How Emlen hired and trained their sales team with hyrise

Meet Jan-Niklas Frantz, Head of Buyer Enablement at Emlen, to find out how the collaboration between hyrise and emlen went.

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In a Nutshell

Founded: 2021

Industry: software development

HQ Location: Berlin, Germany

Website: www.emlen.io

Number of Employees: approx. 25

Challenge: Lack of individual enablement plans for team members

Solution: 6-month upskilling training program for 4 full-cycle sales reps

Average satisfaction: 10/10

Impacts: 92% increase in Cold Email Effectiveness, 43% in Cold Calling Structure, 133% in Cold Calling Effectiveness

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Management Feedback

Jan, head of buyer enablement at emlen appreciated hyrise’s open-minded and professional approach.

“I like working together with hyrise a lot—very open-minded people and a professional structure. I really enjoyed the collaboration. The communication is open and upfront.”

The training and enablement plans were customized to meet the specific needs of the team, and the continuity provided by having one dedicated trainer, Mia, was highly valued.

"I always had the feeling that they tailor the training and enablement plans to the team’s specific needs. That’s something I really appreciate.”

Team Feedback

Mia’s coaching was praised for its personalized approach, aligning closely with management on training plans. Having an external validator bolstered the team’s confidence and reassured them about their progress.

“It helped a lot to have someone external to validate ‘is this right what I’m doing? Are we on the right track or not?’ and just to have someone to talk to.”

Additionally, Mia’s support in mental health, resilience, and emotional stability was a significant benefit for the high-pressure role of an SDR.

"Mia also helped a lot to cope with the pressure you have as an SDR and with mental health, resilience, and also emotional stability—one of the biggest areas where she also helped.”

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The collaboration

Meet emlen

emlen stands as a pioneer in the buyer enablement space, offering the #1 digital sales room technology. Their platform revolutionizes the interaction between sellers and buyers by facilitating the exchange of valuable content and fostering collaboration. This empowerment ensures both parties make well-informed decisions throughout their interactions.

Their Challenge

• In 2022, emlen partnered with hyrise to address a critical need: hiring Sales Development Representatives (SDRs).
• After successfully hiring their first SDR through hyrise, emlen was impressed by the robust onboarding and ramp-up plan provided, which helped them identify the necessity of a structured development plan for their team members.
• With two more SDRs joining the team, emlen aimed to offer the same quality of training as the initial hire, leading to a comprehensive collaboration with hyrise focused on continuous, tailored enablement.

The Solution

emlen's journey with hyrise began with two team members undergoing an intensive upskill-training program. This initiative eventually expanded to include four individuals, each benefiting from a meticulously designed training regimen.

Upskill-Training Details:

• Duration: 6 months
• Working Sessions: 12 hours

Training Topics:

• Lead Discovery & Research
• Productivity
• Cold Calling
• Cold Emailing
• Social Selling
• Cadencing

The Impact

The collaboration with hyrise brought significant improvements to emlen's sales team, marked by positive feedback and tangible benefits.

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The training program emphasized crafting compelling email content and personalized outreach strategies. As a result, the team saw a significant increase in the effectiveness of their cold emails from Q2 2023 to Q4 2023.

The training sessions focused on developing a systematic approach to cold calling, including effective starting sentences, handling objections, and closing techniques. This structured approach resulted in more productive calls and a higher success rate in reaching out to potential customers.

From Q2 2023 to Q4 2023, there was a marked improvement in the overall effectiveness of cold calling. This included a higher success rate in scheduling meetings and converting prospects into opportunities. The continuous training and support in cold calling techniques significantly boosted the team’s confidence and performance, leading to these enhanced outcomes.

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Highlights of working with hyrise

hyrise’s customer focus and tailored approach to emlen’s specific needs demonstrated a strong commitment to client satisfaction. Mia’s competence and dedication significantly contributed to the team’s resilience and overall development.

In conclusion, emlen’s partnership with hyrise has been instrumental in enhancing their sales team’s capabilities. The tailored training programs, continuous support, and focus on mental health and resilience have empowered emlen’s SDRs to perform at their best, ultimately driving better outcomes for the company.

If you're interested in supercharging your sales team, please reach out to us!

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