Customer Spotlight: Payroc Increases Active Opportunities by 100%
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.
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.”
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
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