Fullsteam Ahead: How the Company Accelerated Sales With Salesloft’s Unified Platform

Overview

Fullsteam, a leading software and payments company, struggled with fragmented sales processes across multiple platforms. This lack of centralized visibility hindered team coaching, slowed new hire ramp-up, and made it difficult to accurately track sales metrics across the teams.

After implementing 200+ new users into Salesloft in just a few weeks, Fullsteam experienced accelerated onboarding, increased sales team confidence, and a significant uplift in overall sales performance.

The challenge

With a large team of sales reps, leadership, and admins dispersed across various business units, the lack of a unified Revenue Orchestration Platform created a number of challenges:

• Leadership and Sales Ops lacked visibility into process and performance
• Managers were unable to provide targeted and personalized coaching to their reps based on real data and insights
• Onboarding and ramping up new reps took too long

Alex Leach, Sales Operations Specialist at Fullsteam, shared, "The biggest challenge was lack of visibility. Without call recordings and insight into their activities and pipeline, we struggled to properly coach them, and without these insights, you don't have a true grasp on where your business is standing."

The solution

To help solve their challenges, Alex knew they needed to get everyone working out of a unified Revenue Orchestration Platform. But in the current state, some teams used Salesloft while other teams used another platform known for its conversation intelligence and AI capabilities. So they sat down and evaluated the two platforms.

However, it was Salesloft's comprehensive platform, with its focus on enabling the entire sales workflow, that ultimately won out. "The overall ability to enable the sales team to have their activity logged and tracked, the conversations piece and insights for coaching, and the visibility for leadership into the analytics all on one unified tool was ultimately what pushed it over the edge," explains Alex. "The other platform we were looking at couldn't solve all of our needs."

This decision brought a new challenge: onboarding the remaining 200+ team members into Salesloft in just a few weeks. Thankfully, the decision to fully implement and expand Salesloft was further solidified by the strong partnership offered by the Salesloft team. Recognizing the challenges of onboarding this many users in a short timeframe, Fullsteam worked closely with the Salesloft team to develop a strategic rollout plan. "We had some hesitation about how we could effectively roll this out to that many people in such a short amount of time," says Alex. "But the Salesloft team was there every step of the way, providing guidance and support."

The results

The partnership between Fullsteam and Salesloft proved to be a huge success. Through a combination of dedicated training sessions, lively Q&A forums, and ongoing support from Salesloft, Fullsteam successfully onboarded over 200 users onto the Salesloft platform in just a few weeks. The platform's intuitive interface and readily available resources empowered the sales teams to quickly adopt the new platform and the processes that came with it.

But the results went far beyond just successful onboarding. Here's how Salesloft transformed Fullsteam's sales organization:

• Skeptics Turned Champions: "The biggest skeptics have become excited about Salesloft," Alex says. "They now understand how much it simplifies their day-to-day work." This shift in attitude speaks volumes about the platform's impact on user experience.
• Accelerated Ramp-Up Time: New users became productive faster than ever before, using Salesloft to drive immediate results.
• Boosted Confidence: Salesloft empowered the team with the tools and knowledge they needed to succeed, fostering a sense of confidence and achievement.
• Collaboration Amplified: Salesloft's Cadence templates encouraged knowledge sharing and teamwork, helping to improve response rates and cut down on time spent on manual tasks.
• Immediate Wins: Salesloft facilitated early wins across sales teams. One rep even booked 5 new meetings within the first week using Salesloft, shattering the expectation of no bookings within the first month.

The ongoing partnership with Salesloft is crucial. Meeting weekly, understanding potential roadblocks, talking about best practices — these interactions help me feel confident in what we're doing and ensure our team has continued success as we grow.

The Future: Continued growth and partnership with Salesloft

Fullsteam is committed to maximizing the value of Salesloft and maintaining a close partnership with the Salesloft team. With the platform's versatility, they envision onboarding other teams in the organization, further streamlining communication and collaboration across the organization.