The BetterUp platform that guides the CRM giant is now available in the AppExchange
Tens of thousands of sales teams turn to Salesforce to help boost their sales. Who does Saleforces turn to for guidance with its sales teams? That would be BetterUp, pioneer of the Human Transformation Platform, which recently launched BetterUp Sales Performance on the Salesforce AppExchange.
In a partnership that began in 2017, BetterUp provides sales coaching to more than 70,000 Salesforce employees worldwide. Now, BetterUp’s dedicated performance coaching and proprietary psychological model and data from over 1 million coaching sessions are available to Salesforce customers.
“BetterUp’s Sales Performance is a welcome addition to AppExchange, as it powers transformation for customers by unlocking team performance across sales organizations,” David Lee, VP of product management for the AppExchange, said in a statement announcing the launch. “AppExchange is constantly evolving to connect customers with the right apps and experts for their business needs.”
How You Sell It
“Most organizations prepare their sales teams by filling their bags with quotas and with new products,” Erik Darby, BetterUp’s VP of business development, told BOSS, “but what’s always been missing is, it’s not necessarily what they’re selling but how they’re selling it. That’s the mindsets and behaviors that make them perform at their best.”
Sales Performance matches sales reps with some of the world’s best sales coaches for one-to-one training. Rather than tool-based coaching and incentivization, the platform uses behavioral science to prepare salespeople to tap into the resilience and creativity they need to drive deals. One-on-one coaching is the best way to develop those critical skills and create lasting behavioral change, BetterUp says.
They have the numbers to back them up. BetterUp Sales Performance customers have seen a 60% increase in individuals reaching their quotas and a 20% increase in deal size on a year-over-year basis.
The coaching is not only on an individual basis, but also specially tailored to each salesperson’s needs in areas such as high-stakes conversations, diversity and inclusion, even down to getting the right amount of sleep and nutrition to help achieve peak performance. Educational courses are also personally curated from a library of more than 3,000 topics, and periodic self-assessments to help salespeople assess how far they’ve come and how they perceive themselves compared to how others see them.
“This is a modality that has simply been absent from the market, but an absolutely critical need,” Darby said.
A True Partner
Salesforce customers can access Sales Performance directly on the AppExchange. It then populates directly within their Salesforce instance. They can then directly measure sales teams’ and individuals’ time to productivity, quota attainment, and deal size.
“Salesforce is one of the first adopters of the Human Transformation Platform and remains committed to the importance of mental fitness, inclusion and connection,” Alexi Robichaux, CEO and co-founder of BetterUp, said in a statement. “With our expanded partnership, sales managers and sellers using Sales Cloud will now have support to strategize on deals, prep for prospect calls, and develop the right mindsets around resilience, focus, and agility.”
When salespeople are in the state of flow the platform helps them unlock, they’re five times more effective, BetterUp says.
“So much of this is, ‘How do we become a true partner by way of our coaches to the sales reps and sales leaders?” Darby said. “We want to make sure we move within the flow of work of each and every sales team, and drive that through the new technologies such as GenAI and ChatGPT and integrate directly into Slack.”
BetterUp strives to identify the moments that matter most to peak performance in a conversational way. That allows the one-on-one coaching to provide tangible benefits at critical intersections in the sales journey. This leads to deeper insights into why things went right or wrong, with guidance for the next critical moment.
After all, it’s not what you sell, it’s how you sell it.