What is the magic formula that has allowed Salesforce to grow by 30% annually on the global market? How does a company with a 20-year history and a turnover of 25 billion dollars work with what it offers? The answer was revealed to us by Regional Sales Director from Salesforce, Michal Mravinač, as part of the third annual Digital Transformation Summit .
It will come as no surprise that we base our approach on empirical research, while taking into account all the pitfalls of sales. At each stage, we try to plan, eliminate risks and unknowns, and simplify collaboration across teams. Of course, the first thing is to find, capture, and win the business case. Once that is achieved, we focus on three components:
1) how we manage the pipeline,
2) how we plan sales, so-called forecasting,
3) how we manage individual business opportunities at a very detailed level.
Small and medium-sized companies that make up our clientele often have one problem in common: they often have excellent products, but they don’t know how to sell or promote them very well on the global market. This is where we come in, this is the real challenge for us. And that’s when the three points mentioned above come into play.
The highest overview and the smallest detail through a common lens
Key parameters are reflected in the allocation of what chinese overseas america database we expect from our salespeople and business development colleagues. We monitor how we are able to fulfill our financial plan and then at each stage we check the quantity and quality of the given pipeline. We allocate the pipeline to individual players in the teams, we look at the same principles, the progress of the pipeline in relation to the financial plan, the mix of resources or products – from here we can predict sales processes and determine which business cases we have a high chance of winning, and where, on the contrary, there is no point in wasting time. The situation is all the more spicy because we are a what are the benefits of building a brand community? publicly traded company and we have to report our planned results to the stock exchange every quarter. So we look at the data with the same eyes throughout the company.
Practice and psychological portrait
Are you curious about what this thailand data magic formula looks like in practice? Every
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