Introducing Influenced Outcomes for Cadences & Plays: Redefining Sales Workflow Insights

Introducing Influenced Outcomes for Cadences & Plays: Redefining Sales Workflow Insights

Organizations that prioritize data-driven decision-making are 23 times more likely to acquire customers and 6 times as likely to retain them, according to a study by McKinsey & Company. Yet, for many sales teams, connecting the dots between  rep activity and revenue outcomes remains a challenge.

At Salesloft, we’ve long enabled teams to measure Cadence performance through metrics like the number of opportunities created or meetings booked. While useful, we found a few key questions were left unanswered: How do these workflows influence pipeline and revenue? How can we optimize messaging and strategy to drive even greater success? How are Plays and signal-based selling contributing to your revenue results?

Today, we’re addressing these questions with a transformative update to our reporting model to unlock deeper, more actionable insights into how sales activities influence revenue results.

Why the Influence Model Matters

Sales processes are rarely linear. Often, multiple Cadences and Plays contribute to a deal’s success, so it is important to capture these interconnected contributions if you want to truly understand how the actions drive critical revenue outcomes.

Consider the simple act of following up on meetings for example. While it’s widely regarded as a best practice, sales teams often lack the data to quantify its impact on subsequent opportunities or deals. Worse yet, if a team is using a multi-prong sales approach where one or many reps are reaching out to a stakeholder, it can be a challenge to understand all of the ways these actions are contributing to your success. 

Rev ops and sales managers need to connect all workflows to revenue metrics like pipeline growth, average win rates, and revenue generated to truly understand their impact on results. Our updated reporting model solves this problem by offering a comprehensive view of workflow performance, where all Cadence and Play touchpoints that contributed to success can be captured in addition to the most recent touch.

This shift empowers teams to understand how engagement workflows and specific messaging are influencing revenue overall so they can make data-informed adjustments to their process and optimize for maximum revenue impact.

What’s Changing: From Attribution to Influence

The influence model introduces significant advancements that enhance how teams measure and optimize their workflows. For Deals-enabled customers, it expands available metrics beyond meetings booked and opportunities created, providing  teams with the ability to understand how Cadences and Plays impact every stage of the revenue process, including pipeline generated, revenue closed won, average win rate, and average sales cycle length. 

In addition to providing new metrics, this model also helps teams hone in on the most up to date Cadence and non-Cadence activities contributing to an opportunity’s success by giving you the control to adjust stakeholders associated with deals. It also  broadens workflow insights by improving the Cadence framework and introducing performance tracking for Plays. 

These influenced outcomes will be visible in multiple places throughout the Salesloft platform, such as the Play Overview, Command Center, and Analytics Reports.

How to Use the New Model

This update comes with different levels of access depending on your setup. If you’re a Deals-enabled customer, you’ll get full access to all the new revenue-related metrics, giving you a deeper look at performance. For everyone else, don’t worry—you’ll still have access to the existing metrics like meeting rate and opportunity rate, now powered by the influence model for even better insights. To get the most out of this update, make sure Meeting Sync is set up for meeting metrics and opportunity sync set up from either the Salesforce or Dynamics integration for opportunity metrics.

The Future of Data-Driven Sales

Salesloft’s new influence model represents a pivotal step in advancing how sales teams measure success. By shifting from attribution to influence, we’re giving you the tools to understand how your revenue workflows drive critical outcomes like pipeline growth and revenue.

In a world where data-driven sales decisions are the key to competitive advantage, the ability to see the full picture of your sales process is indispensable. Salesloft’s Influenced Outcomes model not only clarifies the present but also sets the stage for additional AI-powered insights to help shape your future sales success.

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