Manager’s Checklist for Tool Adoption and Performance Improvement
The article provides a manager’s 90-day checklist for ensuring effective adoption and performance improvement with Salesloft by setting clear, measurable goals, monitoring team engagement, evaluating results, and fostering continuous improvement following the tool’s rollout.
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1 year ago
October 17, 2024
Your team has just been onboarded with Salesloft and is now poised to leverage it for greater success. As a manager, you want to ensure that your reps adopt the tool and use it effectively to drive results. But how?
The answer lies in setting goals based on measurable objectives. Clear, quantifiable goals serve as a roadmap to guide your team’s efforts and provide a means to assess their progress.
This checklist outlines essential milestones for the first 90 days after the tool’s rollout. You can leverage these milestones to set team-wide goals, monitor engagement, evaluate results, and foster continuous improvement.
Objective: (30 days in) Are they using the tool?
Track how well your team is getting along with cadences:
- Daily People Targets: Adding a consistent number of people to cadences per day ensures your reps are working enough people to reach their weekly and monthly goals.
- Baseline: 5
Use the Team Productivity Analytics Page to track:
- Cadence Completion Metrics:
- Completed Steps
- Skipped Steps
- Overdue Steps
- On-Time Steps
- Baseline: <10%
- Team-Wide Task and Activity Completion:
- Total Activities
- Tasks Completed
- Activities per day
- Baseline: 20 emails & 20 calls per day.
Based on these metrics, you may want to set up Activity Sync to ensure that activities are syncing appropriately to your CRM.
Objective: (60 days in) Are they getting results?
Use the Prospecting Results Analytics page to track your team’s engagement and prospecting results:
- Email Reply Rate: Number of email replies divided by the total number of emails sent.
- Strong 5-10%
- Average: 3-5%
- Positive Conversations: Ratio of connected calls that resulted in a desired outcome.
- Baseline: 15%
- Meetings Booked: The total number of meetings booked
Use this data to:
- Refine Activity Targets: Based on the results of the activity from the previous 30 days, adjust reps activity targets.
- Baseline: 30 emails & 30 calls per day
Objective: (90 days in) Are they improving?
Use the Team Productivity Analytics page to track your team’s overall performance:
- Outcome Leaders Panel: Highlights leaders in outcomes.
- Activity Leaders Panel: Highlights leaders in activities.
- Cadence Process Panel: Track cadence steps
Use the Content Performance Analytics page to track:
- Templates Tab: This tab analyzes email template performance. Look at the data on the cadences & templates your team is using. Retire what’s not working. A/B test what is.
- Cadences Tab: Look at the data on this and share it with reps. Refine which cadences they should be using based on this data.
Use this data to:
-
Perform cadence/template clean up: Bi-monthly, look at the cadence/templates that aren’t being used and aren’t working.
-
Define key performance indicators (KPIs): Based on the performance of the last 60 days, you can now define clear KPIs to the team.
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