If you’re running a sales team and you’re tired of dashboards that look impressive but never actually help anyone close more deals, this guide’s for you. We’ll walk through how to use Salesloft analytics in a way that actually improves performance — not just to fill out a weekly report. You’ll get clear steps, real talk on what matters, and a few things you can safely ignore.
Step 1: Know What You’re Trying to Improve
Before you even log into Salesloft, get specific about what you want to get better at. “Increase sales” is too broad. Instead, ask yourself:
- Are reps not booking enough meetings?
- Do deals die after the first call?
- Is the team sending a ton of emails but getting ghosted?
You need to know the “why” behind looking at analytics, or you’ll end up staring at numbers that don’t mean anything. Write down your top 1-2 priorities for improvement. That’s your north star for the rest of this process.
Pro tip: Don’t try to fix everything at once. Pick the one thing that’s hurting most.
Step 2: Get Familiar with Salesloft Analytics Basics
Salesloft’s analytics can be overwhelming at first. Here’s what’s actually useful:
- Cadence Reports: See how your sequences (or “cadences”) are performing. Are prospects replying? Where’s the drop-off?
- Team Performance: Breaks down activities by rep — calls, emails, meetings set, etc.
- Email Analytics: Opens, replies, bounces, and links clicked.
- Call Outcomes: How many calls, how long, and what happened on them.
Ignore the rest until you’ve mastered these basics. Fancy charts are useless if your reps aren’t booking meetings or moving deals forward.
Step 3: Set Up Your Core Dashboards
Don’t settle for the default views. Customize dashboards to show exactly what you care about. Here’s how:
- Build one dashboard per key goal. For example, if you want more meetings booked, track meetings set, calls made, and email reply rates in one place.
- Add filters. Break down by rep, team, date range, or deal stage — whatever matches your goals.
- Save views. Don’t waste time recreating them every week.
What works: Focusing on 3-5 metrics per dashboard. If you have more, you’ll just start ignoring half of them.
What doesn’t: Reporting on “vanity metrics” like total activities or email opens unless you know they actually connect to real results.
Step 4: Dig Into Cadence Performance (and Ruthlessly Cut What Doesn’t Work)
Your sales sequences are where a lot of performance is won or lost. Here’s a practical way to use Salesloft’s cadence analytics:
- Look at reply rates, not just sends. High volume means nothing if prospects aren’t engaging.
- Compare across cadences. Which ones actually get meetings? Which ones get ignored?
- Spot bottlenecks. If most replies happen on step 2, maybe you can cut steps 3–5 and save everyone time.
Pro tip: Delete or rewrite cadences with low reply rates. Don’t get sentimental about a sequence because it “used to work.”
What to ignore: Open rates and click rates can be misleading (think: spam filters, auto-opens). Focus on replies and meetings booked.
Step 5: Coach With Real Data, Not Gut Feelings
Sales managers love to “go with their gut,” but the numbers don’t lie. Use analytics to have more productive 1:1s:
- Show reps where they excel and where they lag. Is someone making lots of calls but not booking meetings? That’s a coaching opportunity.
- Highlight top performers’ habits. If one rep consistently gets responses, study their cadence timing, email templates, or call approach.
- Set clear, data-driven goals. “Book 5 meetings a week” is better than “make more calls.”
What works: Sharing dashboards with reps so they see the same numbers you do.
What doesn’t: Using analytics just to call people out. The goal is to help, not to blame.
Step 6: Track Activity Quality, Not Just Quantity
Anyone can make 100 calls in a day, but it doesn’t mean they’re good calls. Here’s how to look beyond surface-level stats:
- Review call outcomes, not just dials. Salesloft lets you tag call results (e.g., “Connected,” “No answer,” “Left voicemail”).
- Listen to call recordings. Find patterns in what works — tone, questions, opening lines.
- Audit email content. Are reps sending templates, or personalizing? Are their emails even readable?
Pro tip: Pick one or two deals a week and go deep. Don’t try to review everything — you’ll burn out, and so will your team.
Step 7: Use Analytics to Spot Training Needs (and Wins)
Salesloft data is great for finding where your team needs help:
- Are replies tanking after a certain stage? Maybe your messaging is off, or your timing stinks.
- Is one rep crushing it while others struggle? Time to have them share what’s working.
- Do new hires lag on activity? They might need onboarding help, not just a pep talk.
On the flip side, use analytics to recognize when things are going well. Celebrate the wins, not just the misses.
What works: Sharing real examples in team meetings.
What doesn’t: Generic training for everyone. Tailor support based on what the numbers show.
Step 8: Review and Iterate Every Month (Not Just End of Quarter)
Set a recurring time — monthly is plenty — to step back and look at your analytics. Ask:
- Did the metrics you tracked actually move the needle?
- Are there new bottlenecks showing up?
- What can you simplify or automate?
If something isn’t working, drop it. Don’t keep tracking a metric just because it’s “on the dashboard.” The goal is to make life easier, not more complicated.
Pro tip: Export a snapshot of key metrics each month. Over time, you’ll see real trends — not just week-to-week blips.
Step 9: Avoid the Common Traps
A few things to keep in mind, especially if you’re new to Salesloft analytics:
- Don’t chase every shiny metric. Stick to what connects to money in the bank.
- Watch for “activity theater.” High activity without results is a red flag.
- Don’t expect the tool to do the work. Analytics are only as good as your team’s willingness to act on them.
- Garbage in, garbage out. If your team isn’t logging calls or updating deals, your data will be worthless.
Keep It Simple, Iterate, and Ignore the Hype
Salesloft analytics can be powerful if you use them to answer real questions, not just to fill out a report. Start small, focus on your biggest pain points, and don’t be afraid to cut what isn’t working. Keep your dashboards simple, check them regularly, and use the insights to coach your team — not just to chase numbers. The fancy stuff can wait. The real wins come from doing the basics well and tweaking as you go.