Recently 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
Closed wondeals
Increased deal size
+68%
Company records were broken, with new hires winning deals within their first 6 weeks.
An improvement in deal size, as well as larger and more sophisticated, enterprise-scale deals.
The SDR’s demo booking to attended ratio increased from 50% to 68%.
“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.
About Rently
Rently are leaders in self-touring and smart home technology. They offer prop-tech solutions for the rental housing industry. They combine hardware with a software platform that allows estate operators to manage their leasing and expand revenue opportunities.
