Sales Engagement Platform vendor SalesLoft released a pair of reports that assist with attribution and deal engagement: Outcomes Dashboard and Cadence Outcomes. SalesLoft claims that it is the “only company that can tie customer touchpoints and activities to actual revenue outcomes like deals won, revenue per customer, and revenue per reps.
Unfortunately, “sales outcomes have been notoriously hard to track within the industry, especially over the past year when sellers worked remotely. They’ve joined data about buyer engagement + opportunity data and put it…front and center in SalesLoft. Now, teams are better equipped to know what’s working so they can stop guessing and get better results.”Kaelen Delaune of PR firm Kickstand Communications
The Outcomes Dashboard associates the last activity to revenue. The new dashboard helps managers identify top performers, focus on opportunities for improvement, and coach toward desired outcomes.
Traditionally, sales metrics focused on how many calls were made, emails sent, appointments set, and meetings held. While this intelligence is useful, it measures process inputs, not their efficacy. By associating these inputs with results, managers can identify which activities are moving the revenue needle and which ones are sub-optimal or under-deployed by reps, requiring coaching.
“Every sales team is trying to drive outcomes, not activities. Until now, outcomes have been hard to track,” said Ellie Fields, Chief Product Officer for SalesLoft. “When teams know what’s working, they can stop guessing and get better results.”
The Outcomes Dashboard helps managers project where they stand versus plan, identify the top performers and those in need of coaching, and improve forecasting.
Cadence Outcomes identify which cadences are driving meetings booked and opportunities created, helping managers and reps fine-tune and run cadences that move deals forward.
“Now that we have outcome data, we can provide richer analytics. The Outcomes Dashboard lets managers see how their teams are performing versus goals. We continue to invest in data insights for customers, through analytics like the Outcomes Dashboard, and through explainable AI, like the Deal Engagement Score, which is also now available.”Ellie Fields, Chief Product Officer at SalesLoft
In a conversation with GZ Consulting, Fields emphasized the value of multi-channel cadences, noting that multi-channel approaches provide a forty percent lift in outcomes. Thus, SalesLoft is looking to “make it as easy as possible to sell” through the deployment of “multiple channels across a single platform.”
The Outcomes Dashboard and Cadence Outcomes are available in all of SalesLoft’s packages. SalesLoft also released Deal Engagement Scores to GA. These employ over thirty factors for evaluating engagement across cadences and deals.
Last week, SalesLoft acquired InStereo, a professional services partner. InStereo provides go-to-market and implementation strategy for SalesLoft, HubSpot, and Salesforce.