NetSupport Centralizes Sales Processes to Drive Big Outcomes

Challenge

Maggie Layfield, VP of Sales at NetSupport, saw her team buried under manual tasks and scattered communication. Without a centralized system, reps duplicated efforts, relied on outdated templates, and struggled to follow a consistent process.

"Templates and strategies lived in multiple places, making it a nightmare to keep everything updated and consistent," Maggie explained.

Even after implementing a Learning Management System for training, adoption was low — reps defaulted to familiar habits, making it nearly impossible to enforce a unified approach.

Finding the right fit with Salesloft

Maggie's "aha" moment came when she was approached by a Salesloft team member on LinkedIn. "It was like they read my mind," she recalls. "I was already searching for a better way to do things, and their approach was so consultative and understanding. They truly listened to our challenges and presented Salesloft as a solution that could help."

The ease of adoption across teams, streamlined data visibility for leaders, robust reporting capabilities, and powerful communication tools were key factors in NetSupport's decision to choose Salesloft.

For someone who loves spreadsheets and reporting, Salesloft is a goldmine of data!

Garnering adoption across the team

NetSupport wisely opted for a phased roll-out approach when introducing Salesloft. Starting with Sales, they then expanded to Customer Experience Managers, Channel Managers, and finally to the UK Team Members — each team inspired by the success of their predecessors. "This strategy worked well," Maggie explains. "We weren't trying to onboard everyone at once, which can be overwhelming. Instead, we focused on one priority at a time, ensuring each team felt confident and comfortable with the platform before moving on to the next."

Salesloft Academy proved to be an invaluable resource throughout the onboarding process and beyond. "The Salesloft Academy was a game-changer," Maggie says.

It's one of the best-laid-out professional development options I've seen. The onboarding process was smooth and efficient, allowing us to see ROI almost immediately.

Results

Since implementing Salesloft, NetSupport has experienced significant improvements across the board. "I think of it as 'Before Salesloft' and 'After Salesloft' - such a night and day difference," Maggie exclaims.

Outbound email activity has increased by over 30% in just one quarter, with a corresponding rise in response rates and conversions. "The ability to personalize and automate communication has been huge," Maggie notes. With the additional metrics this activity provides, they can focus on higher-priority conversations and activities. "It's so nice to see that when you free up time and energy previously spent on manual tasks, you have more quality time to engage with prospects and customers," Maggie shares.

We've seen the length of call times go up significantly, which is a fantastic indicator of deeper engagement and stronger relationships.

Maggie herself has benefited from the increased efficiency and visibility Salesloft provides. "The worry and time I used to spend wondering if people were using the templates are gone," she says. "Now, I can easily create a Cadence for a specific initiative, and my team knows exactly where to find it and how to use it. Plus, I have clear visibility into their activity and success."

Beyond the numbers, Salesloft has also had a positive impact on team morale. "There's less burnout now," Maggie observes. "By automating manual tasks and taking some of the guesswork out of it, our team can focus on what they do best: building relationships and closing deals."

Maggie's advice for sales leaders

For sales leaders looking to maximize their Salesloft adoption, Maggie offers two key pieces of advice:

1. Talk to your team: Involve them in the process from the beginning, understand their challenges, and tailor your Salesloft implementation to their needs.
2. Embrace Salesloft updates: Salesloft's continuous product enhancements and educational resources are invaluable. Take advantage of them to stay ahead of the curve and ensure your team is using the platform to its full potential.

NetSupport’s experience with Salesloft shows what happens when you have the right technology for the job. By bringing their sales process into one place, they’ve cut through the chaos of scattered systems and made it easier to focus on what really matters — connecting with customers, working smarter, and growing the business.

Ready to see what Salesloft can do for your team? Connect with one of our experts.