Salesloft Analytics Helps WeWork’s Sales Enablement Team Optimize Their Sales Motions

In the sales landscape, change is a constant. 

The markets are always changing. So, too, are customers and their needs. Amid this constant change, salespeople must be able to adapt.

No one understands this better than Jimmy McIntyre, Sales Enablement Lead at WeWork. As a sales enablement leader for a global provider of workspace solutions, Jimmy and his team help their sellers by equipping them with the tools they need to stay ahead in the market. But, given WeWork’s global reach, the sales enablement team has their work cut out for them.

“With my role, I’m spread across the entire sales organization,” Jimmy explained. “So there’s a lot of different needs that come through daily and weekly from different leaders.”

That all changed with Salesloft. 

With Salesloft, WeWork’s sales enablement function, as well as the rest of the sales team, have unlocked more streamlined processes, greater efficiency, and a better understanding of their customers. At our Saleslove on Tour event, Jimmy spoke with us about how exactly Salesloft has changed the sales process at WeWork. Here is what he had to share.

Selling made smoother

No matter the selling environment, sales success comes down to one thing: addressing the specific goals, challenges, and interests of the customer. But this is easier said than done, especially when a business has to juggle a wide variety of clients and products.

This was precisely the case for WeWork. With so many different products catered to so many different people, the sales team needed a way to streamline their conversations with their customers and prospects. “We are communicating with so many people all day, every day,” Jimmy summed up. “We need to streamline those processes because we can’t just send out one email at a time.”

For the WeWork sales team, Salesloft proved to be the perfect solution for this challenge. Using Salesloft’s automated cadences, the team is able to build out cadences tailored to different types of customers using preset templates, which has proven to be an invaluable unlock to efficiency.

Sales enablement made easier

While Salesloft has become an integral part of WeWork’s sales process and tech stack, it is not just the sellers who have benefitted. In fact, Salesloft has made the work of the sales enablement team easier, too.

Just as Salesloft has streamlined the sales process for WeWork’s sellers, Salesloft has enabled Jimmy and the sales enablement team to streamline their work to optimize revenue growth. 

One way the team does this is through Salesloft’s data and analytics. Salesloft lets the sales enablement team easily assess how WeWork’s messaging is performing, which allows them to improve what isn’t working and iterate on what is. “The data and analytics that we get from all that messaging we’re sending out … is really good for us to understand: Is it landing with our customers or clients? [And] where do we need to change our messaging?” Jimmy summed up.

In addition to the insights that Salesloft provides through the platform, Jimmy and his team have also benefited from the insights that come straight from Salesloft’s team. Through monthly syncs with their customer success manager (CSM), the WeWork team can ensure they are making the most of the Salesloft platform — and using it in a way that makes sense for them.

With the data provided by the Salesloft platform and the support from the Salesloft team, Jimmy has found that he can spend less time digging through data or hopping between sales tools and instead can devote more time to strategizing next steps. 

Jimmy notes, “With the Salesloft experience, I’m able to streamline everything a lot easier. And that frees up time for me to meet with people more, dig in a bit more, and have better meetings with them and understand where we need to go next.”

With Salesloft, WeWork now has even more control over their sales processes, which has allowed them to sell more efficiently and effectively.

At the same time, Salesloft has empowered Jimmy and the rest of WeWork’s sales enablement team to gather valuable insights more quickly so they’re able to devote more time focused on driving business-critical outcomes.