Pravda Media Group papers

14 | The Total Economic Impact™ Of SalesLoft Following their adoption of SalesLoft, interviewed organizations were able to retire poorly utilized sales tools and underperforming technologies. In modeling the impact of these savings, Forrester assumed the composite organization retires its legacy dialer and sales email tools immediately following the SalesLoft implementation period, saving a total of $150,000 in licensing and support costs annually. To account for variance in reported saving ranges across interviewees, Forrester adjusted this benefit downward by 10%, yielding a three-year risk adjusted total PV of nearly $336,000. Increased Sales Employee Retention After adopting SalesLoft, interviewees indicated that their sales organizations experienced less turnover, faster onboarding, and increases in the percentage of sales staff who met their annual quotas. Because SalesLoft improved sales management's ability to coach and mentor their employees in real time using Live Call Studio, sales staff felt better supported and able to deliver on their quotas. Interviewees shared these specific examples: › "Before SalesLoft, we were seeing about 50%, a little over 50%, of the reps actually hit their quota, and . . . in 2018, we've seen more like 75% of the reps hitting their quota." › "Fifty percent more of our new hires are achieving their quota in the first 30 and 60 days than they were before [SalesLoft]." To account for the improvements in retention that stem from using tools that better support a highly-demanding sales process, Forrester assumed that: › The composite organization has 15 BDRs on staff following the adoption of SalesLoft, as discussed in previous benefit categories. › Prior to SalesLoft, BDR tenure lasted one year on average, meaning the organization would have to replace all BDRs annually. › Following SalesLoft adoption, average employee tenure increases by 50% to one and a half years. As a result, the composite organization needs to replace its BDR staff twice over the three- year analysis period rather than the annual rate seen prior to adoption. This amounts to a 33% net improvement in employee churn. We included this benefit in years 2 and 3 only since experience improvements would not follow implementation immediately. › Average hiring and onboarding costs for a BDR are $15,000. 50% increase in seller tenure from improved employee experience Cost Savings From Retiring Legacy Sales Technologies: Calculation Table REF. METRIC CALC. YEAR 1 YEAR 2 YEAR 3 E1 Annual cost for legacy dialer tool $100,000 $100,000 $100,000 E2 Annual cost for legacy sales email tool $50,000 $50,000 $50,000 Et Cost savings from retiring legacy sales technologies E1+E2 $150,000 $150,000 $150,000 Risk adjustment ↓10% Etr Cost savings from retiring legacy sales technologies (risk-adjusted) $135,000 $135,000 $135,000 "I've heard from several leaders that they've been able to pull the reps back from the abyss and point them in the right direction in the middle of a call without being too intrusive." Director of sales enablement, North American software company

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