Sales reps do their work, but managers’ expectations are still not met. Revenue needs to be generated, but targets aren’t hit. Where’s the disconnect? Hint: it’s in more than one place. Let’s dive in.

The Customer Dilemma 

Without insight into sales reps’ data, managers are left guessing as to what the problem is with their sales motion. Is it training? Is it the product? Is it the effort that reps are putting (or not putting) in? Without answers, some sales teams don’t ever see positive results. It’s a problem spanning inside sales team across industries, and it needs a solution.

A CEO with a Dream

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As the founder of a solar company and sales talent marketplace, Lavie knows the importance of having a dedicated and effective sales team. Throughout his time managing his own teams, he encountered the dilemma of pinpointing where his sales reps could improve. He was able to isolate the problem to effort, but he had no way to track or gather comprehensive insights about his reps’ interactions. Lavie dreamed of a day when a solution would hit the market: a tool that would help fix sales expectations by tracking what matters most—sales effort. He set out to make that tool a reality.

The Case for a New Norm

Current sales expectations use metrics based around results to measure success. Closed-won deals reign supreme in judging a sales reps’ performance, but so much comes before that. The pipeline often involves multiple calls, emails, and video meetings. These important touchpoints of interaction are typically measured by volume and siloed from each other. 

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This leads to an incomplete picture of effort, which obscures patterns from view. Length of calls, how quickly an email was sent after a meeting, whether a rep had a touchpoint before a video demo—all of this is important data when judging effort and considering the effectiveness of your sales motion. Afterall, if you can’t see the details, the whole picture becomes blurry. A new way that shows the weight of effort is needed.

A Clear Solution

To see effort clearly and fix sales expectations, one key ingredient is required: transparency. To measure effort effectively, managers need to know what is happening and where effort is currently being put in so that they can identify what’s working and what isn’t. 

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But a leader can’t be everywhere, and a leader shouldn’t micromanage their team.

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With the right tool, they won’t need to. With the right tool, they can track effort automatically through the digital interactions their reps are having—and only the ones that matter. No unnecessary data collected. Instead, this tool would offer the data views sales leaders need to properly assess effort over time. 

The Company Founding

That’s where Saleboat comes in. A tech start-up that specializes in tracking sales effort, Saleboat aims to help leaders visualize, understand, and keep track of the effort their reps are putting in. With this holistic understanding, Saleboat can help managers develop reps into the sales champions they’re meant to be. Because when you know where effort is at, you’re able to see how to improve it.

Connecting Data and Effort

How does Saleboat accomplish this? We connect to a team’s email, video calling platform, and VOIP solution to track data. Saleboat then captures how much time reps are spending in video meetings and on the phone, how many email touchpoints they’re having, and how their day stacked up. Saleboat shows reps’ data together and on their own, so managers can see the full picture of how effort is being executed over days, weeks, and months on an individual and team level. With interactions shown and measured in this way, leaders can track effort, find patterns, and identify areas for improvement in their sales motion. 

The Crystallization of Clients’ Futures

Saleboat strives to be the way forward. We believe great sales teams are made with hard work, dedication, and data. Saleboat makes data accessible to you through improved tracking and easy to understand visuals. With Saleboat, you can sale through your goals, hit your KPIs, and develop an incredible team along the way.

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Say hello to Saleboat today. 

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