💡 How to significantly increase your sales team efficiency
💡 How to better prioritize deals based on buyer engagement data
Happypal sales reps save 1.5h per day using Katalyz
The problem: Increase sales efficiency to achieve sustainable growth
Since its creation in 2019, HappyPal has experienced a rapid and intensive growth: in 3 years, they convinced and onboarded over 200,000 employees working across 1,000 SMBs and enterprise companies such as RATP, Toyota, Doctolib or Meta.
It is almost one new customer… per day! To keep the pace and maintain this kind of growth, you need either to quickly scale the sales teams, either to drastically improve sales processes. And scaling a team raises multiple challenges:
- Recruitment takes time (especially for startups that are looking for rare birds, ie. affordable profiles who are able to step up as the company grows), and time is the most sensitive metric for a startup at a go-to-market stage.
- Scaling the sales team damages the company's profitability equation, at least in the short term, as new recruits need an incompressible onboarding time to become productive.
- Startups are recently more challenged on their human capital efficiency, since the economic downturn has led VCs to consider profitability over growth.
For all these reasons, HappyPal has decided to improve their sales team efficiency to keep growing without increasing the team size. However, the buyer experience was not to be impacted, as it is crucial for any young company still building its brand image.
How to achieve that?
The solution: Equip your sales team with a one-click solution to drive their deals
Improving sales efficiency without degrading the buyer experience means standardizing the purchasing process to make it easily replicable, while accessing the specificities of each prospect. This is often where the problem lies, with sales teams sacrificing the personalization and the relevance of their approach on the altar of productivity.
In fact, what does a prospect want most (apart from a good solution at an affordable price, which are prerequisites)? Probably to be considered, i.e. to have the impression that the people they are dealing with are dedicating sufficient time and energy to understanding their issues, adapting to their constraints and providing them with a suitable solution. The best sales reps are those who manage to meet those expectations while being extremely efficient, ie. those who make their prospects feel unique, when in fact they are replicating the same recipe.
This is exactly why HappyPal started using Katalyz: in one click from their CRM, sales reps create dealrooms from pre-approved templates detailing every step of the buying journey, which they adapt marginally to the context of their prospects.
In a few minutes they provide their prospects with hyper-personalized spaces including all the relevant information, resources and next steps, when they needed hours to draft emails, business cases and presentations that were barely opened by their prospects. This is a huge time saver. And best of all, prospects love it because they see it as a proof of involvement, and because it is innovative and much more transparent.
Besides, as all interactions are centralized and logged in a mutual action plan, sales people become more efficient in driving their deals: they no longer have to get back to topics already dealt with, they tackle issues one after another instead of engaging in a giant brouhaha and they deal directly with the relevant people.
Last but not least, as all the deal stakeholders interact in a single online workspace, sales reps have access to precious buyer engagement data. This way, they know how to prioritize their deals, what the next best action is, and can manage their pipeline way more efficiently.
The outcome: Increase sales efficiency by 20%
With Katalyz, HappyPal set the foundations of a replicable and efficient sales process:
- Sales reps can provide their stakeholders with all the relevant content in minutes
- They better drive their deals, stating clear outcomes and eliminating irrelevant reminders
- They prioritize their deals based on buyer engagement data
As a result, they save approximately 1.5h per day, which means +20% in efficiency. Time that they can dedicate to the hottest deals to eventually increase their closing rate.