Developing and embedding process, platforms and methodology to drive growth

Business objectives

Rently had ambitions to develop their people, processes and tools to allow them to scale and become a multi-billion-dollar organisation, sustainably.

Their business objectives were as follows:

• Provide a platform for sales reps to succeed in enterprise sales environments.
• Develop a targeted and staged approach to sales.
• Develop a consultative approach to sales excellence.
• Have a clear ‘track to run on’ from the interview to fully onboarded individual contributors.
• Provide a leadership program, cadence and structure development.
• Align the Customer Success team in the client engagement process.

The return on investment

“I’ve noticed a vast improvement in onboarding and reduced ramp time. New people are creating opportunities much sooner – someone has already won a deal within the first 6 weeks, which is unheard of.

We’ve created meeting scorecards and used these effectively – all based on SBR’s sales methodology, QUIS, and I’ve noticed an improvement in deal size, closing larger and more sophisticated, enterprise-scale deals.”

Heidi Caldira
Senior Director of Multifamily Sales

SBR’s strategy to execution

SBR created a work package that looked at the team’s processes, sales methodology & tools to create a sales playbook, and sales guide, along with a company launch.

• Replicated the best practices of Rently’s top performers – developed a unified approach towards selling and internal training, with a staged approach to sales.
• Sales playbook & guides were integrated into their internal workspace.

CRM consulting:

• Integration of new sales process, with a guided flow in each stage.
• Playbook & qualification questions in each stage were embedded.
• Correct role alignment and handover between stages.
• Team & role-specific dashboards were created.
• Tracking decision makers were added and unnecessary fields were removed.

Role-specific competency frameworks were built. Competency-based hiring is now embedded, as well as a unified onboarding process. Sales & leadership training was also included to embed the new language and frameworks developed into the team.