaigns

– Make it easier for reps to prospect on their own

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Drive Team Alignment with Fusion CRM

• Forecasting

• Territory Planning

– Maximize sales coverage with optimal territories

• Quota Setting

– Set achievable goals based on real opportunity

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– Set achievable goals based on real opportunity

• Compensation Plans

– Drive desired behavior with the right incentives

• Performance Management

– Monitor and manage behavior to achieve goals

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Unified Sales and Marketing to Drive More

Revenue

• Customer Data Quality

– Leverage one trusted source of truth

• Multi-Stage Campaigns

– Engage prospects across multiple channels

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– Engage prospects across multiple channels

• Sales Campaigns

– Empower sales reps with prospecting tools

• Lead Management

– Accelerate lead distribution and follow-up

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Insight to Know Where To Invest

• Marketing Dashboards

– Gain visibility across marketing and sales

• Sales Prediction

– Identify whitespace and cross-sell opportunities

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• Customer Center

– Provide real-time customer insight

• Segmentation

– Drive highly targeted campaigns

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Nurturing to Increase Lead Conversion

• Lead Assessment

– Ensure leads have highest quality information

• Lead Scoring

– Prioritize the hottest leads with lead scoring

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• Lead Nurturing Campaigns

– Prevent stale leads with automated nurture campaigns

• Lead Tracking

– Know what is happening to the leads you give Sales

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Collaboration to Do More with Less

• Social Collaboration

– Execute faster with built-in collaboration tools

• Communication Governance

– Control frequency and increase response rates

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• Reusable Best Practice Templates

– Reduce time to build campaigns and content

• Response Management

– Automate time consuming manual processes

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1. Know you have visibility into the forecast

2. Know your sales reps have proper coaching

3. Know there is a strong pipeline of opportunities

Never Lose Sleep with Fusion CRM Sales

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3. Know there is a strong pipeline of opportunities

4. Know your resources are aligned for total success

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Demo

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Question and Answer

Reminder:

Fusion CRM: Incentive Compensation

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Fusion CRM: Incentive Compensation

Webcast - 14 March 2013

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