Case Study: IO Education achieves 113% of sales goal in 10 months with Salesloft

IO Education Hits 113% of Stretch Goal in Just 10 Months

IO Education connects the many data silos used by schools to give educators a complete view of every student and to improve engagement, classroom efficiency, and achievement tracking. When Jason Smith joined as Director of Business Development in December 2015 he was tasked with standing up a sales development team in two weeks—hiring and onboarding reps, creating sales processes and cadences, and defining success metrics—while hitting an aggressive first-year sales goal and proving ROI from the outset.

IO Education built the new team around SalesLoft, developing targeted cadences for each buyer persona and stage, automating reminders, and enabling personalized outreach at scale. Within ten months the team exceeded its stretch goal (113% of target), established the key metrics for sales performance, and created a predictable pipeline model that improved forecasting accuracy and revenue predictability.

IO Education

Jason Smith

Director of Sales Development