Here at InStereo we spend a lot of time on our favorite sales engagement tool SalesLoft. Whether it’s implementations or helping teams optimize their accounts, we are constantly developing and sharing best practices.
The goal of this piece is to give you ten quick and easy tips that will improve your SalesLoft account today. Hopefully you get to the end of this and you can say you’re 10/10 but for many teams, consider how some of these changes may provide a boost to your team. Let’s get started!
#1 – Turn on Automatic Step Reassignment
To start off with something easy, just check a box. Automatic step reassignment, which can be found in your cadence settings is an essential way to support change management in your organization.
We understand, people move around, whether it’s reps leaving your company, onboarding new ones, or promotions, the goal is to make these transitions as smooth as possible. That’s where automatic step reassignment comes in.
Once activated, if a person owner changes in SalesLoft, the system will reassign all of the pending steps to be completed to the new owner of the person records. This prevents people from falling through the cracks.
#2 – Create a Custom Field for Personalization
In working with SalesLoft we have a few core beliefs about Sales Engagement. Number one by a long shot is “quality over quantity”. Our general consensus is there is a lot of “noise” that hits our inboxes each day so finding a way to personalize your messaging and being authentic will lead to more replies.
One way to do this as a content creator is to make it easier for you reps to personalize. Provide them with a guide of where to personalize. The best way to do that, create a custom field for personalization.
The field will be unmapped and will never have a value. But, by doing this you create a dynamic tag you can put into your emails telling reps where to personalize before clicking send. And the best part is that if they made a mistake and clicked send before editing, SalesLoft would give them a warning saying they have a tag that has not been filled.
#3 – Require Dispositions and Sentiments to be Logged
When it comes to capturing activity from SalesLoft you want as much information as possible. So an easy way to do that is to require Dispositions and Sentiments to be logged.
This is done by checking the box at the top of each of their pages. With that said, you will need to add a custom sentiment. By default, each sentiment implies that you connected and had a conversation with an individual and as we all know, we are not connecting on every call.
So we recommend adding on custom sentiment called “Did Not Connect” which to be honest, they will use the most often, but this ensures that for all SalesLoft activity, we capture what happened.
#4 – Create Meeting Types for your Reps
Every rep has the ability to manage their own default meeting type. They get to customize their own meeting details. But what if they have different types of meetings they host? Maybe they sometimes offer 15 minute intro calls, 30 minute discoveries, or full hour demos.
This is why SalesLoft created meeting types. As an admin, you have the ability to create meeting types for different occasions with different lengths and agendas.
You have the options to create regular meetings or setup round robin meetings. Plus you can leverage dynamic tags in the invites that will pull in reps meeting meetings links. So consider talking to your team and getting a sense of what types of meetings they offer and build a standard invite for them to be able to leverage at any time.
#5 – Tagging and management
When you first get started with SalesLoft, it’s not hard to keep your content organized. You’ve got your inbound cadence and maybe a few for outbound. The point is you know what exists and where to find it.
That’s where these next three tips come in. First is tag management. Tags can be created by all users and can be attached to Content and People in SalesLoft. So that things don’t get out of hand we highly recommend coming up with a tagging structure that is shared and followed by all users.
Tagging is different for each team so find out what works best for you. Think about different roles in your sales function, region based, personas, etc..
Plus as admins you can manage tags in your data settings. There you can delete or merge tags to make sure your organization stays organized.
#6 – Naming Conventions
In a very similar thought, be very clear with your naming conventions for cadences, templates, and snippets. Early on basic naming conventions works but as you build out more and more content there will be confusion.
So come up with a naming convention that works for everyone. For example consider Geography – Role – Persona – Cadence. It might look something like
Oftentimes there may be someone else in your organization that has already come up with a structure and you can copy their format.
#7 – Archiving
The last one for keeping content organized is archiving, and this one is an InStereo favorite. As we have discussed, the more you use SalesLoft, the more content we would expect you have accumulated.
Cadences, Templates, and Snippets will all have an extended library and while we want to keep them organized using tags and naming conventions, consider using SalesLofts Archive feature to go a step further.
If content is no longer relevant, get rid of it. But don’t delete it. What if you want to reference back to it in 2 years? Instead archive it. Over time you will build a library of archived content to reference back to or even revive back into production.
#8 – Cadence Priority Levels
Each day your reps come into work they prioritize what needs to get done. SalesLoft can help play a part in that. So consider leveraging cadence priority levels.
As an admin, these can be found in your cadence settings. By default it uses a very basic tier system including None, Low, Medium, and High. For many teams this is just fine. Logic would say your inbound cadences are probably high, events medium, and outbound prospecting low.
But what if you want to go a level deeper? What if you eventually have different types of inbound and outbound? SalesLoft allows you to create custom priority levels with chosen labels that align to your business needs.
#9 – Groups for reporting and content management
While many teams with SalesLoft are using Groups, here is a place to consider if you are using them the right way. The first thing you need to do is confirm groups are set up the way you want. They are typically defined by role or region. Or in some cases, both.
Groups can then be leveraged for two reasons, content distribution and reporting. For the first one consider how your content in SalesLoft is distributed. Can all users see all content? Some teams prefer that things are kept open and some would like their SDRs and AEs to have their own separate content.
So consider which you prefer and then go to the group permissions dropdown inside of your groups settings.
The other reason it’s important to build your groups the right way is for in app reporting. SaleLofts analytics allow you to filter and sort using time and groups to drill down and find accurate and more importantly, relevant data. So consider giving your groups a review
#10 – Hot Leads
Last on our list is another relatively new feature to SalesLoft. Hot Leads is a great way to understand which of your prospects are engaging with your emails, so you can devote extra attention to personalization to those you know are interested.
It’s very easy to setup. A person becomes a hot lead when they hit a score that you choose. Their score is driven off of email opens, clicks, and website visits. If the person does enough of those actions, they become a hot lead.
At that point you can choose to have a hot lead cadence that has higher touches and more personalized, or train reps to make one-off calls or send one-off emails in the case of a hot lead.
You have the ability as an admin to set thresholds and define assignments. And of course, this information will log back to Salesforce.
Hopefully after getting to this point you have found some helpful ideas you can bring back to your team and make enhancements. If you or any admins on your team have questions or wanted to setup some time to chat, let us know. We’re here to help!