Lattice - National Sales Team of the Year

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Company: Lattice
Company Description: Lattice is the people management platform that enables leaders to develop engaged, high-performing teams. By combining performance management, employee engagement, and employee development, Lattice provides powerful, real-time insights through analytics. Based in San Francisco, Lattice serves over 2,000 customers and was ranked no. 22 on the 2020 Inc. 5000 Fastest Growing Private Companies list.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: National Sales Team of the Year

Nomination Title: Lattice's Stellar Sales Department

For Lattice, providing a memorable customer experience starts with the very first outreach a prospect receives from Lattice’s Sales team.

Since Lattice’s founding in 2015, the Lattice Sales team has been the foundation of Lattice’s rapidly growing customer base of over 4,000companies, helping Lattice rank on the top of the Inc. 500 Fastest Growing Companies list two years in a row and earned Lattice the #1 ranking among competitors for customer satisfaction on G2.

Internally, the Sales team represents the heart of what Lattice stands for, they’re low ego, always willing to pitch in to help another Lattician succeed, and are constantly looking for ways to improve themselves, their processes, and the company around them. Their fribes (Friday vibes) are legendary as is the energy and learning they bring to the rest of the company which each new conversation, prospect pitch, or deal signed.

Dini Mehta, Lattice’s Chief Revenue Officer, has built a stellar ecosystem within the Sales organization where the team works together to not only deliver on company targets but also to grow their abilities and careers.

  1. Revenue Growth: The team has increased ARR by 101.5% year over year.
  2. Deal Size: Grew average deal size by 32% across the entire company and by more than 50% in some sales segments, through a combination of moving upmarket and better aligning customer needs to solutions.
  3. Headcount and retention: The Lattice Sales team has increased the size of the team by over 95% year over year for the last 3 years, while maintaining a 93% employee retention rate (unheard of in the industry) and a 2 to 1 ratio of internal promotions vs external hires. From January 2018 to October 2021, the team grew by 1,216%.
  4. Team Demographics: The sales team comes from a diverse set of backgrounds and prior industries, with few having prior HR tech experience. Over 40% of the sales team are women.
  5. Performance: Average quota attainment for the Lattice sales team is 126.5% since July 1, 2020 with the average fluctuating between 95% and 150% quarter over quarter.
  6. Collaboration: The Sales team is extremely active in the Lattice community, as leaders of various ERGs, volunteering their time in Lattice’s Mentor/Mentee program, and participating in events like ‘Lattice Does Customer Care’ where teams volunteer to sit in and help the Customer Care team reduce the Support queue.

The sales team at Lattice has seen equal amounts of growth and success since its inception, but what the team has been able to accomplish over the last year puts the team in rarified air - along with the top decile in almost every category listed above.

In a typical high-growth SaaS company, it’s not uncommon for the sales organization to be performing well in any of the categories listed above, but to consistently perform well in every category is unique. Growing +100% per year, while consistently exceeding revenue targets is exciting, however, the team’s true measuring stick has always been its ability to successfully nurture talent and provide opportunities for development. This is highlighted in the high retention rate and internal/external promotion ratio.

The team works hard to build real partnerships across the organization, becoming a core driver of collaboration within the organization. They have enabled our growth to over 4,000customers and over 736,000 active users across industries and geographies. Given the evolving needs of performance management for international HR teams, Lattice Sales has increased their global footprint to support international hours and cover from morning GMT to evening PST.

Most importantly, our team focuses not just on the quick sale, but on being a strategic partner and advisor to HR and People leaders. They focus on doing what’s best for their contacts, whether that means helping them position an argument for Lattice internally or explaining why they should consider a different tool.Lattice has been growing rapidly, with over 100 features and product launches within the last year and 2,838% 3-year growth (as calculated by Inc 5000 for 2021). Lattice’s Sales team.