Case Study: NFP achieves a standardized sales process, benchmarks, and $1M+ revenue with Salesloft

NFP Sets and Hits Their First-Ever KPIs

NFP, a leading insurance broker with $1.46 billion in revenue and over 5,800 employees, faced a decentralized sales organization built on relationship-driven, full‑cycle producers. Without consistent CRM adoption, sales enablement, or national sales leadership, the company lacked visibility into producer activity, benchmarks, and a repeatable sales process—making it hard to train new reps, hold teams accountable, or scale best practices across regions.

By rolling out Salesloft across the business, NFP used activity tracking, Salesforce integration, advanced analytics, and cadences to create KPIs, benchmark performance, and streamline onboarding. The platform drove enterprise adoption (accelerated by COVID), enabled role specialization, and helped generate significant pipeline—including over $1M from a webinar campaign—allowing NFP to hold reps accountable, ramp new sellers faster, and meet its 2020 growth targets.

NFP

Kyle Healy

Senior Vice President Sales Enablement