Analyst Study: Salesloft Delivers 329% ROI Over Three Years

What would a 20% increase in sales-qualified leads to opportunity conversion rates mean to your sales organization? An independent research firm analysis found that Salesloft users can achieve that success.

The Total Economic Impact™ Of Salesloft, a February 2019 commissioned study conducted by Forrester Consulting on behalf of Salesloft, found that “Sales teams delivered more personalized and authentic customer engagements through consistent sales cadences, which boosted down-funnel response and conversion rates. Over three years, the profit growth from improved sales effectiveness for the composite organization totaled a present value (PV) of nearly $2.1 million."

The rules of (sales) engagement have changed. B2B buyers now expect sales experiences. Sales professionals must engage beyond expectations to consistently succeed. A large part of continued success is renewals. The study also found that Salesloft users enjoyed a 13% improvement in customer renewal rates, which increases customer lifetime value.

As you might logically deduce, improved selling experiences can increase retention. This study found that the composite organization's average salesperson tenure increased by 50% once Salesloft was implemented and adopted. Reducing manual tasks provides more time in a salesperson's day to spend on sales activities.

The ability to retain more employees also reduces costly hiring and onboarding processes.  According to the study, this saved the composite organization a three-year PV of over $106,000.

Download the full study to learn what your company can gain from adopting the Salesloft sales engagement platform.

Press Release:

Salesloft Delivers 329% Return on Investment Over Three Years, According to Independent Research Firm Analysis

New Independent Total Economic Impact Study Confirms Salesloft’s Sales Engagement Platform Drives Revenue Growth, Generates More Pipeline, and Improves the Customer Buying Experience

ATLANTA – February 22, 2019 – Salesloft, the leading sales engagement platform, today released the results of The Total Economic Impact™ Of Salesloft, a February 2019 commissioned study conducted by Forrester Consulting on behalf of Salesloft quantifying the benefits of the Salesloft platform. Forrester found that organizations using Salesloft to generate more pipeline and improve the customer buying experience could obtain a return on investment (ROI) of up to 329% over three years. The free study, The Total Economic Impact™ of Salesloft, can be downloaded here. 

The study also revealed that organizations that use the Salesloft platform to create a personalized, scalable and consistent go-to-market process across a sales organization could expect to receive $7.2 million in value over three years, with a payback period of less than six months.

Forrester's TEI methodology showed that a firm with 2,000 employees using the Salesloft platform can achieve the following in a span of three years:

• 329% return on investment
• 13% improvement in customer renewal rates
• 2x increase in top-of-funnel sales prospecting activity
• 2.5x increase in response rates
• 20% increase in sales-qualified leads to opportunity conversion rates
• $336,000 saved from inferior legacy sales tools

Forrester research indicates 68% of buyers prefer to gather information on their own, and 60% prefer not to engage with a salesperson. Organizations leveraging Salesloft to deliver more personalized and authentic customer engagements through consistent sales cadences were also found to achieve better pipeline management, improved sales coaching capabilities, cost savings from the retirement of legacy sales technologies, and improved sales rep retention fueled by an improved employee experience.

“This study highlights an extremely important concept for everyone in the sales world. If you deliver a sales experience to your customer that is authentic, sincere and relevant to solve a problem, you will generate massive results,” said Kyle Porter, CEO of Salesloft. “The purpose of all of the incredible automation, workflows and artificial intelligence within the Salesloft platform is directed so our customers can provide the sales experience their customer deserves and do it in a scalable, predictable way that generates the most revenue for their business."

Before Salesloft, companies lacked the tools, technologies and scalable processes needed to grow pipeline, expand their total marketable universe and support growth plans. Companies cited several common issues, challenges, and pain points impacting how efficiently and effectively their sales organization engaged with prospects and customers, including:

• Poor pipeline management and unreliable tracking of selling activity
• Inability to deliver authentic, personalized communications at scale
• Disjointed sales process and manual sales cadences

Forrester Consulting applied its Total Economic Impact™ (TEI) methodology to assess the general market need leveraging Forrester research with hundreds of global buyers and conducted in-depth interviews with an additional five Salesloft customers at the executive level from five different organizations. It used this data to design a composite organization to quantify the benefits of Salesloft’s sales engagement platform.

The Salesloft sales engagement platform consists of the Salesloft Cadence engine, Salesloft Dialer, Salesloft Connect, Live Call Studio, human sales email, and, most recently, Conversation Intelligence. It enables firms to create a personalized, scalable and consistent go-to-market process across the sales organization.

Media Contact: Samir Sampat [email protected] 973.356.8861