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A l l p r o c e e d s t o b e n e f i t U CSF B e n i o f f C h i l d r e n ’ s H o s p i t a l“Tony Robbins has been one of the critical keys to salesforce.com’s culture, ourleadership in cloud computing, and our growth into a three billion dollar company.”M a r c B e n i o f f, c h a i r ma n a n d c e o s a l e s f o r c e . c o mpathwaysto growth9 D i s c i p l i n e s t o C r e at eSales Breakthroughsin Turbulent Timesto n y r o b b i nswa lt e r ro g e rs

introductionThe Lost Art of Sales ManagementThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 DisciplinesForewordThe system taught in this book can transform the sales effectiveness of any company.I’ve been around sales almost all my life. When I was growing up, I watched myfather build a chain of stores that sold apparel. When I was 15, I started my firstbusiness, Liberty Software, with a friend. Our passion was writing computer games,but along the way we also figured out how to sell our products to Atari. Later, I hadthe good fortune of interning at Apple, one of the most innovative sellers of thisage. When I graduated, I followed the urging of my college professors and beganmy career working in sales for Oracle as a way to gain business experience. Dealingdirectly with customers, I developed a deep appreciation for the art of discoveringtheir point of view. In many ways, my understanding of business began with sales,and so too does my perspective on it.While my heart was always to start my own company, I’ve never wandered farfrom the business of sales. And that’s appropriate. Because the way I see it, everybusiness revolves around sales. There may be seasons when it seems to take a backseat to other things. But if you observe it long enough, things have a way of comingback around to it.That’s one reason I’m excited about the work of Tony Robbins and Walter Rogers atCloudCoaching International. It was experiencing one of Tony’s peak performanceevents more than a decade ago that got me to tap into my driving force and takethe actions that led to creating salesforce.com. Tony has been one of the critical keysto salesforce.com’s culture, our leadership in cloud computing, and our growth intoa three billion dollar company. Tony and Walter’s “Coaching in the Cloud” Systemmaximizes your CRM investment by leveraging breakthrough strategies and toolsthat accelerate the tempo of your customer’s Pipeline-to-Purchase cycle. Both menrecognize the role sales will play for growing companies in the coming decade. AsTable of ContentsIntroductionDisciplinesthey point out, the economy has driven many companies to exhaust techniques forcutting costs. Sooner or later in the quest for increasing margin, you have to turnyour attention to raising top line sales. And the system they are introducing in thisbook is designed to do just that.I founded salesforce.com because I saw new potential in the intersection of salesand technology. My vision was to take the mission-critical tasks of the sales forceand leverage technology to dramatically improve them. Now Tony and Walter havejoined forces to help companies leverage the role of the most influential membersof the sales force—the sales managers and executives. Between them they’veserved thousands of companies around the world including many of our mostimportant clients. The work they do is transformative. And as you’re about to see,their expertise will provide you with a framework for finding the ideal pattern formaximizing your company’s sales as well.Even in this economy, there are clear Pathways to Growth. When you combine theproven disciplines they teach with today’s innovative cloud business tools, you canexpect nothing less than a breakthrough.Marc BenioffChairman and CEOsalesforce.comIn 2012 Forbes named salesforce.com the world’s most innovative company for thesecond year in a row.ClosingPage 2

To make a donation, please visit:www.ilovebenioffkids.orgA contribution of 10 to 100 or more is suggested to support the UCSF Benioff Children’sHospital. UCSF Benioff Children’s Hospital is recognized throughout the world as a leader inhealth care, known for innovation, technology and compassionate care. Its expertise coversvirtually all pediatric conditions, including cancer, heart disease, neurological disorders,organ transplants and orthopedics, as well as the care of critically ill newborns. 100% of thecontributions collected through the sale of this book will be donated to the UCSF BenioffChildren’s Hospital. 2012 CloudCoaching International, LLC. All Rights Reserved.

Table of contentsintroduction02Foreword05The Lost Art of Sales ManagementdisciplinesClosing45Discipline 1Pipeline UpdateMeeting52Discipline 2Master Sales TeamMeeting13The Proven Path to Breakthroughs27Technology to the Rescue58Discipline 3Learning Huddles31Pathways to Growth65Discipline 4Daily Results Call41The 9 Disciplines72Discipline 5Forecast 1:1 Meeting79Discipline 6Pipeline 1:1 Meeting86Discipline 7Ride Along/Call Along93Discipline 8Master 1:1 SalesMeeting99Discipline 9Executive Roll-UpMeeting107Building Your Winning Formula115About the Authors123Unlimited Power Sample Chapter:Chapter 14Distinctions of Excellence:Metaprograms

