eLocal Reviews

Thank you for the valued role you play at eLocal and for providing this candid feedback, as this is ultimately what helps us become a better organization. We feel it is important to clarify a few points and share our perspective on the changes we’ve been implementing in our SMB Sales team. The review suggested that the recent changes in SMB Sales were a result of a recent change in ownership bringing with it a “profit at any cost” mentality to eLocal. In fact, eLocal has been operating as part of HomeServe Plc, a public company (LON: HSV), since November 2019. Rather, over the past few years, we have made significant investments in the SMB Sales team by more than doubling the size of the department – a reflection of the importance this group plays to the overall success of eLocal. Given the rapid growth, we lost our focus on sales basics, specifically a concerted and consistent daily effort, which is the cornerstone of any successful, performance-driven sales culture. Unfortunately, the lack of focus on daily activity and sales goals went on for too long and the return to measurable performance metrics came as a shock to some. We regret that fact and should have been more consistent from the beginning. One of the core values at eLocal is being open and honest. Towards that end, we conducted two townhalls and a roundtable discussion as we were making these changes to get real input from our sales reps to help guide us. In the end, we believe the daily metrics put in place were extremely reasonable for any inside sales organization (e.g., 60 dials per day). The first month after implementing these changes, we immediately saw a 24% increase in sales over our prior 120-day monthly average. This isn’t just good for eLocal, it is good for each of the individual sales reps that will make more money, which is really the ultimate goal. We pride ourselves on having very long tenured salespeople at eLocal and we have done that by fostering an environment where they can succeed. These changes were made with that in mind.