ATTN Sales Ops & RevOps leaders

Imagine a world where your sales team could use/trial any tools that it wanted to, and it wouldn’t impact your reporting. 

What would that world look like?

  • Your sales team would be free to experiment with the latest technologies to keep an edge on the competition.
  • You wouldn’t be responsible for rep happiness when it comes to sales tool selection.
  • You wouldn’t have to spend HOURS each month dealing with tool evaluation, change management and migrations.
  • Customers would get the best possible experience at each stage of the funnel.

Sound too good to be true?  It isn’t.  We call this Sales Stack Freedom.

So…why doesn’t this exist today?

The reasons are simple… the system was designed intentionally to prevent Sales Stack Freedom.

  1. No Universal Standards For Activities:   Each sales tool you evaluate is almost certain to log data a different way, with metrics that mean different things.  This means that you need to worry about translating/normalizing data across all these sources, and making sure that historical reporting doesn’t lose its meaning:
  2. Vendor Lock-In: sales tool companies know that the more that they can tie you into their reporting, the harder it is to leave.  This is very much intentional, as many of them also make claims that “Salesforce isn’t scalable enough to house all of your sales data”, and try to get you to make them your reporting system of record.
  3. Product Focus: almost all sales tool today make their money by automating rep workflow to drive pipeline results.  None of them make claims to improve KPIs around sales ops or leadership productivity.  This means that data is always treated as a second class citizen.

How do I get to Sales Stack Freedom?

You need to figure out a way to separate your tracking/reporting layer from your automation layer.  After all, your sales tools are almost never the true system of record for activity – it’s the email system, Zoom, the phone system, the cell phone, etc.

There is no reason why the system that gathers this data/pushes it to CRM needs to be a part of your automation stack.

We call this Revenue Attribution – a unique layer in your sales stack whose sole purpose is to extract, structure and automate activity reporting across the funnel.

For example, many of our customers here at Truly use us in conjunction with tools like Outreach and Salesloft this way.  The Sales Engagement Platform serves as the tool for coordinating/automating sales tasks, while Truly acts as a data collection and analysis layer, handling the downstream data pipelines in CRM.

And what this means is that if a customer ever decides to switch from one platform to another, all of their activity tracking and funnel metrics are unimpacted, because Truly’s Revenue Attribution layer ensures that funnel metrics are calculated based on Salesforce, and not the Sales Tool.

What about Cost?

Salesforce integration has always been the KILLER feature that software companies charge the most for.  After all, data portability and ownership is kind of a big deal.

This means that downgrading package functionality to just the automation features often leads to large cost savings, which justify the cost of a Revenue Attribution

But perhaps what will give you the greatest savings of all is the ability to move to any provider at any time… nothing gets the best pricing as much as abundance of choice!

 

Where do I get started?

Being passionate sales ops people ourselves, nothing excites us more than getting everyone to achieving Sales Ops freedom.  Please reach out, and one of our product consultants will be happy to get you started with our FREE salesforce package!