How Wayfair Increased Sales Team Efficiency in 1 Year
Sales teams live in a data-driven business world. But 18 months ago, Wayfair needed a team of forensic data scientists to find their sales team’s call data and critical sales KPIs, which were buried deep within their phone system.
The #1 Fastest-Growing Online Furniture Retailer and Boston's Best Place to Work achieved massive gains with Salesforce, Tenfold, and Ambition.
Inaccessible data inhibited their B2B sales leadership's ability to ascertain next steps for growing sales headcount and structuring teams and processes. They set out to find a solution.
Wayfair's 1-Year Return-on-Investment
Some key results:
- 100 percent increase in sales revenue-per-rep
- 2X increase in daily outbound call communication
- 1-Year productivity lift equaling 100 additional sales employees
- Total alignment on completed sales activities
How Wayfair Achieved 2X Sales Efficiency
Why Wayfair Adopted Ambition and Tenfold
After moving to Salesforce.com, Wayfair needed systems that would automate data entry from their daily call activity and visualize key insights into the following:
- Prospect and Client Data
- Conversation Length and Quality
- Call Activity
- Sales Team Effectiveness on the Phone
Wayfair had several stipulations for their search. They need solutions that were compatible with their existing telephony and CRM. They didn't want to sink a signicant amount of money into an additional IT investment in order to make a solution work. And they wanted user-friendly platforms that would allow them to capture the most amount of data with the least amount of friction.
Ambition: Drive Sales Performance and Accountability
Ambition is a sales management platform that syncs business teams, data sources, and performance metrics on one system.
Contact us to schedule a demo of Ambition for your sales force today.