Company:
Polymorph
HQ:
Stellenbosch, South Africa
Operating Industry:
Cloud Software, IoT, Mobile Apps
Employee Count:
35+
Target Industries:
Financial Services, Energy, Healthcare, Logistics
Service Complexity:
High
Annual Contract Value:
$150k+
Sales Cycle Length:
2-6 months
OVERVIEW
Polymorph is an established tech company that builds and manages custom software for successful and growing companies. Their customers include a range of businesses across financial services, renewable energy, retail, healthcare and logistics.
For some time, Polymorph had been looking to move beyond founder-led sales. They’d tried various approaches to structuring their sales and business development team. However, because they build custom solutions for each customer, they’d found it challenging to create a repeatable sales process that non-founders could successfully execute. This led them to identify the need for a Sales Development (SDR) function that would generate sales opportunities for their leadership team to close. As a result, they hired two high potential candidates to become SDRs in their business.
With Delta-v’s SDR Acceleration Blueprint, Polymorph’s leadership were able to set their sales development team up for long term success and close their first SDR-generated deal in six weeks.
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THE CHALLENGE
Polymorph’s leadership had no prior experience ramping and managing a team of SDRs. They wanted to avoid the costly trial and error process of building a repeatable and predictable outbound sales motion from scratch. They identified the need for assistance in the following areas:
- Establishing processes for effectively managing and coaching their SDRs
- Setting realistic SDR activity metrics and targets
- Effectively supporting their team with battle tested cadence structures, call scripts and email templates
- Training team members on outbound sales craft and sales process
WORKING WITH POLYMORPH TO SET THEM UP FOR SALES DEVELOPMENT SUCCESS
After assessing the areas in which they needed support, Polymorph engaged Delta-v to assist them with setting up their team. The principle was to equip Polymorph’s leadership to operate their team without requiring further support from Delta-v.
Delta-v designed and rolled out a 3-week SDR and SDR-management training program for Polymorph. This was based on Delta-v’s own proven blueprint for training, ramping and managing SDR teams.
The first week consisted of working with the Polymorph’s leadership to customise Delta-v’s standard SDR training program and design the cadences, call scripts and a lead qualification framework. The following two weeks were spent providing sales management training to Polymorph’s leadership and daily training sessions to the SDR team members on the various aspects of sales craft and outbound sales process.
RESULTS
Polymorph were able to quickly get their SDR team productive. Quality sales pipeline was generated almost immediately. By utilising Delta-v’s blueprint instead of building from scratch, Polymorph’s leadership saved weeks of expensive management time and months of painful learning through trial and error.
Immediate results
Following Delta-v’s training, one SDR booked their first quality meeting on their second day of outbound activity
Instant ROI
Many weeks of expensive management time and months of trial and error were saved using Delta-v’s Blueprint for Sales Development Acceleration
Accelerated revenue
Polymorph closed their first SDR-generated deal within 6 weeks of their Delta-v trained team going live
Equipped for high performance
One SDR trained by Delta-v was able to book 7 quality meetings in a single week
Repeatable process
Polymorph’s leadership has been equipped to effectively train and manage new SDRs without needing support from Delta-v
”Delta-v equipped us with the tools and knowledge to set our SDRs up to sell. The results have been incredible. I’ve been struggling to find time in my calendar because of all the quality meetings our SDRs are setting up.
I’m really glad we approached Delta-v when we did. We probably saved ourselves at least 6 months of trial and error trying to figure out how to effectively run a SDR team
Lize MonametsiPolymorph CEO
”As someone who was relatively new to sales, Delta-v’s sales training equipped me with all the tools and skills I needed to succeed in the SDR role.
The practical training sessions were invaluable as they helped me understand the key elements of the sales process, and the constant feedback enabled me to learn fast and start seeing results immediately.”
Lohan Jansen van VuurenPolymorph Sales Development Representative
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