Thursday May 14, 2015
Friday May 01, 2015
By Neil Pridham-Oracle on May 01, 2015
Driving Sales Systems
The use of technology to drive sales organisations has been a focus for many sales leaders over the past twenty years. In that time, software vendors have struggled to balance business complexity with speed of implementation and change. Sales leaders have struggled to balance user adoption with the burden of data entry. We have seen, as a result, large numbers of “CRM” projects fail to deliver the promise. What many companies have ended up with is a glorified address book, diary and list of opportunities.
So what can we do to address this?
A key inhibitor to successful technology use is user adoption. Most companies have spent time improving sales processes, driving sales performance, and increasing efficiency but they have not really tackled the issue of user adoption. Without good user adoption of sales systems the real value from them is merely a dream. Good user adoption drives the data upon which the remainder (marketing, analytics, workflow, decision-making, forecasting, win/loss, quoting, ordering etc) rely.
So is user adoption really that difficult?
You could argue that in the early days of Sales Force Automation SFA it probably was. In the early days of SFA there were no mobile devices, analytics was crude, and, at that stage having a single address book and diary was probably a major step forward for many sales organisations who still used paper based call reporting. In those early days many sales reps were simply not used to using technology to sell.
But we have moved on and today recording those things is simply commodity SFA. It is the nice bed in your hotel room. It is the three-year paint warranty on your car. We just take those things for granted. Solutions that allow you to simply record basic information are not delivering what a modern sales organisation needs.
What drives user adoption?
Well, I would suggest that the following elements drive user adoption in the SFA world:
· Compliance & Gamification
· Good Sales Management
Simplicity: In order to compel a sales team to use technology it has to be simple, fast and easy to use. We all know that reps want to be out selling and not keying in information. Let’s give them the software help them do this. Let’s ensure they have access to all the information they need, when they need it, and ensure they feel that others are feeding the solution to make their life easier not the other way around.
Mobility: Today there is no reason to stop reps being almost entirely field based. From core SFA to quoting, pricing, contracting, forecasting, and communications; empower your reps to operate remotely, at speed and successfully.
Compliance & Gamification: Increasingly sales organisations are under pressure, both internally and externally, to comply with procedure and/or legislation. Compliance can be mandated through software solutions using workflow, procedure and gamification. Ensuring that a rep complies with lagging measures such as quota attainment, revenue and invoices paid key to hitting your sales numbers. Do this using Sales Performance (SPM) tools. Ensuring your reps comply with softer leading measures such as forecasts, quote quality and discount management are key to your profitability and growth. Do this using Configure, Price and Quote (CPQ) tools.
Good Sales Management: This is the hard part. Good sales management is key to the success of sales solutions. A manager that can explain, motivate and continually drive the use and benefits of the solution will ensure success. Back away from this and the sales reps will happily return to their ways of working.
If you are looking to improve your sales organisation then look for a software vendor that can help you drive the user adoption of your systems. A vendor that can deliver the basic requirements (SFA1.0) but also the other key areas of Simplicity, Mobility, Compliance and Gamification. This will ensure your teams exhibit the behaviours you need to get the most from your SFA investment and hit your targets. Those elements, aligned with your Good Sales Management will be the drivers to your sales success.
Friday Apr 17, 2015
By Emily Creech-Oracle on Apr 17, 2015
Generally, the most popular discussions during these events are about setting a higher sales budget, IT application, project status, economy etc., On contrast to this popular approach, it was wonderful to note that most of the business leaders spoke about improvising the employees' productivity, spearheading the change right from their sales folks.
Thursday Apr 16, 2015
By Tuula Fai on Apr 16, 2015
Do you have a story to tell about your Customer Experiences (CX) in Marketing, Sales, Service, or Commerce? Implementations, solving business problems, increasing customer satisfaction...? We are sure you have valuable information and best practices to share, and our customers want to hear from you!
CX Central @ OpenWorld, taking place at Oracle OpenWorld 2015 in beautiful San Francisco, California from October 25 – October 29, 2015, is designed to provide a single place for all things related to the customer lifecycle. This is for all of Oracle's CX customers whose business requires them to definitively differentiate themselves across all channels, touch points, and interactions.
CX @ OpenWorld addresses: Marketing, Sales, Service, Social, and Commerce – and includes Oracle Marketing Cloud, Oracle Sales Cloud, Oracle Service Cloud, Siebel, Oracle Knowledge, Oracle Social Cloud, Oracle Commerce, and CPQ (Configure, Price, and Quote).
You will be asked to provide information about yourself and the speakers, the proposed title and abstract, and the topic classification (tracks and session type). Sessions at CX Central @ OpenWorld are 45 minutes. Please keep in mind that at least one speaker is required.
Just follow the steps at this link.
Thursday Apr 09, 2015
By Emily Creech-Oracle on Apr 09, 2015
The Modern Customer Experience Conferences kicked off Tuesday evening, March 31st, at the Venetian Las Vegas. Excellent keynotes by Mark Hurd, Oracle CEO, and Daniel Pink, bestselling author, host, and co-executive producer of "Crowd Control" on the National Geographic Channel, framed the challenges and opportunities around customer experience, launching two days of inspiring speaker sessions and interactive workshops.
Thursday Mar 19, 2015
By Andrew Keleher-Oracle on Mar 19, 2015
Monday Mar 16, 2015
By Emily Creech-Oracle on Mar 16, 2015
Recently, Scott Creighton, Vice President, Product Management, Oracle Sales Cloud and Technology Advice discussed the upcoming Modern Sales Experience Conference and how Oracle is looking to transform the modern sales experience. Here are a few highlights from the conversation...
Friday Feb 27, 2015
By Emily Creech-Oracle on Feb 27, 2015
Tuesday Feb 24, 2015
By Emily Creech-Oracle on Feb 24, 2015
Sales organizations are under continuous pressure to meet targets and deliver results, but the environment has changed – customers are more informed, they have more choices, and their expectations are higher than ever. This is why we’ve compiled the best and brightest for our Modern Sales Experience Conference taking place March 31 – April 2, 2015, and we couldn’t be more excited! The Modern Sales Experience brings together a prestigious group of thought leaders and innovative companies who are leading the industry and making impactful changes in the areas of Sales and Customer Experience.
You won’t want to miss this event – but in case you’re on the fence and need a few more reasons to attend, we’ve compiled our top 10 reasons.[Read More]
Tuesday Jun 10, 2014
By Brian Dayton on Jun 10, 2014
Oracle Sales Cloud and Marketing Cloud customer Apex IT gained just that, a 724% return on investment (ROI) when they implemented these Oracle Cloud solutions in their fast-moving, rapidly-growing business.
This achievement just helped them win the Nucleus Research 11th annual Technology ROI Awards. The award, given by the analyst firm highlights organizations that have successfully leveraged IT deployments to maximize value per dollar spent.
Read more to get the details on what Oracle Sales Cloud and Oracle Marketing Cloud are doing for Apex IT's business and why they won.
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