Sales team Insights; Find opportunities, improve productivity

Salesforce Insights

Customer: Global SaaS Company
Industry: B2B Cybersecurity
Period of project: 3 months

Description

With an expanding global footprint leadership wanted to rapidly build out a high-powered inside sales team of sales development representatives and account executives. The goal was to identify A-player hires whilst lowering early tenure turnover, accelerating performance ramp, raising quota performance and reducing liability hires.Research was conducted with the corporate sales teams in North America, Europe and Asia-Pacific that measured 60 psychographic traits and collected 12 months of sales performance data from 100 lead-generating SDRs and 120 AEs. The performance and psychographic data, was statistically analyzed to build KPI prediction models. The deployed algorithms being evidence-based, learn continuously, and are subjected to successive recalibration every 6-12 months to grow their predictive accuracy.

Budget 

$50,000

Est. value/ROI

Annualized uplift and saving in excess of $2.5 M. Equipped with the data and intelligence to make better, faster and less biased hiring decisions has led to lower early tenure turnover and a higher number of candidates transitioning from SDR to AE. Enabling  training and development resources to be deployed more strategically post-hire to maximize the ROI delivered by the incumbent team delivering consistent YOY growth.

Salesforce insights; Performance fingerprints deliver a performance prediction (potential) both of hiring candidates and existing team members leading to recommended actions that impact the entire employee lifecycle. Speed to hire, quality of hire, ramp time, increased production, retention, turnover, coaching training, manager effectiveness.

How many persons in project: 2

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