Elevating Global Sales: Stream's Journey to Sales Excellence with Salesloft

Stream, a chat, video, and activity feed solution, looked to improve key areas of their sales organization including global team collaboration, data-driven decision-making, and overall team performance. When Jessica Nelson, Global VP of Sales, joined the team she knew a critical piece to their future success was not only the creation of repeatable, standardized processes for the GTM team, but also the right tech to make it a reality. 

"I am responsible for overseeing our SDRs, mid-market, and enterprise account executives, as well as our field and event marketing teams," Jessica explains. "My goal is to ensure that our global team can collaborate effectively, share successes, and continuously improve our sales performance."

As a seasoned sales leader, Jessica knew that choosing the right Revenue Orchestration Platform could be transformative. While Stream had been using a different provider, Jessica knew the incumbent was holding her team back from reaching their full potential leading her to reevaluate their tech. 

"This is my fourth time replacing other sales execution technologies with Salesloft," Jessica reveals, highlighting her extensive experience with this type of revenue tech. With each transition, Jessica has become an expert at fast-tracking successful change management and driving sales performance and efficiency across her teams. 

The tipping point: Why Stream made the switch

For Jessica and her global team at Stream, the decision to switch to Salesloft came down to three critical factors: analytics, collaboration, and user adoption.

1. Unparalleled analytics and insights

"From a leadership perspective, there's just nothing similar to Salesloft's analytics dashboard in any of the other rival tools," Jessica emphasizes. This stark contrast in analytical capabilities was a primary driver in Stream's decision to switch.

Salesloft's comprehensive analytics allow Jessica and her team to:

• Track team performance at a granular level
• Identify areas for improvement across global operations
• Make data-driven decisions to optimize sales strategies

"There's no sales leader that you're going to meet that's going to want less data or analytics," Jessica notes.

2. Enhanced global collaboration

With a team spread across Asia, Europe, and the US, effective collaboration is crucial for Stream's success. Salesloft's platform has revolutionized how Stream's global sales team works together.

"I think the team collaboration and coaching aspect is a huge piece," Jessica shares. "Giving the team access to what everyone is doing globally, giving them visibility into what's working, what messages are resonating – that's invaluable."

Previously, the lack of in-depth analytics, reporting, and dashboards made this level of collaboration and coaching between manager and rep impossible, so making the switch to Salesloft has been a game-changer for Stream's global operations.

3. Seamless user adoption

When Jessica first joined Stream, she quickly noticed the low adoption of their existing Revenue Orchestration Platform. Jessica found that Salesloft's intuitive interface naturally encouraged usage and adoption among her team.

"If you don't have user adoption from your reps, then why did you even buy a tool?" Jessica points out.

Lessons learned: Navigating the transition

Having led multiple transitions from other revenue orchestration providers to Salesloft, Jessica offers valuable insights for other organizations considering the switch:

1. Embrace the process: "It's painful, and that's the one thing that people should realize going into it," Jessica advises. "It is a process, and if you don't know what you're doing and you don't lean on the technical support, either from the Salesloft team or their partners, it can be an uphill battle."Time it right: "Moving people from one system to another, if you don't do it at the right time of year... you can have sales reps off the phone for a week or two, and that for some companies is going to be a make or break for their business."
2. Follow the guidance: "Follow the guidance you're given by the Salesloft team. Don't try to do it yourself if you don't know what you're doing."
3. Plan for overlap: "The easiest way to do it is to have both systems running at once and slowly move a couple of people. Make sure everything's working, and then turn off the lights [on your existing technology]."

The results: Transforming sales operations with Salesloft

Since making the switch, Stream has seen significant improvements in their sales operations:

1. Improved Response Times: Implemented a "white glove, red carpet experience" for target accounts, achieving a 30-minute SLA for inbound lead follow-up.
2. Enhanced Personalization: Automated flows based on prospect actions and company characteristics without sacrificing the personal touch.
3. Global Best Practices: Enabled sales reps to share successful strategies and learn from each other across different regions.

Looking ahead: A bright future with Salesloft

As Stream continues to grow and scale its global sales operations, Salesloft remains a critical component of its sales tech stack. Jessica is confident in her decision to switch to Salesloft and doesn't hesitate to recommend it to others.

With Salesloft's powerful analytics, collaboration features, and user-friendly interface, Stream is well-positioned to drive efficiency, collaboration, and performance across their entire sales organization.

For companies considering making the switch to Salesloft, Stream's success story serves as a compelling testament to the transformative power of choosing the right Revenue Orchestration Platform.