THE LOST ART OFSALES MANAGEMENT“Excellence is an art won by training andhabituation. We do not act rightly because wehave virtue or excellence, but we rather havethose because we have acted rightly. We arewhat we repeatedly do. Excellence, then, isnot an act but a habit.”- Aristotle

introductionThe Lost Art of Sales ManagementThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 DisciplinesBy Chris Ahearn, Sr. Advisor, tpg OperationsTHE LOST ART OF SALES MANAGEMENTFor over 20 years I’ve workedthat seems to be the commonI witnessed it for the first timeto transform sales organizationsthread in causing more damage toon a Monday morning in July ofaround the world. During thatcompanies than anything else I’ve1996.Two events were unfoldingtime I’ve witnessed one patternever seen.simultaneously that would havea decade-long impact on the1,000 miles away in the ChicagoCorporate office, The SVP ofSales was meeting with theCFO and some consultants .effectiveness of front-line salesmanagement in our companyand virtually everyone else in theindustry. It would be nearly twentyyears before companies wouldrealize the impact of the events thattook place on that day.Table of ContentsIntroductionDisciplinesClosingPage 6

introductionThe Lost Art of Sales ManagementThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 DisciplinesThe first event began at 7:30 am at aaround the horn pointing to specificpractices and market intelligencelocal sales office. The front line salessalespeople and making inquiries.were discussed. An hour later themanager had his team assembled.What are your top opportunities?meeting ended with everyone on theThe meeting was started byWhat needs to be done to closesame page.recognizing top performers andthem? What calls do you have setpointing out best practices andup and what new prospects will youMeanwhile the second event wasmissed opportunities that weresee? It was the manager as effectiveunfolding 1,000 miles away in theuncovered on the prior week’s “ride-sales leader. As the conversationChicago Corporate office. The SVPalongs.” The manager then switchedprogressed, the manager kept aof Sales was meeting with the CFOto a discussion about key companyrunning total. He tallied the numbersand some consultants about theupdates and news. Then came theat the end. If they were low, theability to deploy technology andflip charts and statistics. Whatdiscussion turned to one actionmove to hoteling/home offices.business closed last week? Howeach rep could take to close theThe CFO mentioned that since theare we doing against budget/quotagap. If the total was high, the teamcompany went to shared servicesand forecast? The manager wentwas challenged to do more. Bestwith HR, finance and other functions,Table of ContentsDisciplinesIntroductionClosingPage 7

introductionThe Lost Art of Sales ManagementThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 Disciplinesthere was a lot of unoccupied spacein the field offices and that the realestate costs were significant. Therewere demos about automated reportdistribution, SFA (now known asCRM). There were discussions abouthow sales teams would meet andthere was talk about renting hotelmeeting spaces.The economy was expanding basedon the tech boom, and new salesprofessionals were joining at a timewhen selling wasn’t as difficult.Some reps would later say, “YouTable of ContentsIntroductionDisciplinesClosingPage 8

introductionThe Lost Art of Sales ManagementThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 Disciplinescould grow in your sleep.” The newBut the economy was still strongmanagers grew up with notechnology being created wasand few noticed.offices, no tangible connectionexpected to bring sales productivity.to their teams, and no models toThat brings us to today. Thefollow. They made their own pathsSo, sales offices began to close.modern sales manager has neverto success. In the mid 2000s,Sales reporting began to arriveknown the patterned tradition ofnobody thought much of it. Butby mail, rarely on time and rarelyin-person district sales meetingswhen the U.S. and world headedaccurate. Team meetings gaveon Monday morning, 1-on-1 leaderinto the deepest recession sinceway to conference calls and themeetings, shared best practices,the 1930s, the missing disciplinesvery managers that excelled atand common ground marketof the Monday morning saleshosting live meetings struggled.intelligence. In short, the modernleader were exposed.Salespeople were distracted andsales manager has never seen nordisconnected. Best practice sharingfollowed the pathways to growthNow, companies across all industriesscreeched to a halt. The newthat their predecessors blazedare recognizing the critical needtechnology wasn’t as advertised.so clearly. Many modern salesfor more effective front line salesTable of ContentsDisciplinesIntroductionClosingPage 9

introductionThe Lost Art of Sales ManagementNow, companiesacross all industriesare recognizing thecritical need formore effective frontline sales leaders.They are lookingfor answers, someof which left themtwenty years ago.Table of ContentsIntroductionThe Proven Path to Breakthroughs Technology to the Rescue Pathways to Growth The 9 Disciplinesleaders. They are looking forabout to show you, the wisdom inanswers, some of which left themthis book will equip you to restoretwenty years ago.the patterns that can lead you downthe path to immediate and explosiveWith any luck, you are one of thosegrowth, just like they’ve done forfront line sales leaders and you arethousands of their clients for morereading this book right now. Becausethan a decade.the pages that follow are filled withstrategies and solutions for ignitingThe truth is that despite what youa new set of sales breakthroughs formight feel, there’s never been ayour team. The problems we all facebetter time to be in sales. The newesttoday can be solved by recoveringcloud technology fulfills the promisethose disciplines that once yieldedmade in the 90’s when sales officesresults—disciplines that have alwaysclosed. Better yet it has the abilityyielded results. As the authors areto not only bring back the bestDisciplinesClosingPage 10