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Customer Spotlight: Payroc Increases Active Opportunities by 100%

Payroc sales reps close 50% more deals than the average B2B sales rep with Ambition's automated sales coaching.

Meet Payroc.

Payroc is a fintech company that enables small to mid-size business owners to accept payments, streamline their business, and increase cash flow.

Transparency drives growth

The Payroc sales team wanted to create a focus, at the organizational level, on: 

  • filling the top-of-funnel with more leads to create a healthy pipeline, and

  • moving deals through the funnel faster.

Zack, VP of Sales Technology and Operations, knew that visibility into performance data was a huge need — and if they could solve for that, they could make progress on those two key initiatives. 

So he started looking for a tool that would drive:

  • Transparency: Zack wanted all 8 sales offices to be aligned on KPIs

  • Motivation: The new program needed to create healthy competition across the offices by using leaderboards and contests. 

  • Performance: Zack needed to see results — i.e., more leads, and faster movement through the funnel.

Ultimately, Payroc purchased Ambition to help them achieve their aggressive goals.

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Payroc ramps up with Ambition 

Zack knew Ambition’s insights could provide the transparency they needed, with gamification helping to lift sales activities. Throughout the course of 2019, Zack set up sales TVs with leaderboards in each of his offices. They aligned their marketing, sales, and operations teammates on monthly contests that focused on top-of-funnel activities, like calls made, and mid-funnel objectives, like active opportunities.

Zack's team saw the impact Ambition had on sales activities that filled the top of their sales funnel. He then took his "old school" pen and paper 1:1 coaching program and built it out in Ambition, creating a digitized 1:1 coaching cadence centered around moving active opportunities to closed deals. He required their sales managers to perform 1:1 weekly check-ins that were tracked digitally in Ambition and attached to performance goals.

Sales coaching and gamification, FTW

It quickly became obvious to Zack was that the 1:1 coaching platform might be the most influential tactic of all. 

“We purchased Ambition because we wanted transparency for our sales organization. We wanted gamification, but we had not counted on how much the coaching would be a game changer.”

The impact

100% increase of active opportunities

150% increase on monthly calls made

4x the average B2B lead to opportunity conversion rate

50% higher close rates than average B2B sales reps

“We are always trying to streamline and automate our sales processes. Ambition has saved us several hours every week on admin tasks, and we are more efficient, more accurate, and performing higher throughout our sales cycle.” — Zack Wing, VP of Sales Technology and Operations, Payroc


Want more sales coaching? Unlock the Sales Coaching Hub for free templates, webinars, videos and more!

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About Ambition
Sales Leaders, HR Professionals, and C-Level Executives use Ambition to recognize, motivate, and develop employees into more engaged and productive versions of themselves. Funded by Google, used by the Fortune 500, endorsed by the Harvard Business Review.

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