SALESFORCE HPC PLAYBOOK 2023

High Performance
Culture Playbook
April 2023 - For Salesforce Managers
SALESFORCE HPC PLAYBOOK 2023

Playbook Contents
1. What you need to know about HPC

2. The role of executives and leaders to make it happen

3. Accountability for driving HPC

4. Leverage resources to lead our HPC right now

SALESFORCE HPC PLAYBOOK 2023

What You Need to

We’ll get there by:
Know about HPC
Why this matters, right now 01 Ensuring every employee knows what’s expected of them,
how they’re performing, and is rewarded for delivering results in
We are the #1 CRM for a reason — we have alignment with our values.
engaged high performers who are passionate
about customer success.
Having accountable leaders providing clarity, mentorship,
And to stay #1, we need to continue to adapt
and transform for our customers
02 development, and coaching.
Many things are needed to get us there. One
Coming together in-person because we know we unlock
critical element is all of us. Leaning in,
performing at new levels, realizing our
03 opportunities when we’re collaborating in real life.
Corporate V2MOM vision as One Salesforce.
With our commitment to 30+ margins and Transforming the way we work to be more productive and
double digit profitable ACV growth, our focus 04 efficient to drive profitable growth.
on a High Performance Culture is more
important than ever.
This will take all of us coming together as One Salesforce,
05 and we know when we do that, we can achieve anything.
SALESFORCE HPC PLAYBOOK 2023

What You Need to Know about HPC

We’re more focused and aligned around performance than we've ever been

HPC is Method 2 in our Corporate V2MOM and it reflects our commitment to:

01 A culture of pride and commitment shared by all 06 Pay-for-performance with consistent rating system

02 V2MOM to align goals, performance, and

accountability for results 07
Leaders coach and mentor team members with
meaningful performance reviews

03 Metrics-driven approaches to measure impact Return & Remote culture meet customer needs and
08 optimize productivity
Hire and retain A+ talent with a world-class onboarding
04 program Support well-being of culture by engaging on Slack to
09 grow success
All employees complete required training and
05 understand our business and products
SALESFORCE HPC PLAYBOOK 2023
The Role of Leaders
to Make It Happen
Business-owned, leader-led starts
with Executives
To make HPC visible, real, and relevant enough
to inspire commitment - we’ve simplified the
strategy around four key elements:
Clarity
Align and set goals to ensure that every team member
knows exactly what is expected of them and how to be
successful.
Ownership
Measure and manage performance with simple, clear,
and consistent processes that we all commit to.
Rewards
Recognize and differentiate compensation for high
performers.
Growth
Invest in our people by providing development
opportunities for high performers and feedback and
coaching for those who need improvement.
SALESFORCE HPC PLAYBOOK 2023

The four shis to accelerate Salesforce’s HPC

Reboot V2MOM as our

The Role of Leaders Consistent "One performance,

to Make It Happen Salesforce" mindset. accountability, and

alignment tool.
Business-owned, leader-led starts
with Executives

Accountable, metrics-driven
Return & Remote culture to
approach to measure
meet customer needs and
individual, team and
optimize productivity.
company impact.
SALESFORCE HPC PLAYBOOK 2023
The Role of Leaders
to Make It Happen
Every leader takes accountability
for themselves and inspires
accountability in others
Top 5 Manager Accountabilities in a HPC
01 Hire and effectively onboard A-players.
02
Set clear expectations for performance: what needs
to be delivered, and how we behave to deliver it.
Coach, mentor, and provide regular feedback to
03 drive high performance and hold ourselves and our
teams accountable.
Recognize and reward successful performance with
04 top rewards for exceptional performance.
Identify early and act effectively wherever
05 performance is inconsistent or below expectations.
SALESFORCE HPC PLAYBOOK 2023

The Role of Leaders Our first-ever Manager Certification will require

90-minutes and it will equip leaders at every
to Make It Happen level to effectively:

High performance starts with us!

Deliver High Performance using V2MOM
As People Leaders, it’s our role to lead and
manage our team to deliver outstanding results. Drive Expectations, Clarity and Alignment using
Quarterly Check-Ins
We have an incredible opportunity to shape our
future here - leading our teams into the next
Differentiate Performance Effectively using
successful chapter of our history, together.
Performance Ratings
When leaders at every level align, performance
accelerates. Reward and Recognizing High Performers using
Compensation Tools & Processes
That’s why our starting place is enabling all
managers talent management and performance
Take Action on Underperformance
plays.

See appendix for more details on key messages for each module
SALESFORCE HPC PLAYBOOK 2023
Accountability
In Action
How accountability will
accelerate HPC
Accountability is the High
Performance Mindset
We need all leaders to: role-model
taking accountability themselves,
and inspire and hold accountability
in others.
Accountability is about Trust. Tools to drive accountability
It means: for HPC include:
● Ownership - Choosing to take ● The Org Health Dashboard
personal ownership for goals and
actions.
●
●
Employee Sentiment (GIS)
V2MOM Results & Performance
Ratings
● Delivery - Doing what you say you’ll
do, and delivering on your goals. ● Learning & Development
● Reliability - People can count on you
for your great contribution.
● Responsibility - Taking personal
responsibility for positive action, not
blaming, rationalizing, avoiding or
waiting for others to go first.
SALESFORCE HPC PLAYBOOK 2023
Checklist
Leverage Resources
to Lead Our HPC Now
HPC tools for your teams
❏ Review HPC Playbook
❏ Schedule team/org session to share HPC
❏
strategy (in office where possible)
Complete your Manager Certification and
❏
encourage your leaders to do the same
Go all-in on performance …
❏ Review and understand the company's
V2MOM, as well as adjacent V2MOMs.
❏ Review and understand our new
performance management system,
including ratings.
❏ Understand our updated
compensation expectations, tools and
processes.
❏ Identify any areas of
underperformance and develop a plan
to address them.
SALESFORCE HPC PLAYBOOK 2023

Checklist
Take these actions to drive high performance in your team
Accelerating a high-performance culture is a complex, ongoing process that requires commitment
and effort from everyone in the business. Personalize your approach in three steps:

Step 1: Define what high performance
means to your team/org
To create a high-performance culture, it's
important to first define what high
performance means in the context of your
organization. This should be a collaborative
process that involves input from all
stakeholders. Consider the following
questions when defining high performance:
● What are the key performance indicators
from your V2MOM metrics?
● What behaviors and attitudes contribute to
high performance?
● How can we uniquely measure and track
progress towards high performance?
Step 2: Communicate your vision and
expectations
Once you have defined what high
performance means, it's important to
communicate the vision and expectations to
all employees. This should be done clearly
and consistently, with regular updates and
reminders. Consider the following
communication strategies:
● Use multiple channels to communicate the
vision and expectations (e.g. email,
company intranet, town hall meetings)
● Use stories and examples to illustrate what
high performance looks like
● Make it clear that high performance is an
expectation for all employees, not just a
select few
Step 3: Show how our systems and processes
enable high-performance for YOUR priorities
To support the shift to a high-performance
culture, it's important to align systems and
processes with the vision and expectations.
This includes the Five Core Skills in Manager
Certification that illustrate our performance
management and rewards and recognition
approach. Consider the following strategies:
● Publicly review your V2MOM to reinforce
clear performance expectations and metrics
● Ensure that rewards and recognition are tied
to high performance
● Develop your talent in a way that supports
high performance (e.g. promoting available
training and development programs)
Thank you