Sara here, Enterprise Customer Manager going on 4 years here at Salesloft.
As we know cadences are those structured touchpoints designed to engage prospects and move them through the sales funnel. We often share with customers that effective sales cadence integrates different communication channels and timing and we drive the importance of completed steps when they are due. *It’s hard to know if a cadence is being effective or at what points are we converting when the Day 3 step happens 2 weeks after it was supposed to
We have found there are two ways to help reps stay on tasks:
- Set a daily goal/target for how many people reps are adding to a cadence every day. If reps start to add 100s of people every day to a cadence, completing those and future steps on time is going to be challenging and ultimately leave you with reps feeling overwhelmed. Good starting place - adding 15 to 25 people per day
- As managers, keep an eye on their due/overdue tasks. There are a couple of places where you can go for this information
Helpful places in Salesloft:
- Content Performance (Analytics Hub) - specifically People Added to Cadence + First Step completed columns
- Scheduled Actions - this can help identify if reps are underwater. Make sure to filter for your team/reps.
- In Salesforce - we have two reports: Overdue Steps (Leads and Contacts)
What strategies do you use with your teams to help them stay focused and on task?