Issue link: https://pravda.ufcontent.com/i/1285868
13 | The Total Economic Impact™ Of SalesLoft Sales productivity gains and labor cost savings will vary with: › Each organization's existing sales enablement and engagement technology stack and associated digital maturity and sales efficiencies prior to adopting SalesLoft. › Unanticipated changes at target accounts that can result in unexpected under/over-achievement of quotas. To account for these risks, Forrester adjusted this benefit downward by 20%, yielding a three-year risk-adjusted total PV of $1.6 million. Cost Savings From Retiring Legacy Sales Technologies Prior to adopting SalesLoft, most interviewed organizations maintained a variety of poorly integrated and underutilized point solutions within their sales and marketing stacks. For example, one interviewee used multiple sales dialer technologies over a period of years prior to adopting SalesLoft and revealed that poor user experience encouraged most reps to work outside the tool. The interviewee explained, "We didn't feel that the tools that we were using at that time were setting us up for success." Besides low adoption rates, poor integration with other elements of the sales and marketing stack plague the use of legacy email and tools. When pressed about the use of a legacy sales email tool, the director of sales development at a global analytics company admitted, "The results were not anywhere near what the company was hoping for, and I spent about two to three months trying to help our team capture even a portion of the value we were sold on, and it just failed miserably." Other activity- tracking tools and sales engagement/enablement platforms delivered similarly anemic business outcomes for sales according to interviewees. Sales Labor Savings And Productivity Gains: Calculation Table REF. METRIC CALC. YEAR 1 YEAR 2 YEAR 3 D1 Number of SDRs repurposed and upskilled 2 5 5 D2 Average fully loaded annual salary for SDR (rounded) $48,100 $49,303 $50,535 D3 Total labor cost savings from repurposed SDRs D1*D2 $96,200 $246,513 $252,675 D4 Number of SDRs and sales reps using SalesLoft 85 85 85 D5 Productivity gain for reduction in sales administrative activities 15% 20% 20% D6 Average fully loaded annual salary (rounded) 2.5% annual salary increase $77,177 $79,106 $81,084 D7 Productivity capture 50% 50% 50% D8 Sales efficiencies D4*D5*D6*D7 $492,001 $672,402 $689,212 Dt Sales labor savings and productivity gains D3+D8 $588,201 $918,914 $941,887 Risk adjustment ↓20% Dtr Sales labor savings and productivity gains (risk-adjusted) $470,561 $735,131 $753,510 Cost savings from retiring legacy sales technologies: 5% of total benefits 5% three-year benefit PV $335,725